Business Development Leader
San Francisco Bay Area
POSTED ON
June 18, 2019
DEPARTMENT
Strategy & Growth

The Business Development Leader will function primarily as an outside sales professional focused on building the short and long-term sales pipeline for the company, including identifying project opportunities within target markets, developing relationships with decisions-makers and key partners, tracking and positioning for projects, developing winning sales strategies which are integrated into proposals, interviews and marketing materials, and partnering with the Herrero team to win projects. The two primary metrics that will be used to track this person’s success are growth in the sales pipeline (appropriate opportunities) and win rate on # of submissions and dollars. In addition to growing the sale pipeline, this person will work with other leaders within the company to support their business development efforts.

RESPONSIBILITIES

Sales

  • Grow the sales pipeline; identify clients and projects Herrero can credibly pursue
  • Identify and develop winning strategies for new projects in Herrero’s target markets
  • Identify and develop deep relationships with industry professionals to generate new business
  • Lead the development of proposals and interviews with marketing and project management teams; select and coordinate with partners and subcontractors to ensure required information is available and incorporated into Herrero-led proposals and coach and mentor interview teams to ensure highest levels of interview success
  • Perform in-depth research on institutions, key individuals, and leads to prioritize opportunities and develop winning strategies
  • Develop pursuit strategies for specific projects by interacting with industry contacts to identify upcoming projects and following progress ahead of the issuance of an RFP so that Herrero is in a strong position prior to submitting required materials
  • Collaborate with Project Executives, PMs and Superintendents to create business development plans assisting in both developing strategies and prioritizing tactics to help execute the plans
  • Attend sales and BD related meetings with other Herrero team members

Positioning

  • Track long-term opportunities and maintain relationships to position Herrero for the projects
  • Develop and deploy winning capture plans for long lead-time opportunities
  • Create authentic relationships that establish Herrero as a trusted advisor over time, placing Herrero in top-of-mind status when potential clients are considering construction partners
  • Represent Herrero at significant events to convey our culture, values, key projects and people
  • Attend industry events and other meetings to stay abreast of market conditions, competition, and establish relationships with existing clients and prospects
  • Partner with and support Project Executives, Project Managers and other employees to establish and maintain client relationships
  • Make go/no-go decisions in collaboration with Knowledge Area Leader – Growth and Development

Reporting / Tracking

  • Use our CRM database (Cosential) to track and record business development-related organizations, people, activities and opportunities
  • Update existing BD activity reporting methodology and dashboard for use across the entire BD organization and company
  • Provide ongoing progress updates on company-wide BD activities to the Knowledge Area Leader group.
REQUIREMENTS
  • 15 + years of experience in a business development and marketing role; A/E/C industry preferred
  • BS/BA degree in engineering, construction management or business-related program; additional related Masters degree+ and certificates preferred
  • Proven experience in winning work: opening doors and cultivating relationships which result in profitable revenue
  • Experience coordinating and developing qualifications, proposals and presentation materials. Capable of using the software used to produce these items (MS Office Suite, Adobe Creative Suite)
  • Experience crafting and executing Business Development Plans and Client Capture Plans
ABOUT YOU
  • Good Reputation
  • Great at identifying/prioritizing leads
  • Naturally reflects the Herrero brand
  • Demonstrates that relationships matter deeply
  • Respected/has credibility with customers
  • Enthusiasm for cultivating relationships with industry contacts
  • Strong verbal and written skills; must be comfortable with writing and editing proposals when needed
  • Strong interpersonal skills; able to communicate effectively across all levels of the firm and with industry contacts
  • Ability to manage priorities, set deadlines; motivate and hold others accountable
  • Desire to help elevate the quality of materials and improve processes
  • Ability to work well independently and as part of in a team
  • Ability to balance big picture with short-term needs/urgencies
  • Driver/high energy
  • Fearless
  • Strong team player
WHY HERRERO

At Herrero, we are obsessed with finding great people to help us lead and transform the construction industry. We are all about LEAN and we've made it our mission to discover and deliver value better than anyone—we are in fact obsessed with it. If this excites you more than it scares you, we definitely want to hear from you. Our hiring is based first and foremost on our core values. Yes, experience matters too but not at the expense of our core values. Alignment with our culture and core values is the first step in building a success career at Herrero. Below you'll find a list of our current positions. If you don’t see a role that fits your background, we still want to hear from you! Please submit a General Application.  

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