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Business Development Specialist
2 months ago
About the Role
The Business Development Specialist will be responsible for driving growth through the generation of new business opportunities while developing and maintaining external business relationships with key clients, consultants, trade partners, and First Nations groups. The incumbent will support and implement Graham's market and business development strategy by gathering market intelligence, fostering new and existing relationships, and representing Graham at local trade functions.
Key Responsibilities
- Identify short- and long-term opportunities, including market analysis and client classification
- Network 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 the 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
Qualifications/Experience
- Completion of a university bachelor program in a technical, business, or scientific field of study; degree in Business, Sciences, or Engineering is preferred
- 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
- Strong ability to read people and know how best to communicate with them
- Legal and contractual understanding is an asset
- Proficiency with MS Office Suite
