Regional Business Development Manager for Engineering
David Evans & Associates - Ontario, CA

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The Regional Business Development Manager for Engineering is responsible for providing leadership, management, and coordination of the business unit’s (BU’s) business development efforts in the region, to meet or exceed BU metrics and results. The position develops and communicates strategy within the region in accordance with the BU’s overall strategy. The Regional Business Development Manager for Engineering coordinates the region’s market development teams and client development teams for the BU. This position is also responsible for ensuring that regional staff resources are available for project pursuits, ensuring adherence to firmwide business development processes, and effectively coordinating contract negotiations with the regional operations manager to ensure adherence to DEA contracting policies. The position reports directly to the regional operations manager, and has an indirect reporting relationship with the Business Unit Business Development Manager. This role may be part-time and in addition to roles and/or service as a project manager or other roles.

Positions that report directly to the Regional Business Development Manager for Engineering may include other project managers and regional client development team leaders. This position works collaboratively with other regional BU managers in coordinating business development efforts.

Pursuit champion; manage and coordinate pursuits with the Business Unit Business Development Manager, regional BU managers and the business unit/marketing manager
Develop tactical action plans for project and or client pursuits
Develop the business development budget for the BU in the region
Manage client/market development teams in the region to address client expectations and outcomes
Meet regional sales goal and client satisfaction and survey participation results
Identify top desired clients for the year; vet and establish regional client/market development teams
Identify top pursuits and keep top 10 regional list populated and active at all times
Ensure needed project intelligence is obtained for effective proposals and presentations
Work collaboratively and continually with regional client/market development team chairpersons, Business Unit Business Development Manager, BU Landscape Architecture Business Development Manager, regional BU managers, and the business unit marketing manager to make strategic “go/no go” pursuit decisions, etc.
Accountable for engineering proposal and interview quality and effectiveness in the region; partnering with project managers, marketing coordinators, and involved staff
Work with the business unit marketing manager on business development plans, implementation, and monitoring
Work with the business unit marketing manager to develop pursuit plans for regional opportunities and gain marketing support necessary to accomplish the plans
Prior to proposal, confirm that regional staff resources are available for the proposed project (e.g. staff are not listed on too many proposals or on proposals with conflicting schedules; and that existing contract schedules are not jeopardized by a successful project pursuit) so that project delivery managers can successfully execute work
Coach and prepare for project negotiations and smooth the transition between business development, negotiating and contracting, and project delivery
Share market business intelligence with management and staff in the region, and across business units and regions as appropriate
Optimize business development overhead investments within the region in terms of dollars spent and sales captured
Ensure ongoing focus on sales
Adhere to business development and marketing practices and processes

Qualifications:
Skills and Abilities:
Superior presentation, written communication, and negotiation skills
In-depth knowledge of contracting with public and private clients as well as subconsultants
Ability to think creatively and strategically in gathering business intelligence and approaching politically sensitive projects
Ability to communicate vision, strategy, and priorities
Ability to lead by example, empower and energize others, and instill a sense of urgency and purpose
Well-honed business management skills; accepts and assigns accountability and responsibility; establishes clear, consistent objectives; delivers measurable results
Demonstrated ability to make strategic go/no go decisions, including measuring risks and rewards
Meet or exceed expected utilization goals

Desired Qualifications:
Minimum 15 years of business development experience with an emphasis in municipal, public works, and private development projects and clients
Track record of recent notable project wins and negotiations that achieve profitable returns
Bachelor’s degree in Civil Engineering required
Professional license required
15 years minimum in project management role
DEA is proud to be an AA/EEO employer and all qualified candidates will receive consideration without regard to characteristics protected by applicable local, state or federal law, such as race, color, sex, age, religion, national origin, physical or mental disability, pregnancy, marital status, veteran or military status, genetic information or sexual orientation.

David Evans & Associates - 2 years ago - save job
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