| Job Description: |
AECOM is seeking a Regional Business Development Director with specific Market Sector responsibilities for the Western United States. The successful candidate must have experience with institutional project business development, must be referred across multiple market sectors including: justice, Local, State, County and City government, corporate commercial, higher education, and healthcare. The successful candidate must possess proven skills in business development strategy, negotiating teaming arrangements (internal and external), and the ability to competitively position for complex project types and alternate delivery methods. The candidate should be high energy, outgoing and self-motivated while having the acumen and patience to drive a multifunctional team through a consultative selling process. As a member of the regional business development team, the role is devoted to cultivating and consummating qualified opportunities. The business development director collaborates with leadership to develop and execute business development strategies for assigned Market Sectors in the West Region, and is responsible to position and develop qualified opportunities and drive closure on those with highest potential to generate revenue and profitability. Primary responsibilities for this position: • Expand firm’s network of contacts and increase visibility of AECOM within assigned market sectors.
• Collaborate with Market Sector Leaders to develop sales targets for new and existing businesses.
• Develop strategic, solution-oriented sales approach specific to customer market and requirements.
• Manage sales process; identify research and qualify upcoming projects appropriate for the region.
• Assist in identifying appropriate AECOM teams and larger consultant teams specific to each opportunity.
• Convert opportunities to active business with Market Sector leadership through collaborative interaction and teamwork with Project Leaders, Architects, Engineers, Planners and other practice/delivery expertise in the company.
• Sell both global and local solutions to clients in targeted industries and geographies.
• Understand and articulate AECOM’s value proposition for diverse customer requirements and markets.
• Understand and communicate AECOM’s multiple service and practice offering; collaborate with marketing to develop capabilities presentations.
• Develop, manage, and maintain relationships with clients and prospects that result in new revenue growth and a positive, healthy relationship with AECOM.
• Produce and present client and prospect site detailed solutions
• Assist in market research on assigned segments to identify qualified prospects and determine needs.
• Maintain and report complete, accurate and timely records of all individual activities via Salesforce.com database.
• Collaborate with project teams and Proposal Coordinators in developing responses to RFQs and RFPs and interview preparation. Coach teams as they prepare for interviews. Assist Market Sectors and Project Leadership in management and maintenance of past and continuing client relationships by participating and coordinating promotional activities with the client, and monitoring milestone events that merit firm and client recognition. Qualifications:
• Bachelor’s degree required, preferably in business with a focus on sales and marketing; will consider a practicing design professional with demonstrated business development skills.
• Proven track record in A/E/C or service related, solutions-based sales.
• History of developing effective proposals and strategies.
• Solid network of contacts and customers that can be leveraged to AECOM’s benefit.
• Has consistently and effectively worked within organizations with matrix structures and diverse workforces. Ability to work productively and collaboratively with multiple contacts at multiple levels rather than relying upon a single champion.
• Willing to travel both domestically and internationally as business requires.
Skills and Capabilities:
• Business awareness and acumen to develop clients in a variety of market sectors.
• Working knowledge of A/E/C concepts and alternate delivery methods, including Design Build; P3; etc.
• Articulate in written and oral communications. Extensive experience with various presentation methods.
• A professional attitude and approach with personal charisma.
• Excellent skills in positioning the firm for both large and small scale project opportunities utilizing firm wide expertise.
• Strong inter-personal and collaborative skills.
• Demonstrated leadership and excellent communication skills to drive a multifunctional team through a consultative selling process.
• Ability to gain access and effectively interact at high levels within client organizations.
• Ability to understand AECOM’s capabilities quickly to identify and respond to client needs.
• Knowledge and experience working with preferred CRM, Salesforce.com.
What We Offer AECOM is a place where you can put your innovative thinking and business skills into high gear and work alongside other highly intelligent and motivated people. It's a place where you can apply your skills to some of the world's most challenging, interesting, and meaningful projects worldwide. It's a place that values the diversity of our areas of practice and our people. It's what makes AECOM a great place to work and grow. AECOM is an Equal Opportunity Employer.
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