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McCarthy Building Companies, Inc. · 1 day ago

Business Development Manager

Houston, TX

Full-time

Onsite

Mid Level

3+ years exp

McCarthy Building Companies, Inc. is America's premier, 100% employee-owned commercial construction company. The Business Development Manager is responsible for developing business relationships with potential clients, assisting senior personnel in identifying and prioritizing pursuit opportunities, and leading the pursuit process in collaboration with Operations and Pre-Construction teams.

Construction

Responsibilities

Researches and analyzes target market sectors to identify potential clients and partners. Utilizes databases to record sales contacts and opportunities and to obtain and retain project and company information for inclusion in marketing and proposal products

Assists BD and Operational leaders to prepare for initial contact at various levels in potential customer organizations

Continuously evaluates target market sectors in order to stay up to date on trends and be informed of opportunities prior to becoming public knowledge, and strategically position McCarthy for responding to RFQs/RFPs

Assists with organization of trade shows and other client-related events, golf tournaments, etc., and actively participates in events

Collaborates with other groups within company to implement appropriate strategies to address business opportunities and overcome obstacles

Ensures that BD team is involved within appropriate opportunities at pivotal points and is aware of significant developments

Communicates regularly with the pursuit team to ensure that they are informed on significant developments and customer issues

Assists with qualifying potential opportunities early in the sales cycle to ensure that opportunities are pursued in a timely way, across various stages of the sales cycle and that sales expectations are met

Updates lead/contact management system to track progress

Reviews opportunities with manager to determine priority and decision on pursuit

Establishes broad relationships within accounts and coordinates internal marketing activities

Works as a partner with manager relative to his/her assigned market initiatives

Prepares for each sales call, sets specific call objectives and allocates part of every sales call to understanding or clarifying the customers’ business challenges

Responds effectively to customer requests, resolves critical issues and meets all commitments in a timely manner

Recommends sales strategies for dealing with obstacles, customer objections or competitive situations

Qualifies opportunities and prioritizes time based on understanding of McCarthy’s business requirements

Assists in assembling and briefing the pursuit team to ensure that all client requirements are met and that McCarthy is positioned as well as possible for success

Provides direct assistance on the development of RFQ and RFP responses and presentations, working closely with the BD, Operations and Pre-Construction teams to refine non-technical elements of proposal

Develops sufficient technical and business knowledge to demonstrate knowledge internally

Qualification

Business DevelopmentConstruction Industry ExperienceSales Pipeline ManagementMarket AnalysisTeam LeadershipProactive ApproachBusiness AcumenCommunicationCollaborative Skills