Requisition ID: 173658

Job Level: Senior Level

Home District/Group: Southwest District

Department: Business Development & Proposals

Market: Water/Wastewater

Employment Type: Full Time

Position Overview

The Business Development Manager (BDM) is responsible for the capture of water related alternative delivery construction and engineering work in its various contractual forms within an assigned geographical region. The BDM must demonstrate a high degree of entrepreneurship, growth mindset and leadership in pursuing work that best fits Kiewit's objectives in Water. The BDM must have a strong understanding of the water market inclusive of new and existing clients, their purchasing behaviors and metrics, and competitors and their strategies. In addition, the BDM should demonstrate existing, and develop new relationships with Engineering partners, OEMs, equipment vendors and other external resources needed to complement the engineering and constructions services that Kiewit offers to achieve superior capture results. The relationships are not exclusive to sales, but rather inclusive as part of a larger Get Work strategy.

District Overview

Kiewit Engineering Group, Inc. is a full-service consulting and engineering firm serving the infrastructure and engineering markets. Our combined staff of more than 1,300 engineers and design professionals have expertise that spans all major engineering disciplines to serve transportation, power, water/wastewater, mining, building, and oil, gas & chemical markets.

Location

This position is based out of Phoenix, AZ. This is a shared service environment in a professional office setting.

Responsibilities

The Business Development Manager will be expected to leverage existing industry knowledge and relationships to grow Kiewit's water market share in California, Arizona, Oregon, Washington, Nevada, Utah, Colorado, New Mexico and Idaho by winning projects in partnership with Kiewit's North American Markets & Strategy team as well as local District Operations leaders, engineers, estimators and proposal specialists.

Specifically, this role will be responsible for:

• Understanding regional and client needs early on, driving early client engagement and positioning

• Using and optimizing Kiewit's client relationship management (CRM) tool as our primary communication medium.

• Understanding, categorizing, prioritizing and managing clients while maintaining trusted client relationships

• Identifying and maintaining trusted relationships with Engineering partners, OEMs, vendors, and other partners in support of gathering regional and client information

• Understanding and analyzing competitors, including analysis as to when competitors should become partners

• Providing real-time updates through CRM and engaging in weekly meetings, and/or recording notes as required

• Producing Fact Sheets from CRM and conducting a pre-positioning meeting with respective Water business leaders to determine an initial Go/No-Go assessment

• Supporting Water business leaders in creation of the Capture Plan

• Working closely with and communicating effectively to internal stakeholders

• Developing a clear understanding of client hot buttons and needs through the client management process; helping the estimating and proposal teams develop solutions to client needs

• Driving the Business Development element of capture planning meetings and win strategy sessions

• Supporting proposal teams to produce and submit a winning proposal, including responsibility for final proposal review and ensuring proper submission

Qualifications

• Bachelor’s degree in Engineering/Technology, Construction Management, Business/Marketing or related discipline

• 7 or more years' related business development experience in the water industry with a focus and relationships built within the AZ and Western States' municipal segment

• Excellent working knowledge of plant & technology requirements for municipal water applications.

• Proficiency in sales support role and broad EPC awareness.

• Recognition as a thought leader within the municipal water market.

• Must be able to travel, primarily within Western States though also throughout the U.S. 40-60% of the year.

• Must be able to interact professionally with all levels of management and staff in a fast-paced office and construction site environment while simultaneously efficiently and effectively managing a diversified workload and challenging situations.

Other Requirements:

• Regular, reliable attendance

• Work productively and meet deadlines timely

• Communicate and interact effectively and professionally with supervisors, employees, and others individually or in a team environment.

• Perform work safely and effectively. Understand and follow oral and written instructions, including warning signs, equipment use, and other policies.

• Work during normal operating hours to organize and complete work within given deadlines. Work overtime and weekends as required.

• May work at various different locations and conditions may vary.

We offer our fulltime staff employees a comprehensive benefits package that’s among the best in our industry, including top-tier medical, dental and vision plans covering eligible employees and dependents, voluntary wellness and employee assistance programs, life insurance, disability, retirement plans with matching, and generous paid time off.

We are an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.

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Company: Kiewit