Business Development Manager

Opportunity: Business Development Manager

Reports to: Operations Manager

Who We Are:

Founded in 1972, Total-Western is a privately held, family-owned design, build, operations, and maintenance industrial contractor with offices across the West Coast and projects nation-wide. We are a solution-oriented, industrial partner driven by accountability – doing what is right for our customers while delivering the best quality and safety performance. We leverage these services and our 50 years of experience to provide unmatched value to our clients and partners. Our core values, which represent our company culture and how we approach our work, are the following: Safety, Operational Excellence, Creativity, & Teamwork. We are committed to partnering with people who share these same values with a passion for building and maintaining a successful and sustainable future.

We are Creative. We are Bold. We are Accountable. We are Visionary.

Who You Are:

As our Business Development Manager, you are someone who has a passion for building lasting relationships and cultivating new markets for your region. You wake up excited to find new opportunities and form creative solutions to expanding our markets that align with our core values and vision. Creating a sustainable future gets your gears going! You’re looking for a growth opportunity where your hard work is rewarded with uncapped success. You have ideas and you love to not only share them but execute them with strategy and precision. You’re able to tap into a geographical area brimming with potential and take our business to the next level. You’re a firm hand-shake, a do-er, a boots-on-the-ground manager. You are a highly-motived, driven, results-oriented individual who thrives on the energy of being part of a close-knit, high-performing team. You are a natural builder. You are a leader.

• Excellent communicator
• Stellar customer service
• Places people and core values as top priority
• Affinity for the build environment
• Have a “do what it takes” mentality
• Fearless in initiation of relationships and outreach
• Pride in nurturing a lead into a project, from project to repeat client
• Welcome and encourage diverse thinking
• Lifelong learner

Accountabilities:

• Identify, target, and acquire new customer relationships with needs that align with Total-Western competencies and services
• Meet or exceed established sales targets across multiple lines of business
• Manage pipeline of opportunities sufficiently sized to meet all assigned sales targets
• Develop market specific sales strategy plan and annual plan to make plans; report progress to leadership on a quarterly basis
• Lead and deliver sales presentations to new, existing, and prospective clients
• Develop/leverage successful long-term customer relationships by demonstrating added value and by providing new, innovative solutions.
• Follow established estimate and bid development/review processes
• Use business acumen in developing and recommending pricing/contracting/risk mitigation strategies for the company
• Leverage and regularly update a centralized CRM database for tracking and reporting on key pursuits on a timely basis to management
• Assist in tracking of market and competitive trends to ensure TWI’s leadership position
• Integrate with Operations partners to align on opportunities and geographies to pursue, ensure customer performance goals are addressed, and set strategies to grow the business
• Work with estimating teams to develop and set commercial expectations for new bid opportunities
• Work with legal to initiate contract reviews and ensure proper delegation of authority approvals are received
• Support Communications personnel to upgrade internal and external websites, newsletters, brochures, social media, other communications tools and strategies, and support announcements for new wins
• Use Microsoft Teams & SharePoint site tools to effectively manage customer and project information for entire pursuit team
• Manage communication, attend and increase TWI representation at monthly and annual association events
• Travel, as necessary, to any and all locations with business development needs

Preferred Requirements:

• Bachelor’s degree in Construction Management, Architecture or Engineering
• 5 years of Industrial Construction or Maintenance Sales and/or EPC experience
• Proven experience in successfully managing complex sales cycles
• Demonstrates behaviors consistent with Total-Western core values
• Strong communication skills with ability to communicate to varied audiences
• Strong presentation skills

Compensation Range: $120,000 - $140,000

As the business expands to the local Arizona market, there is immense opportunity for growth into a leadership role!

We are looking for people who are willing to build and co-create a future of possibilities with us! If the above speaks to you, we want to invest in you. Join us in creating an empowering and sustainable future!

Job Type: Full-time

Pay: $120,000.00 - $140,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Health insurance
• Life insurance
• Paid time off
• Vision insurance

Schedule:

• 8 hour shift
• Monday to Friday

Supplemental pay types:

• Bonus opportunities

Travel requirement:

• Up to 50% travel

Work Location: In person