Kleinfelder is seeking an externally focused Business Development Manager to help lead our business development efforts in the transportation market across the Texas / Oklahoma geography. In this position you will be responsible for leading, collaborating, and supporting business development activities that include, but are not limited to, identifying viable opportunities with new and existing clients, pursuit planning and positioning to win these opportunities, analyzing procurement solicitations in collaboration with delivery team leaders to make pursuit go/no-go decisions, develop winning pursuit strategies, and communicate well-conceived value propositions / delivery approaches to secure business across the company’s targeted markets. This role also involves fostering strong relationships with top transportation clients and teaming partners, working closely with our local operations in Texas and Oklahoma, and developing client-centric delivery teams that help position the company for long-term growth and success.
ROLE OVERVIEW
The successful candidate will be able to:
- Apply experience and knowledge of market, industry / technology trends, competitive factors, client needs, and local / legislative considerations to generate business opportunities in the infrastructure and transportation / aviation market segments.
- Learn and understand the clients’ business needs and develop innovative value-added solutions and cost-effective recommendations to meet, anticipate, or exceed the clients’ needs.
- Learn and apply knowledge of the company’s service offerings to effectively package and deliver services to our clients and teaming partners, maximizing / optimizing the integration of applicable services to support targeted clients, programs, and projects.
- Develop / identify viable business opportunities and drive profitable sales with a select group of targeted clients and teaming partners in the transportation, aviation, and infrastructure market.
- Develop and maintain strong relationships with clients and teaming partners in providing engineering, construction, and professional consulting services across targeted markets / segments.
- Advance relationships with targeted clients in surface transportation, aviation, transit, and ports / harbors to generate opportunities across the project lifecycle representing the company’s comprehensive suite of services in public works and transportation planning, design and engineering, geotechnical and pavements engineering, environmental consulting, materials testing, quality assurance, construction management, and/or other similar professional consulting services.
- Proactively network with clients and teaming / industry partners to understand the market trends, needs, and future opportunities to maximize the company’s ability to capture new, profitable work.
- Work effectively in a matrixed work environment, interacting with various business development and operations teams, and maintaining close communication with the client and teaming partners to effectively represent the company in generating viable new business opportunities.
- Collaborate and communicate effectively with executive staff, senior management, support staff, and technical delivery teams to provide sound well-coordinated solutions for our clients.
EXPERIENCE & ACADEMIC REQUIREMENTS:
- Bachelor's degree in civil engineering / design, environmental, planning, or related / similar technical field preferred.
- 10-15 years of relevant / related experience with 5+ years of marketing and/or sales in engineering consulting or related A/E/C service business and 5+ years of project management experience desired
- Demonstrated progressive experience and success in acquiring and / or delivering transportation infrastructure projects.
- 10+ years direct interaction with Texas / Oklahoma project stakeholders (DOT’s, toll authorities, municipalities, transportation engineering / construction firms, etc.)
COMPETENCIES & SKILLS:
- Strategic thinker, leader, and team builder.
- Excellent communication, engagement, and collaboration skills.
- Quality and client service oriented with high attention to detail.
- Sound and creative problem-solving skills
- Demonstrated business acumen and financial / risk management skills.
- Experienced in applying knowledge to help develop business, marketing, and pursuit strategies that shape and / or align with the company’s long-term growth strategy.
- Confidently and actively engage with market / business communities to effectively represent the company.
- Lead and participate in the vetting of new markets, clients, and project opportunities.
- Effectively mentor and assist other business development and delivery team members to assess client needs and develop innovative / collaborative solutions.
- Advanced proficiency with Microsoft Office Suite, proposal and business development software and ability to achieve fluency with CRM software systems.
