Business Development Manager

Hermanson Company is a standout Mechanical company that has been doing business in the Puget Sound area since 1979. Over the last four decades, we have grown from a family-owned sheet metal contractor to a partner-led full-service mechanical construction, design and maintenance provider playing a significant role in the Pacific Northwest construction industry.Our ideal candidate will be trusted, respected and highly collaborative with Owners, GC’s, engineers, and Hermanson Business Group Leaders to advise and execute a market strategy and vision-based upon a detailed business development roadmap.Combining a deep industry network of commercial and industrial clients and influencers, this position seeks a candidate that is highly skilled at construction sales, relationship building and market strategy for the various regions Hermanson performs work. Develop strategies and objectives in support of the overall business development goals. Responsible for the business development process by acquiring and defining project opportunities, along with performing research and managing client contact.DUTIES AND RESPONSIBILITIES:Market Research & Development:• Research assigned market sectors and potential clients appropriate for Hermanson services: o Potential market growth or contraction o Trends, needs, & “pain points” o Clients & partners o Revenue / margin potential• In conjunction with Director of BD, the Business Group Leaders & the VP Sales, identify market areas of focus. Develop and communicate action plans to build revenue & margin within each, working with Business Group Leaders, Account Executives, Operations & Marketing to execute the plan: o Relationship building with current & potential clients and partners o Campaign development & execution (i.e. – lunch & learns, meetings & presentations, email & social media, etc.)• In conjunction with Director of BD, Business Group Leaders & VP Sales identify potential for improved market share with existing clients. Develop and communicate action plans to build revenue & margin within each, working with Business Group Leaders, Account Executives, Operations & Marketing to execute the plan.Sales:• Identify new opportunities (projects / sites / market sectors) with cross company potential (Major Projects, SPD, ODP, Service.) Develop a capture plan and coordinate Business Group cooperative sales efforts. • Support Business Group Leaders in the completion of Capture Plans for specific opportunities. Provide input into the presale process, sales strategies, and presentation & proposal content.• Develop a thorough understanding of the strengths & weaknesses of Hermanson Company and Hermanson competitors within specific market segments. Work with Business Group Leaders, VP Sales, Operations & Marketing to establish, identify, and communicate market differentiators. Relationship Building & Maintenance:• Maintain, Review and Develop Client Strategic Action Plans with BGL’s• Provide Business Group Leaders and the Executive Team with market intelligence and orchestrate strategic client touch opportunities. • Coordinate, inventory, catalogue, and perform annual review of client Relationship Development activities for each Business Unit, including but not limited to:- Trips and Off-Site Tours - Charities / Volunteerism- Networking / Social Events - Hermanson Corporate Tours- Speaking Opportunities / Classes - Customer / Client Events- Jobsite Events &Tours - Sporting Events- Conferences & Trade Shows - Professional / Trade / Market / Organizations• In concert with the Business Group Leaders, develop Business Group specific annual plan incorporating all items above and other initiatives as appropriate. Collaborate with Marketing to develop appropriate presentation and support materials. • Communicate upcoming opportunities and review previous activities via Sales Pipeline Meeting (Relationship focus meeting – 2nd Monday of each month.)General:• Develop Business Development strategies and provide direction for the organization. Be knowledgeable about company goals and financial progress. Support the strategic plan to advance the company’s mission and objectives and to promote revenue, profitability, and growth as an organization.• Communicate with VP Sales on all issues that could be detrimental or create new opportunities for Hermanson.• Create and lead a culture of respect, integrity, and open communication. An environment that is conducive to teamwork and that delivers a high level of customer satisfaction, revenue growth, and profitability. Manage and mentor the team in managing key stakeholder relationships and maintaining company reputation.• Maintain and share professional knowledge through education, networking, events, and vendor presentations.Skills & Qualifications• A minimum 10 years of related experience in business development or Sales roles and a focus in commercial construction. • Excellent oral and professional-level written communication skills (including public speaking), with proven negotiation skills. • Ability to understand & communicate customer requirements and to support the production of highly professional proposals and presentations.• Entrepreneurial spirit with a positive attitude. Ability to drive goals and results while maintaining quality and attention to critical details.• Demonstrated strong ethics in interpersonal relations and work as an effective, collaborative team member to produce high-quality results.• Bachelor’s Degree (or required, preferably in a relevant field such as Construction Management, Business Administration or Marketing.• Knowledge of construction procedures, trade practices, project scheduling, project cost control, and safety procedures. Experienced in construction bid, award and execution process.• Strong organizational skills and ability to coordinate complex activities, prioritize conflicting demands, and manage workflow to ensure quality and meet deadlines.• Strong problem-solving skills with the ability to effectively plan and prioritize.• Proven ability to positively support, coach, and lead others, including those in cross-functional teams. Able to build constructive and effective relationships, put others at ease and establish rapport; relate to all kinds of people at all levels inside and outside the organization.