Business Development Director - Advanced Manufacturing

Position Overview

The Business Development Director is responsible for the capture of design-build and construction work in its various contractual forms within the Data Center market. The Business Development Director must demonstrate a high degree of entrepreneurship, growth mindset, and leadership in pursuing work that best fits Kiewit’s objectives in the Data Center market. The Business Development Director must have a strong understanding of the Data Center market inclusive of new and existing clients, their purchasing behaviors and metrics, and competitors and their strategies. In addition, the Business Development Director should demonstrate existing, and develop new relationships with third party engineering partners, OEMs, equipment vendors, and other external resources needed to complement the engineering and construction services that Kiewit offers to achieve superior capture results.

The Business Development Director directly oversees sales opportunities and go-to-market strategy within the Data Center market. The Business Development Director is responsible for maintaining and expanding upon existing client relationships, developing, and nourishing new business opportunities, while remaining highly engaged with industry associations and organizations.

As part of the Kiewit Get Work process, the Business Development Director coordinates with a team of proposal, graphics, marketing, engineering, and construction professionals focused on the same goals throughout North America. The role shall have a full understanding and perspective of the market and the opportunities that exist. The Business Development Director cultivates, establishes, and maintains client and partner relationships to identify and position for the best opportunities for Kiewit and lead the larger team of professionals to capture work.

The Business Development Director represents the voice of the customer (VOC) within Kiewit during the bid phase and leans in with the larger pursuit team once bidding has begun to ensure we are clearly articulating our differentiators in the VOC. This will take the specific form of direct communication with team members, but also within proposal content, copy, graphics, presentations, and other deliverables that serve as the elements of the capture plan. The role partners closely with Business Line Managers (BLMs), market intelligence, operations, and executive management to promote growth through the Kiewit Get Work processes.

Sales also serves a critical role during project execution to understand client satisfaction and provide open channels for clients to communicate that satisfaction within the Kiewit organization. Much of Kiewit’s projects comes from repeat clientele and open communication with those clients is a vital element for continued success in capturing work.

District Overview

The Kiewit Energy marketing, creative, and proposal team provides get-work services to multiple markets including power generation, transmission and distribution, renewables, industrial, oil and gas, and water/wastewater. We focus on winning work with high-quality, client-focused sales strategies through creative communication techniques. Our team brings vast experience and expertise to all projects we support across the company.  

Location

The preference would be for this individual to be near a core Kiewit office. 

To perform the functions necessary within this description the Business Development Director must be able to travel a minimum of 50%. Occasional trips for conferences and internal business development summits throughout North America occur. Travel is often unexpected and at the demands of the clients and opportunity timelines necessary to achieve the desired capture results. A flexible schedule is essential. Typical internal coordination on pursuits is accomplished virtually through Teams.

Responsibilities

Includes, but is not necessarily limited to the following.

• Engages with clients, vendors, partners, and third party engineers to establish a sales pipeline and achieve capture goals within the Data Centers market
• Establish and maintain key relationships with repeat and new clients from C-Suite thru operational levels
• Utilize industry contacts to create a clear picture of a client’s organization, decision making and strategy to adequately formulate a Kiewit win strategy and capture work
• Conduct cold calling as necessary to gain entry to new clients and adjacent markets within existing clients
• Lead client visits and presentations with key business stakeholders typically less familiar/comfortable with the sales process
• Engage clients at industry relevant conferences and work with both management and marketing to ensure the development of messaging, attendance and investment efficiently drives growth
• Participate as a subject matter expert in the Data Center market engaging in associations, conferences as a thought leader and presenter on relevant information in which you have expertise.
• Provide direction and coaching to engineering and marketing to develop collateral content, presentations, proposals, videos, social media content, and advertising to drive growth for the various businesses within the assigned markets
• Coordinates with the BLM and operational personnel to conduct go/no-go discussions with business leaders thru the preparation of white papers that offers fundamental information on the pursuit for business leaders to make an informed decision around the effectiveness to pursue a given opportunity
• Assures that Kiewit’s CRM tool, which serves as the documentation of the sales pipeline, is accurate and complete on a continual basis
• Coordinates with BLMs to achieve the desired outcomes on pursuits and provides the VOC into proposals, presentations, and other content in the pursuit of work
• During bidding, provides input as required to establish pursuit strategies, articulate value propositions, and properly prepare proposals that capture work thru storyboarding and review of sales messaging and materials

• During the annual business planning process, prepare account plans for the territory that incorporates overall, accessible, and attainable market objectives with anticipated forecasting of revenues from assigned clients throughout the planning period
• Monitor and analyze the competition by submarket and provide real time input to business leaders on noteworthy shifts by the competition that may represent threats or opportunities for Kiewit
• Actively engage in regular Kiewit Industrial business development meetings as well as weekly progress calls

Management Responsibilities 

This position requires a high degree of influence with engineers, construction personnel, management and fellow sales and marketing professionals but does not require any direct oversight.

Qualifications

To perform this job successfully, the Business Development Director must be able to perform each essential duty satisfactorily. The requirements listed herein are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• Bachelors Degree in Business, Marketing and/or Engineering is preferred
• Minimum of 5 years in the engineering and construciton industry preferably focused in the Data Center market - couple with demonstrated sales is desired. 

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