Thursday, August 1, 2013

Director of Sales and Business Development - Project Outsourcing - BIM/CAD

An architectural, visualization and engineering support company that specializes in producing projects as a service (BIM & CAD) is looking for a person to represent them and their services in the USA.

The Head of Sales and Business Development (BD) drives billings growth by developing relationships with new clients while nurturing the relationship with our existing clients.

As a “marketplace expert” the HBPR identifies opportunities and makes them happen based on an understanding of construction industry trends as well as client and competitive insights. He/she is expected to provide strong input on pricing, services and promotional initiatives.

Directing business partnerships is a client-centric role. It leads the entire relationship development process to create a compelling business solution for our client, identifying their needs and demonstrating how our organization can address them.

You will work closely with our Heads of Operations to align direction, plan resource allocation and coordinate client communication. You'll provide input on marketing, communications and the presentation of our brand to the world. You are responsible for the Return on Investment of resources allocated to BD and marketing initiatives.

Role description

New Client Generation (50% of the time)

  • Identify target clients.
  • Generate leads by connecting with network of contacts, seeking recommendations from existing clients, participating in industry events, etc.
  • Convert leads into clients. This involves identifying their needs and presenting a compelling case for how we can help meet them to secure project work. You work closely with Operations along the process.
  • Lead the preparation of proposals and negotiation with clients, working closely with Head of Operations for it. Collaborate with Operations on the initial project kickoff. Identify pricing ranges for projects taking into account client costs and competitive price levels.
  • Maximize ROI on lead-related spend.
  • Own and maintain CRM system; generate reports and analysis as needed; periodically update Operations and Executive teams.
  • Continually update operations on industry trends, client and competitive insights.
  • Generate BPR Plan and billing projections as input for Studio Business Plan and report results to management monthly.

Existing Client Growth (40% of the time)

  • Maximize billings with existing clients by periodically connecting with them to gain insights into how the relationship is progressing and to identify opportunities to expand our services.
  • Increase the value of our on-site architects as ambassadors of our studio to expand opportunities into new projects and teams.
  • Support Operations with coordination of Business Trips and Exchange Programs to facilitate the process internally and with clients.
  • Generate BPR Plan and billing projections as input for Studio Business Plan; report results to management monthly.
  • Document and update BPR Best Practices document.
  • Own and maintain CRM records and report to the team.
  • Maximize ROI on BPR client maintenance spend.

Marketing (10% time)
Provide input on design of marketing tools including website, printed materials and presentations.

If you are interested in learning more please send me an EMAIL and I'll pass your information on to them.