Senior Business Development Manager leading growth initiatives for TSC in Defense and Intelligence sectors. Requires deep expertise in federal contracting and customer engagement.
About the role
- Business Development Manager focusing on growth in industrial construction across Eastern Canada for Aecon. Driving opportunities in power, mining, and petrochemical sectors with client relationship management.
Responsibilities
- Collaborate to develop objectives and strategies in support of overall divisional business development goals in the target market segments, assisting in the development and implementation of the Business Unit strategic planning and business plan.
- Perform market research in areas such as market size, growth potential, and market shares.
- Investigate and assist in development of new product or services.
- Prepare and execute business development action plans for target markets/clients.
- Monitor sales activity and market conditions and adjust the business development strategy as appropriate.
- Analyze and filter the potential opportunities for the best fit with divisional goals.
- Prepare a look forward plan and share with estimating group for resource planning.
- Preparation and submittal of pre-qualification and Expressions of Interest documentation.
- Establish a strategy for success on all proposals and participate in the preparation of the proposal and follow up with clients.
- Negotiate with or assist in negotiations with the clients.
- Provide advice, liaison, planning, etc. to the prospective and current clients.
- Establish and maintain effective contact with clients, including post award contact.
- Identify new work leads and manage lead follow-up.
- Keep pursuit lists current in the company’s CRM platform.
- Collect the execution performance feedback from customers for continuous improvement initiatives.
- Track and communicate what our top competitors are doing.
- Risk analysis, including review of Terms and Conditions, pre-bid recommendation forms, PRC and chairing or attending pre-bid and bid closing meetings.
- Working closely with the “Closer”, advise on final pricing and execution strategy.
- Prepare/advise on annual revenue targets and budgets and update as required.
- Marketing activities as needed to support strategic initiatives.
Requirements
- Business Development and relationship building skills.
- Knowledge of Aecon and its divisions, their capabilities and market interests.
- Technical background: industry experience (heavy industrial, mining, power generation, O&G, petrochemical).
- Strong negotiating skills.
- Ability to report data and analyze data for relevant trends.
- Well organized, energetic and able to work well under pressure.
- Ability to work independently and take discretionary initiative.
- Excellent communication and presentation skills.
- General computer proficiency, especially PowerPoint, spreadsheets and word processing.
- Commercial knowledge – solid understanding of the risks in contract terms.
- Can maneuver through complex political situations effectively being sensitive to how people, organizations, and cultures function.
- Cross-cultural agility – awareness of and value for diverse Aboriginal culture and history.
- Ability to speak and write clearly and succinctly in a variety of communication settings and styles; can get messages across that have the desired effect; is effective both inside and outside the organization, on both cool data and hot and controversial topics.
- A self-starter; capable of working both independently and in a team environment, sometimes with little direction.
- Work collaboratively as a part of a high-performing team and seek to add value to areas outside of immediate scope.
- Comfortable and willing to pivot in a dynamic and fast-paced work environment.
- Exceptional organizational skills and ability to work effectively under pressure with multiple deadlines and tasks.
Benefits
- Ensure you and your family receive the services needed to support your mental, emotional, and physical well-being.
- Believe in helping you build your career through our Aecon University and Leadership Programs.
- Are committed to supporting and investing in inclusive work environments, through initiatives like Equity, Diversity & Inclusion training, our Aecon Women in Trades and Aecon Diversity in Trades programs, and our Employee Resource Groups (ERGs) to ensure we are building inclusion into every aspect of our culture at Aecon.
- Are a leader in sustainable construction.
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