New Business Development Manager-(161498)
At HDR Andrew Reid, we specialize in engineering, architecture, environmental and construction services. While we are most well-known for adding beauty and structure to communities through high-performance buildings and smart infrastructure, we provide much more than that.
We create an unshakable foundation for progress because our multidisciplinary teams also include scientists, economists, builders, analysts and artists.
That's why we believe diversity is our greatest strength. HDR HPF is proud to be an equal opportunity workplace and an affirmative action employer.
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We believe that the way we work can add meaning and value to the world. That ideas inspire positive change. That coloring outside the lines can illuminate fresh perspectives.
And that small details yield important realizations. Above all, we believe that collaboration is the best way forward.
HDR Andrew Reid is looking for a New Business Development Manager to join our team.
To develop, lead and manage all EMEA new business development activities. To build our new business pipeline both in existing market sectors / regions and new ones.
This will involve the qualification of such opportunities to ensure they meet our new business criteria and their development from that point to order.
This will involve working on your own initiative and with our internal departments such as marketing, our bid team and senior leadership team.
To assist in developing and implementing an innovative new business development strategy, focusing on new clients, market sectors and regions.
To ensure that
Profitable business growth is maintained and improved as targets may dictate.
Clear identification of new sectors and opportunities within are diligently qualified and executed to firm order.
New business strategy is developed and clearly communicated to all internal stakeholders.
Our new business pipeline is development and maintained.
The candidate has accountability, responsibility, and ownership for the new business development aspects of the business and its delivery of the following criteria :
New business strategy
New business growth (sectors / regions / clients)
Maximising / margin turnover opportunities
Development with senior leadership team the strategic direction of the company.
Development and implementation of the new business strategy of the company.
Development and subsequent management of new business planning budgets.
Development and management of new business Key Performance Indicators.
Reviewing and assessing the potential to develop strategic partnerships with clients and specialist supply partners.
Analyse win / loss data to give insight into how the company can adjust to continually improve performance and win success rate.
Assessing the risks to the business of any new opportunities.
Coaching staff on best practices for managing new business opportunities.
Marketing, Business Development and Winning Work
Develop a growth strategy focused both on financial gain and customer satisfaction
Conduct research to identify new markets and customer needs ensuring our business is well placed to service these new requirements.
Arrange business meetings with prospective clients and involve stakeholders where required.
Promote the company’s products / services addressing or predicting clients’ objectives
Working with our Commercial Lead and relevant internal stakeholders prepare new business PQQ’s / RFI / contracts ensuring adherence to law-established rules, guidelines, and internal governance procedures.
Maintain accurate business development records such as an CRM system.
Gain client after-sales feedback.
Build long-term relationships with new and existing customers
Identify potential clients in the target market and complete appropriate research on the prospective client’s business and equipment or service needs
Develop relationships with prospective clients, while maintaining existing client relationships
Partner with internal departments and stake holders to create contract-winning proposals for current and prospective clients
Collaborate with operational delivery teams to ensure contracted specifications are executed on-time and as agreed
Become a subject matter expert on our services, processes, and operations, and remain up to date on our approach to delivery to aid in communicating our strengths to perspective clients.
Contacting potential clients to establish rapport and arrange meetings.
Planning and overseeing new marketing initiatives.
Researching organizations and individuals to find new opportunities.
Increasing the value of current customers while attracting new ones.
Finding and developing new markets, regions and improving their sales.
Attending conferences, meetings, and industry events.
Developing new business goals for growth and ensuring they are met.
Developing and maintaining an excellent understanding of potential new customers and ensure that their needs are being met by our service offer.
Working with the operational leads make sure the consultants we put forward during tender / interview stage have the relevant skills to meet client needs.
Working closely with other company and group Directors to manage key customers (existing and new), thereby improving turnover and profitability.
Assist in undertaking market research and analysis and producing business plans / recommendations to ensure that all business development opportunities (new products, services, and markets) are optimised.
Ensuring that regular reviews are carried out with customers, to ensure that their needs are being met and that excellent customer service is achieved and, developing future improvements / services for the customers.
Representing the company externally e.g. at networking events, conferences, and exhibitions to enhance and strengthen the company’s profile and optimise all business development opportunities.
Working with the Directors in developing project fees and assessing commercial viability
Progress all sales opportunities.
Support presentations for new projects
Support through delivery, decisions made by the board in addressing new strategies
Assist in Marketing and Corporate events.
Assist other Directors in Sales & Marketing as required.
Pursue sales leads generated by others.
Develop sales contacts to expand marketing base of the company Central Overhead Control
Responsible for providing Key Performance Indicators to the MD EMEA.
Responsible for seeing that the new business reporting is properly undertaken in sufficient time for board reporting purposes
Responsible for the preparation of new business development budgets and forecasts
Ensure our estimating and bid process remains relevant and up to date and meets our client’s expectations.
Promote and manage staff engagement in the development and implementation of our new business strategy.
Assist the directors in maintaining discipline and performance around business development and our staff’s softer client skills.
Understanding the value drivers of the business and identifying profitable commercial opportunities to grow revenue and market share.
Provide positive and effective management and set an example to other members of the team.
Communicating with all major stakeholders (internal and external) to achieve business objectives.
Ensuring good relations and communications with all members of the team and responding politely and in a timely fashion to internal and external customers
Working with all members of staff to maintain and develop the positive progressive culture within the company.
Where required structure communication to our team to enhance our business development approach.
Support the directors in running the company and assist in new business quality management.
Subject to approval, interview and recruit new team members.
Develop standard in-house new business documents and guides.
Support to other directors in all fields including and not limited to; sales, project profitability, resource control, problem solving.
Required Qualifications :
Degree in business, marketing, or related field and supporting engineering degree
Considerable experience will be sought to demonstrate commercial management / new business development skills.
Additional Modules Considered Useful : Construction Contract Law, Construction Project Management, Building Services Engineering, Environmental System Design, Lighting Design, Energy in Buildings, Time Management and Presentation courses.
Experience within the construction industry specifically in building services. Worked within company commercial policies and procedures at a senior level. (Ideally 10 years’)
Member of RICS, CIBSE, ASHRAE or equivalent and professional qualifications an advantage.Leadership and people management skills and experience.
Competency in MS Word, Excel, Outlook & PowerPoint.
The ability to project a positive and professional attitude at all times.
Able to establish rapport and good working relationships within the project team and Clients.
Ability and willingness to work flexible hours as determined by the needs of the business.