Business Development Specialist

2 weeks ago

Vancouver, British Columbia, Canada Graham Construction & Engineering Inc. Full time

Graham is an employee-owned construction solutions partner that services the buildings, industrial, infrastructure, water and project finance sectors. We deliver lasting value for our clients through meticulous planning and scheduling, while upholding rigorous safety and quality standards. With offices throughout North America, our passionate and knowledgeable teams deliver projects that enable communities to thrive and people to live, work, move and grow in a rapidly changing world. With over nine decades of experience, Graham has the resources, capacity and expertise to undertake projects of every scope, scale and complexity. Join our team to deliver a better tomorrow.

We are seeking top-tier talent to join our Infrastructure division and build innovative projects in the transit and transportation sectors, such as roads, highways/freeways, bridges, interchanges, LRTs, BRTs, and airports. As a member of this collaborative team, you can expect a safe, diverse and inclusive environment, and on-going learning and career development opportunities.

About The Role

As a key member of the British Columbia Infrastructure team, the Business Development Specialist will be responsible and accountable for driving growth through generation of new business opportunities while developing and maintaining external business relationships with key clients, consultants, trade partners and First Nations groups. The incumbent is focused on supporting and implementing Graham's market and business development strategy by garnering market intel, fostering new and existing relationships and representing Graham at local trade functions. The incumbent has a deep understanding of the regional market and utilizes their strong technical background, presentation and writing skills, and existing relationships within the industry to support Graham's business plan and overall goals.

As a Business Development Specialist at Graham, you will:

  • Identify short- and long-term opportunities, including market analysis and client classification.
  • Network as required to obtain new prospects; attend conferences and industry events and work with Operations to manage the business development events calendar.
  • Work in partnership with Operations stakeholders to develop strategies for acquiring new work aligned with business unit revenues. Understand the business unit's current and future backlog and balance opportunities against them.
  • Participate in client presentations and business development meetings.
  • Support preparation of internal and external white papers and market data for the leadership team.
  • Maintain involvement in a wide range of external engagements with owners, architects, engineers, and other people who influence work decisions / job opportunity decisions.
  • Produce and maintain client account plans. Create zipper plans to outline the lines of communication between the project team and client team.
  • Gather and share client feedback to improve performance.
  • Work with the Proposal Manager to review and ensure alignment to the clients' needs and evaluation criteria. Understand project drivers and clients' success factors and contribute to the development of RFQ, RFEOI and RFP responses as required.
  • Maintain and update a log of active and potential pursuits, ensuring all projects are tracked in Graham's systems.
  • Work with Operations and Pre-Construction teams to obtain internal approvals to pursue opportunities.
  • Ensure analytics are collected and compiled for past projects similar to those the company is targeting.

    Qualification/Experience:

    • Completion of a university bachelor program in a technical, business, or scientific field of study; degree in Business, Sciences or Engineering is preferred.
    • 5-8 years of relevant experience in sales or marketing roles, and/or as a project manager or construction manager, experience working on a Pre-Construction team is an asset.
    • Technology association accreditation is an asset, P.Eng, ASET, etc. Gold Seal is an asset.
    • High degree of industry connectivity through local construction-related associations.
    • Existing network of owners, consultants, key subcontractors, and other potential project stakeholders in British Columbia.
    • Established industry connectivity through local construction-related associations is an asset.
    • Good understanding of other parties' expectations and genuine interest in creating win-win solutions.
    • Exceptional listening skills and ability to gain information and intelligence and know what projects are upcoming.

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