Business Development Manager

Overview:

BRPH is loking for a Business Development Manager for our Atlanta, Georgia office location. The Business Development Manager informs others about company services and acts as the point of contact for new clients and assigned existing clients. S/he works with the Director of Business Development, company executives and seller-doers (Capture Managers) to win new work, implement market initiatives and penetrate client organizations by building relationships, gathering intelligence necessary to understand client procurement methods, making presentations and introductions to key decision-makers, identifying and positioning effectively for specific business opportunities and handing off effectively to our technical teams. Contributes directly to achieving annual sales goals and increasing sales with targeted clients. Works to enhance the firm’s overall market and competitive knowledge in assigned areas.
Our ideal candidate brings a strong background in the built environment and facilities engineering for large private-sector and government clients, as well as familiarity with all professional services procurement methods including design/build. S/he is a strategic thinker, exceptional facilitator, communicator, and sales representative who has a positive, can-do attitude, works proactively to anticipate and overcome challenges, and is both flexible and able to handle a wide variety of sales assignments. To be successful in this role, you must work across boundaries and value team success

ESSENTIAL DUTIES AND RESPONSIBILITIES:
• Make Client Contacts. Contact potential clients to establish rapport and arrange meetings. Must have ability to communicate effectively with client executives, procurement representatives and facilities managers at all levels. Key responsibility is to help “zipper” other BRPH personnel into client organization over time.
• Conducts and Applies Research. Support Market Sector Leaders and Capture Managers in key client, competitor and market research activities necessary to craft successful client introductions and persuasive sales pitches.
• Develop and Implement Sales Action Plans and Sales Pursuits. Actively work to develop and implement positioning action plans, e.g. client and capture plans, and to identify specific potential sales opportunities where BRPH will have a high probability of win. Contributes to development of a strong sales funnel of opportunities.
• Value Proposition/Win Strategy Development. Collaborate effectively with Capture Managers and pursuit teams to develop innovative solutions, or leverage existing corporate capabilities, that respond to client challenges and create distinctive competitive advantages.
• Data Maintenance. Develops and contributes to maintenance of sales and marketing information in Deltek VantagePoint and other company systems, e.g. opportunity records, capture plans, client plans, and sales activity reports.
• Travel. May travel extensively to meet with existing and prospective clients, partners, and industry leaders. Attends conferences, meetings, and industry events.
COMPETENCIES:
• Exceptional interpersonal (written and oral communication) and presentation skills.
• Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; steadfastly pushes self and others for results.
• Strong computer and IT efficiency, including the use of remote working and communication tools

EDUCATION and/or EXPERIENCE:
• Ideal candidate possesses a bachelor’s degree in a related field and has 10 or more years of directly relevant work experience.
• Thorough knowledge of standard operations, policies and procedures of a firm within the A/E/C industry.
• Constantly demonstrates exceptional organizational and time management skills. Ability to manage multiple schedules and deadlines.
• Expert non-technical communication (written and oral) and presentation skills. Ability to work effectively in a fast-paced environment. Ability to quickly learn new and unfamiliar concepts and tasks.
• Ability to build and maintain excellent interpersonal relationships. Ability to interact professionally and comfortably with a variety of personalities and communication styles. Ability to initiate and maintain extensive contacts with professionals and officials of other organizations, companies and associations.
PHYSICAL REQUIREMENTS:
Must be able to travel regularly (under non-pandemic conditions) and to work remotely and effectively with limited supervision. This job description may be changed to include new responsibilities and tasks or change existing ones as management deems.
Specific vision abilities required by this job include close vision, color vision, depth perception, and the ability to adjust focus.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
This job description may be changed to include new responsibilities and tasks or change existing ones as management deems necessary.
EOE/AA/MFDV