Business Development Manager 

The primary role of the Business Development Manager (BDM) is to generate new tender opportunities by developing new and existing consultant (architect, quantity surveyor, project manager) relationships by networking, cold calling and meeting. These relationships are primarily within firms that are part of a Key Account Management system. They must then establish relationships and manage objections to convince potential clients to do business with BW. They must develop a rapport with new clients and maintain contact in order to continually improve the relationship. They are required to grow and retain existing accounts by developing continued interest in the BW brand, through knowledge sharing, site tours, thought leadership and entertainment.

Business Development Managers work closely with preconstruction management, directors, and technical staff. Strategic planning is a key part of this job description since it is the BDM's responsibility to develop the pipeline of new business coming into the company. This requires a thorough knowledge of the market, the service the company can provide, and the company's competitors. The BDM works closely to ensure that operational managers meet all relevant contacts before a tender arrives.

The main duties of the Business Development Manager can be summarized as follows:

New Business Development/Account Management:

• Cold call as appropriate to ensure a robust pipeline of opportunities.
• Identify strategically important consultants and the decision-makers within the firm.
• Manage individual relationships within target Key Accounts.
• Set up meetings between decision-makers and the company's principals.
• Plan approaches and pitches.
• Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.
• Use a variety of styles to persuade or negotiate appropriately.

Client Retention:

• Arrange and participate in external client debriefs (customer satisfaction questionnaires). This may constitute 50% of the role for less-experienced candidates

Business Development Planning:

• Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
• Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in opportunities.
• Using knowledge of the market and competitors, identify and develop the company's unique selling propositions and differentiators.

Management and Research:

• Ensure that data is accurately entered and managed within the company's CRM or other sales management system.
• Research and develop a thorough understanding of the company's people and capabilities.
• Understand the company's goal and purpose.

Education:

Degree preferred but not essential for Business development positions and 3-5 years of sales or marketing experience.

Other Skills and Qualifications:

Networking, Persuasion, Prospecting, Public Speaking, Research, Writing, Closing Skills, Identification of Customer Needs and Challenges, Market Knowledge, Meeting Sales Goals, and Professionalism.