Director, Business Development

US-Washington D.C.
2 months ago
Job ID
2017-1346
# of Openings
1
Category
Management

Overview

The primary role of the Business Development Director is to prospect for new clients by networking, cold calling, advertising or other means of generating interest from potential clients. This individual must then plan persuasive approaches and pitches that will convince potential clients to do business with our company. They must develop a rapport with new clients, and set targets for sales and provide support that will continually improve the relationship. They are also required to grow and retain existing accounts by presenting new solutions and services to clients. He/she may manage the activities of others responsible for developing business for the company. Strategic planning is a key part of this job. This requires a thorough knowledge of the market, the solutions/services the company can provide, and of the company’s competitors. Another important requirement will be an understanding and experience of architecture, construction and/or project management associated with multi-story buildings.

Responsibilities

  • Prospect for potential new clients and turn this into increased business.
  • Cold call as appropriate within your market or geographic area to ensure a robust pipeline of opportunities.
  • Meet potential clients by growing, maintaining, and leveraging your network.
  • Identify potential clients, and the decision makers within the client organization.
  • Research and build relationships with new clients.
  • Set up meetings between client decision makers and company’s practice leaders/Principals.
  • Plan approaches and pitches.
  • Work with team to develop proposals that speaks to the client’s needs, concerns, and objectives.
  • Participate in the optimization of the project to integrate with Prescient standard and coordinate with preconstruction to provide project pricing the solution/service.
  • Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.
  • Use a variety of styles to persuade or negotiate appropriately.
  • Present an image that mirrors that of the client.

Client Retention

  • Present new products and services and enhance existing relationships.
  • Work with internal and external technical staffs and other departments to meet customer needs.
  • Arrange and participate in internal and external client debriefs.

Business Development Planning

  • Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
  • Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels.
  • Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
  • Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.

Management and Research

  • Submit weekly progress reports and ensure data is accurate.
  • Ensure that data is accurately entered and managed within the company’s CRM or other sales management system.
  • Forecast sales targets and ensure they are met by the team.
  • Track and record activity on accounts and help to close deals to meet these targets.
  • Work with marketing staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.
  • Ensure all team members represent the company in the best light.
  • Present business development training and mentoring to business developers and other internal staff.
  • Research and develop a thorough understanding of the company’s people and capabilities.
  • Understand the company’s goal and purpose so that will continual to enhance the company’s performance.

Qualifications

  • Industry Organization and Association leadership
  • Commercial real estate, construction and/or architectural experience.
  • Appropriate software skills

Requirements: Required Education and Experience

  • 4-year college degree – preferably in business and/or marketing
  • 5+ years’ experience in a Business Development role in the A/E/C industry 

Preferred Education and Experience: 

  • Construction operations, real estate development or architecture experience preferred
  • Entrepreneurial mind set a plus

Competencies: 

  1. Opportunity & Lead Generation
  2. Project Acquisition
  3. Project review and integration with the Prescient system.
  4. Client Strategy
  5. Marketing Deliverables
  6. Measurement & Improvement

Equal Employment Opportunity and Unlawful Harassment

 

Prescient is dedicated to the principles of equal employment opportunity.  We prohibit unlawful discrimination against applicants or employees on the basis of age 40 and over, race, sex, color, religion, national origin, disability, military status, genetic information, or any other status protected by applicable state or local law.

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