Business Development Manager - Kiewit Power Delivery

Position Overview

As a Sr. Business Development Manager, you will lead sales efforts and have primary account responsibility for clients.  In this role, you will be responsible for establishing relationships at all levels of the organization necessary to effectively communicate our value to clients as well as to translate our services into cost competitive engineering, procurement, and construction solutions to meet their needs.  Relationships must extend across a diverse client base to ensure Kiewit is attuned to evolving market conditions as well as suitable teams are assembled when clients require a composite solution.

At Kiewit, the scale of our operations is huge. Our construction and engineering projects span across the United States, Canada, and Mexico, improving and connecting communities with every initiative.  We depend on our high performing operations support professionals — they’re the glue that holds multiple areas of the business together and the catalysts that make things happen. We hire only the most driven people, and we offer them diverse career opportunities, strong leadership, and mentorship, rewarding, collaborative work, and responsibility they won’t find just anywhere. We’re always pushing new limits. You can too. 
 

District Overview

Kiewit Power Delivery is a full-service engineering and construction solutions provider, completing projects of all sizes and complexity. Across North America, our experience spans all transmission and distribution market aspects from high-voltage overhead and underground transmission to distribution design, automation design and construction capabilities. With these broad capabilities, we operate in the electric utility, renewable energy, industrial, and oil and gas markets. 

Location

This position is based out of the Northern California and requires up to 50% travel with overnight stays. 

Responsibilities

Strategic Client Relationship Building
•    Develop and sustain a robust pipeline of relevant, qualified regional opportunities.
•    Lead pursuits, analyze results, and maintain existing client relationships to facilitate communication on current and future project performance.
•    Expand work with existing clients through additional services and offerings that meet clients evolving needs.
•    Continually evaluate the regional market for new clients and new service offerings that can be delivered for current Kiewit clients.
•    Serve as the client advocate for all responses to client request for proposals (RFPs) and request for information.
•    (RFI’s) and work solicitation inquiries; present to management argument for go/no go decisions.

Drive continuous assertive client follow up, rapid opportunity identification, and issue resolution.
•    Lead all regional client-based events as well as business development-oriented regional conferences and other client events.
•    Advise and support other professionals involved in business development in their efforts with clients.
•    Coordinate sales in the region and support joint client visits.
•    Visit plant and corporate locations for relationship building.
•    Provide support as requested on client contract negotiations.
•    Support business development for all Kiewit entities as needed and as appropriate.
•    Become and remain continually informed on industry developments and the competitive landscape.
•    Identify and communicate competitor and market sector intelligence.

Specific Opportunity Pursuit
•    Pursue, qualify, coordinate, develop, collaborate, and deliver winning proposals to our clients.
•    Develop the proposal strategy and value messaging for all regional proposals.
•    Collaborate with marketing and other stakeholders to write value proposition-based proposals that crisply articulate our differentiators to our clients.
•    Nurture relationships with key client individuals to support Kiewit’s proposals.
•    Communicate with the client before, during and after the proposal process to gather specific guidance to   ensure our service offerings meet their objectives.
•    Identify key Kiewit advocates within the client and use appropriately.

Internal Kiewit Sales Alignment
•    Complete and update pursuit data in the SAP based CRM tool for timely use by all other business leaders and business development professionals.
•    Actively participate in weekly business development calls and annual planning efforts
•    Support the contracts process and business development proposals as required.
•    Support identification and validation of client services portfolios.
•    Support identification and development of business development initiatives.
•    Collaborate with marketing to develop strategic and focused business collateral.
•    Collaborate with Business Line Managers, district and area managers for team selling opportunities.
•    Develop enduring relationships with key internal business development partners within Kiewit.
•    Develop and support long-range sales forecasting.
•    Host, facilitate and assist routine internal business development meetings.

Qualifications

•    Ability to travel up to 50% of time with overnight stays.
•    15+ years’ proven experience in professional services related sales roles
•    Bachelor’s degree in engineering, construction or business preferred (or for the right sales professional, a strong willingness and aptitude to gain through training a broad understanding of our market and specific service offerings)
•    Excellent communication skills, strong leadership skills and ability to positively motivate business development and marketing staff and clients