Senior Director of Development

Job Title

How You Will Contribute: You will be responsible to sell our services to achieve defined awards goals. You will have the primary responsibility to develop prospects, leads, and new business opportunities. You will collaborate with your region's leadership team and Wohlsen's marketing team in presenting Wohlsen to the marketplace. In this role, you will practice and live by our core values both internally and externally:

• Safety – Work Smart. Think Safe.
• Integrity – Do the right thing.
• Accountability – We do what we say.
• Continuous Improvement – Get better every day.
• Collaboration – Stronger together.
• Development – Invested in people.

As an executive at Wohlsen you will:

• Work with regional leadership to develop the annual Business Development plan for the assigned region. Plan to include goals for client/influencer touches, value of contract awards, new clients gained and identification of required marketing/branding efforts.
• Develop a pursuit plan for each new opportunity as part of the Go/No GO process.
• Utilize Wohlsen Customer Relations Management Software (Unanet CRM) and other technical resources for tracking, reporting, and communicating about leads, opportunities, and business development activities.
• Collaborate with the marketing team in development of marketing and branding efforts specifically designed for the assigned region's target clients and prospects; collaborate with the marketing team in the implementation of the plan.
• Collaborate with the marketing team in the development of responses to RFP/Qs and preparation of resources for client presentations.
• Initiate and develop new client prospects. Maintain direct responsibility (as a client captain) for the accounts developed.
• Arrange appointments and organize meetings (clients, design professionals, owner's reps and other influencers and Wohlsen's regional leaders). Goals to be established annually.
• Collaborate with the marketing team (and the region's operations team) in the development of responses to RFQs/RFPs and preparation of resources for client presentations.
• Maintain relationships with current clients, owner's reps and architects using Unanet, regularly report on these activities.
• Strengthen relationships with past clients, owner's reps and architects from prior projects, using Unanet to regularly report on these activities.
• Frequently represent the company to potential clients, requiring tact, patience, and professionalism.
• Plan presentations for industry events and represent WCC at trade conferences.
• Present and get published: trade conference and trade magazines.
• Identify and develop a presence in new product groups and services. Stay current with issues and news relevant to the region's construction industry.
• Provide insights and ideas to Marketing Team for use in corporate brand development efforts
• Collaborate with Business Development Peers within Wohlsen to improve business development processes.

Relationships

• Reports to the region leader
• Member of region's leader team
• Member of the BD peer group
• Wohlsen team members
• Clients, prospective clients, owner's reps, architects and engineers

Expected Results

• Develop annual BD plan for region
• Annual win rate (% of dollars): 30%
• New project awards ($): TBD annually
• Client touches/month: number TBD

Qualifications

• B.S. degree in Construction Technology, Engineering, Marketing, or another related discipline.
• 10 to 15 years of relevant experience in either or both Operations and Sales/Marketing.
• Experience with estimating, scheduling, and/or project management processes.
• Generally, assumes responsibility for own work following general policies, goals, and objectives.
• Ability to maintain calm under pressure and balance simultaneous deadlines.
• Excellent verbal and written communication skills. Can make compelling presentations.
• A valid driver's license.

Physical Requirements In a normal day, this position requires 1-4 hours of standing and walking, 4-6 hours of sitting, and driving. Employee must be able to lift/carry up to 50 lbs. maximum; frequently lift/carry up to 25 lbs. In this position the employee frequently (34-66%) bend at the waist and use feet (foot controls). In this position, employee occasionally (0-33%) must be able to squat at the knees, climb (including ladders), reach above shoulders, kneel, crawl and/or work at heights above 6 feet.

Compensation From $155,000.00 per year