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Manager, Business Development, Mission Critical

2 weeks ago

Calgary, Alberta, Canada Bird Construction Full time

Manager, Business Development, Mission Critical

Where Greatness Grows

The greatest achievements in history are borne from the greatness within people – where human potential meets vision, and passion fuels evolution. Unlocking this potential is the most important thing we do at Bird.

As a leader in Canadian construction for over 100 years, the impact of our team is etched deeply within the core of our legacy. Beyond Bird, this impact is felt in the fundamental aspects of our everyday lives. From the critical infrastructure we depend on, to the energy and resources that keep us moving - we are powering our communities and shaping Canada's skylines coast-to-coast. Entrenched in the foundation of a culture built more than a century ago is an enduring quest to reimagine what is possible. Our impact is greater than ever, and we are looking for those who seek to redefine their story.

We are a dynamic team of over 5,000 with a range of professions, backgrounds, and areas of expertise. This breadth of diversity in people and opportunities is one of greatest aspects of building your career with Bird. Every trajectory looks different. At Bird, you hold the pen, and you write your story. As you unlock your potential, you are surrounded by a team that supports you every step of the way.

Be a part of our team, where we pride ourselves on the quality of our work and the way we treat each other and our partners. You will build a career and long-lasting relationships based on respect, collaboration, and a solution-focused mindset. Bird is a place where you will unlock your potential and achieve your goals.

Reporting to the Director, Client Solutions, the Manager, Business Development, Mission Critical, will lead the business development efforts for the mission critical (data centre) market segment representing the Bird Buildings Group nationally. They will lead the development and execution of key account and market plans, identify opportunities for the continued growth of the organization, and be accountable for achieving sales goals.

This position is to based in the Calgary or Mississauga office but can be flexible for the right applicant. This role requires frequent travel, with potential to exceed 50% of the time.

What You Will Be Working On

Leadership

  • Establish effective and open working relationships with key internal and external stakeholders.
  • Bring leadership of business development, key account management, and marketing activities for the Districts within the mission critical data centre space.

Business Development

  • Create opportunities for net new EBITDA by demonstrating the value proposition of the integration of the complete suite of services to internal and external stakeholders.
  • Work with the Buildings leaders, Operations, and Pre-Construction teams to develop key account strategies that support the achievement of company revenue and EBITDA targets / strategic initiatives.
  • Work collaboratively with other pre-construction, estimating, and operations team members to achieve market sector goals.
  • Work with Operations to drive business growth through our integrated service offering.
  • Identify and pursue opportunities with developers, hyperscalers, colos, and enterprise clients that align with our business.
  • Build and maintain strong relationships with clients, consultants, vendors, and industry partners.
  • Develop unique value propositions, pursuit strategies, proposals, presentations, in collaboration with the districts.
  • Develop and maintain extensive knowledge of the Mission Critical Data Centre market.
  • Develop a network of contacts and key customer relationships within the Mission Critical Data Centre sector in the Canadian marketplace.
  • Prospect for new clients, leveraging WEB based services, government publications, news articles, networking at industry events, cold calling, etc.
  • Work closely with District leadership to ensure proper planning and representation at client meetings and industry events. Contribute to and use Bird endorsed brand marketing materials to communicate capabilities of the company.
  • Work closely with the pre-construction team to convert prospects into opportunities by facilitating the completion and submittal of pre-qualifications.
  • Participate in Business Development meetings, presenting market data and opportunities for "Go/No Go" decisions.
  • Formulate and review "Win" strategies with operations to improve capture rate, profitability and market position.
  • Manage Business Development processes as defined in the Project Delivery Framework (PDF).
  • Enter and maintain accurate sales information within CRM to support the sales funnel for new business.
  • Work with Operations to ensure a high level of client satisfaction and retention.

What We Are Looking For

  • Undergraduate degree in business, engineering or marketing or equivalent experience
  • 7+ years' experience working in the Mission Critical Data Centre construction industry in a Senior Project or BD capacity
  • 5+ years' experience in Business Development, an asset
  • Professional "business presence" complemented with resourcefulness; unquestionable integrity and ethics and sound business judgement
  • Extensive knowledge of the Mission Critical Data Centre construction industry, and proven ability to sell construction services to clients within the Canadian construction landscape
  • Proven success securing complex, data centre or mission critical projects.
  • Established network with clients, consultants, vendors, and industry partners.
  • Strong understanding of data-centre requirements (MEP systems, redundancy, commissioning, power/cooling, etc.).
  • Advanced knowledge and proven experience in business development, sales, strategic account management, sales processes, and marketing principles in the construction industry
  • Actively involved in industry associations and events
  • Proficiency with CRM.
  • Strong results orientation and follow through among senior leaders in existing and target organizations
  • Team player with highly developed influencing skills
  • Self-motivated, well-organized, innovative, outgoing and energetic
  • A driven, competitive initiator able to create clarity and focus on what matters to achieving measurable results
  • Ability to manage multiple priorities simultaneously and meet the time demands of unpredictable activities; capable of handling pressure and challenges in a dynamic business environment
  • Demonstrated sense of urgency and strong commitment to achieving goals; ability to work in a challenging, fast paced environment
  • Highly developed written and verbal communication skills
  • Willingness and ability to travel up to 50% of time including some travel to the US.

We Put Safety First

A healthy and safe work environment is non-negotiable. We build a culture of operational and psychological safety through engagement, learning and leadership.

We Lead With Honesty

We speak and act with integrity, clarity and care so people can trust our word and our work. Being honest means we can deliver the best outcomes and consistent results.

We Are Stronger Together

Success is a team effort. Our inclusive workplace enables our combined expertise, humility and creativity to unlock our greater potential.

We Are Driven To Do Great Work

We built our name on quality. We have a passion for excellence in our work and relationships that honours our businesses and our industry.

We Create Opportunity

Rooted in a solid foundation, we adapt and grow to face the future. We are committed to elevating each other to chart the best path forward in an evolving world.

Bird is committed to diversity, equity, and inclusion (DE&I). This is a core part of our culture and guides our actions and strategic priorities. We strive to create an inclusive environment where every employee can thrive and share their unique perspectives and talents. Our ongoing commitments focus on addressing inequities and promoting a better understanding of diversity to build an inclusive and fair culture. We recognize that diverse teams are more knowledgeable, perform better, and achieve greater success. As such, we are dedicated to building a workforce that reflects the diversity of the communities we serve and creating opportunities for all employees to grow and succeed.