The posting
Responsibilities Brasfield & Gorrie is seeking a proven business development professional to lead utilities business development initiatives, with a focus on water and wastewater, based in our Birmingham, Alabama office. This role will grow market awareness and client relationships with water and sewer authorities, municipalities, utilities, and design partners, while helping to maintain existing relationships in the utility infrastructure market. This position will work closely with the regional president, division managers, and utility and water/wastewater operations leaders to develop and establish targeted relationships that benefit Brasfield & Gorrie. Responsibilities and Essential Duties include the following (other duties may be assigned): • Work with regional leadership and utility/water and wastewater operations to coordinate and manage business development and client relationship management (CRM) activities for utility work in the region • Work with other non-business development employees to organize and manage their business development initiatives • Develop, maintain, and execute strategic utility and water/wastewater client, agency, and market sector action plans • Build, foster and maintain a large network of business relationships with water and sewer authorities, municipal and utility owners, engineers, consultants and other influencers in the utility and water/wastewater market • Provide thought-leadership in business pursuits and maintain up-to-date knowledge of current activities • Track all pursuit and relationship management information through Brasfield & Gorrie's centralized CRM system, ensuring all activity is up-to-date and accurate • Remain up to date on trends within the utility and water/wastewater market, including public funding programs such as state revolving funds, consent decrees, capital improvement plans, and procurement methods, by researching the industry and studying related publications, announcements, and events • Identify and analyze competition and recommend teaming strategy, including joint ventures and partnerships with design firms and specialty contractors • Craft the best pursuit strategy and lead team players from start to finish • Locate or propose business opportunities by contacting potential partners, monitoring public bid and solicitation notices and utility capital plans, and researching relevant news leads • Screen possible business deals by analyzing market strategies, deal requirements, bonding and prequalification requirements, potential, and financials • Assist marketing department on thoughtful responses to RFQs, RFPs, and other pursuit qualifications, including public sector and design-build submissions • Support management team in closing new business deals • Demonstrate passion for continual learning by participating in educational opportunities, reading professional publications, maintaining personal networks, and participating in professional organizations • Attend industry events, agency outreach meetings, and other meetings to stay abreast of market conditions and competition, and establish relationships with existing clients and prospects • Provide ongoing progress updates on new business development activities and other key indicators to management team • Chair regular utility and water/wastewater business development meetings within the office • Participate in regular calls with senior leadership team and regional business development meetings Education - Skills - Knowledge - Qualifications & Experience • Bachelor's degree in construction, civil engineering, or business-related field • 3-10 years of experience in the utility, water/wastewater, or AEC industry • Sales or business development experience preferred • Extensive knowledge of utility and water/wastewater markets and public sector procurement • Strong relationships within the Birmingham and Alabama utility and water/wastewater community and ability to network • Excellent verbal and written communication skills, with aptitude to contribute to highly professional proposals and presentations • Self-starter with proven ability to set and achieve goals • Experience using CRM system(s), preferably Salesforce • Client-focused mindset with the ability to identify client needs, determine decision making criteria and how to align these with Brasfield & Gorrie's proposition • Ability to maintain discretion and confidentiality at all times • Competencies include: Entrepreneurial spirit, demonstrated hustle, drive, persistence, persuasion, team-player, enthusiasm, coachability, and curiosity • Ability to travel up to 25% The above description covers the principal duties and responsibilities of the job. The description shall not, however, be construed as a complete listing of all miscellaneous, incidental, or similar duties which may be required from day-to-day. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
