at Patrick Engineering Inc in Chicago, Illinois, United States
Job Description
Job Summary
The Business Development (BD) Lead - [Electric & Gas Utilities] is responsible for supporting RINA's commitment to a client-focused sales approach, and helping Patrick achieve its annual sales targets and long-range growth objectives. The BD Lead will contribute strategic knowledge, deliver support on market assessments, and ensure market trends are captured and translated into action plans and client account planning. For clients with sustainable, recurring work, the goal is to establish consistent teams to service those clients, and better leverage relationships and intimate knowledge of the client's facility, culture, and other key items.
The Business Development Lead is responsible for scheduling and completing client development activities (sales process) to generate new identified projects and move those projects between the stages in the S&BD process. This includes developing relationships with client decision makers, performing sales calls, participating in industry events and activities, writing proposals and developing presentations, as well as coordinating sales activities of others on the team.
The BD Lead is also responsible to grow and maintain a network of potential partners, to maximize Rina's potential to be successful on a wide range of potential opportunities.
Reports to
Energy USA Sales Director
Direct Reports
0
Duties and Responsibilities
- Schedule and complete client development activities (sales process) to generate new identified project opportunities and move those projects between the stages in the S&BD process:
- Consult with internal and external resources to evaluate client requirements and develop a comprehensive project proposal to ensure client satisfaction and completion of customer projects
- Steer presentation development; work with Subject Matter Expert(s), Marketing, and leadership team on content development. Provide recommendations regarding improving proposal and presentation materials for winning of new business opportunities.
- Evaluate project RFP opportunities for alignment with Division and company strategy, coordinate pursuit activities with Marketing, and assist the Division in preparing RFP responses
- Create and update client account plans that include activities to drive growth and demonstrate client advocacy and leadership on assigned accounts (i.e., pursuit & shaping, market trends, research client capital plans, track opportunities, understand client priorities, etc.)
- Utilize personal network of industry professionals including clients, teaming partners, and subject matter experts to augment Patrick's current network and provide additional source of industry knowledge, talent, and opportunity identification
- Maintain relevant data in CRM as the repository for all clients, opportunities, and client interactions
- Meet or exceed net sales targets (booked work under contract) established during various business planning efforts throughout the year
- Meet or exceed "as sold" gross margin.
- Participate in professional events (conferences, presentations, etc.) that support the development of activities to generate new identified projects and move those projects between the stages in the S&BD process.
- Other duties as assigned.
Professional Requirements
- Demonstrated experience (minimum 10 years) participating in client development activities to support new and existing client sales.
- Bachelor's degree (Engineering preferred, Business, Marketing, Economics,...
Equal Opportunity Employer - minorities/females/veterans/individuals with disabilities/sexual orientation/gender identity
