Director, Business Development, Manufacturing

Position Overview

As Director, Business Development , you will lead our district's sales efforts and have primary account responsibility for clients in the Industrial Manufacturing sector. This could be your opportunity to establish relationships at all levels of the organization 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 attune 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 Industrial Group, Inc is a full-service design-build firm serving a broad range of the industrial markets. Our combined staff of more than 1,700 engineers and design professionals have expertise that spans all major engineering disciplines to serve the industrial, transportation, power, water/wastewater, mining, building, and oil, gas & chemical markets. Our operations-focused approach provides our clients with safe and efficient facilities, and it integrates our 130 years of construction experience to finish projects on time and to make sure that Nobody Gets Hurt.

Our rapidly growing Industrial Engineering team, which includes process, mechanical, electrical, controls, structural, architectural, geotechnical, and civil disciplines, is a multi-faceted and leading-edge division of Kiewit with best-in-class technical expertise focused on EPC and design-build delivery of industrial projects in markets such as Food & Beverage, Mineral Processing, Renewable Fuels, Pulp and Paper, Steel & Aluminum, Manufacturing, Industrial Buildings, Automotive and Emerging Industrial Markets.

Location

This position is based out of Lenexa, KS (Kansas City) or may be remote.  The Lenexa, KS location is a shared service environment in a professional office setting.

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 Lne Managers, district andarea 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

• 20+ years’ proven experience in professional services related sales roles
• Must be able to travel up to 50% of time with overnight stays.
• 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