Job Description
Position Summary
Responsible for the development of the business/sales relationship with potential clients, and to assist senior business development personnel and Regional leaders identify, understand, qualify, track, and prioritize pursuit opportunities. Assembles pursuit teams and works with the Operations and Pre-Construction teams in leading McCarthy’s pursuit process.
Key Responsibilities
Prospecting to Generate Leads
- Researches and analyzes target market sectors to identify potential clients and partners. Utilizes databases to record sales contacts and opportunities and to obtain and retain project and company information for inclusion in marketing and proposal products.
- Assists BD and Operational leaders to prepare for initial contact at various levels in potential customer organizations.
- Continuously evaluates target market sectors in order to stay up to date on trends and be informed of opportunities prior to becoming public knowledge, and strategically position McCarthy for responding to RFQs/RFPs.
- Assists with organization of trade shows and other client-related events, golf tournaments, etc., and actively participates in events.
Leveraging and Teaming within McCarthy
- Collaborates with other groups within company to implement appropriate strategies to address business opportunities and overcome obstacles.
- Ensures that BD team is involved within appropriate opportunities at pivotal points and is aware of significant developments.
- Communicates regularly with the pursuit team to ensure that they are informed on significant developments and customer issues.
Managing and Forecasting Sales Pipeline
- Assists with qualifying potential opportunities early in the sales cycle to ensure that opportunities are pursued in a timely way, across various stages of the sales cycle and that sales expectations are met.
- Updates lead/contact management system to track progress.
- Reviews opportunities with manager to determine priority and decision on pursuit.
Positioning and Selling
- Establishes broad relationships within accounts and coordinates internal marketing activities.
- Works as a partner with manager relative to his/her assigned market initiatives
- Prepares for each sales call, sets specific call objectives and allocates part of every sales call to understanding or clarifying the customers’ business challenges.
- Responds effectively to customer requests, resolves critical issues and meets all commitments in a timely manner.
- Recommends sales strategies for dealing with obstacles, customer objections or competitive situations.
- Qualifies opportunities and prioritizes time based on understanding of McCarthy’s business requirements.
Presenting the McCarthy Solution
- Assists in assembling and briefing the pursuit team to ensure that all client requirements are met and that McCarthy is positioned as well as possible for success.
- Provides direct assistance on the development of RFQ and RFP responses and presentations, working closely with the BD, Operations and Pre-Construction teams to refine non-technical elements of proposal.
- Develops sufficient technical and business knowledge to demonstrate knowledge internally.
Qualifications
- BA/BS degree and 3-5 years of experience within the construction industry.
- Specific experience in commercial and industrial construction industry within our core market sectors a plus.
- Willing to learn and understand McCarthy’s market sectors and differentiators.
- Track record of success in past roles.
- Developing business acumen (financially and operationally).
- Clear understanding of primary industry delivery models.
- Proactive and execution-oriented in his/her approach to business development.
- Quick study of business development process (identification, qualification, capture and bid activities).
- Demonstrated collaborative team leadership and team building characteristics.
- Ability to influence up to senior levels in organizations (peers, customers, partners and within and outside of the company).
- Excellent communication skills – is a good listener.
McCarthy is proud to be an equal opportunity employer, including disability and protected veteran status.
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