Building Enclosure Federal Business Development Manager

A leading comprehensive engineering design and consulting firm, SSR provides innovative solutions for clients with facility and infrastructure challenges. To achieve client needs, SSR has multiple locations across the US. Working with a diverse group of individuals in a variety of markets, our team of experts partner with our clients to deliver advanced solutions that last.

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Description:

Building Enclosure Federal Business Development Manager holds business development management duties within the federal market for Building Enclosure. Business development responsibilities include researching and pursuing new opportunities for growth, establishing new relationships with potential clients, and maintaining existing client relationships.

Essential Functions:

• Manages all business development for the building enclosure federal services market.
• Supports the building enclosure business unit and federal market by creating opportunities, developing relationships, and booking new work for SSR.
• Researches and investigates potential opportunities; pursues projects desirable to the program
• Networks throughout the industry to identify opportunities and continuously builds relationships
• Develops strategies on how SSR will gain opportunities (e.g., identify necessary stakeholders, develop communication plans, create value statement)
• Attracts potential customers and creates new opportunities by proactively communicating to pursue bids, obtain referrals, and promote the services of SSR
• Coordinates with the marketing department in the development and production of proposals
• Coordinates technical responses to be used within qualification proposals
• Generates detailed proposals and coordinates with the federal market with regard to the required format and structure for a specific client.
• Updates Client Relationship Management database and Business Unit Director on current opportunities
• Communicates and interacts with clients and vendors
• Works with the marketing team to create capabilities presentations
• Attends meetings with owners, clients, and architects; facilitates communication between clients and the project team; and documents important issues
• Holds responsibility for the profitability of the project by negotiating fees and contracts as may be appropriate, participating in the budgeting process, ensuring that invoices are accurate and delivered in a timely manner, as well as monitoring and controlling accounts receivable
• Actively participates in professional organizations and relevant events where the technical reputation and image of the firm may be enhanced; examples of active participation include speaking at conferences and publishing articles
• Engages in self-education and training in order to keep up with current industry trends and changes
• Active member in a volunteer leadership position on a Post Level or National Level Board of Direction with the Society of American Military Engineers
• Identifies client needs and aligns SSR building enclosure services to provide corresponding solutions
• Develops cost estimates and proposals that specify scope of services for each opportunity
• Manages proposal process for team including the consolidation and organization of information, the creation of strategy and scope, tracking of timelines, and scheduling of workloads
• Coordinates and schedules responses to proposal requests and proposal clarification requests
• Communicates proposal information and status to technical team
• Leads weekly progress meetings regarding proposals and business development
• Manages and maintains ongoing client relationships for the building enclosure service line
• Develops specific and detailed background research on target markets, projects, and potential clients as directed in order to determine whether to pursue or decline solicitations
• Composes, edits, and produces technical writing for proposals
• Schedules meetings, interviews, proposals, and conference calls for business development
• Develops fee estimates and labor budgets
• Participates in client meetings, marketing planning, and presentation planning as required
• Manages and maintains compliance with on-call contracts for long-term clients
• Interacts with potential clients in describing services and coordinating proposals and contracts
• Assists other SSR business developers and project managers with resources and information needed for specific clients and opportunities
• Collaborates with other SSR service lines to sell their engineering services, integrate services, answer questions, and provide additional solutions
• Actively participates in professional organizations where the technical reputation and image of the firm may be enhanced
• Provides feedback to the Business Unit Director regarding business strategy and personnel management
• Provides input for business development strategies and marketing data to assist in enhancing the group’s and firm’s image, develops technical information required for pursuit of business opportunities, and directs the development of responses to solicitations for services

Knowledge, Skill, And Ability Requirements:

Knowledge

• Knowledge of Federal Acquisition as it relates to AEC Industry
• Knowledge of Microsoft Office (i.e., Word, Excel, PowerPoint, and Outlook) software
• Knowledge of the development of SSR work products and execution of processes
• Knowledge of project approach and systems design as necessary to communicate with potential Client contacts
• Knowledge of building enclosure systems to help communicate with potential Client contacts
• Knowledge of construction procurement and working knowledge of design development processes
• Knowledge of marketing and sales techniques
• General knowledge of accounting and how to create and maintain budgets 

Skills And Abilities

• Comprehension – ability to understand information, ideas, and direction presented in writing and/or verbally communicated
• Written Communication Skills – ability to clearly deliver a message through written words using correct grammar, spelling, and punctuation
• Speech Clarity – ability to speak clearly and in a common language so that others can understand you
• Detail-Oriented – ability to achieve accuracy and thoroughness when accomplishing a task; pays attention to details and can understand the cause of a certain outcome
• Judgement and Decision-Making Skills – ability to make reasoned judgments that are logical and well thought out; constructively questioning and analyzing information in order to make the best conclusion
• Technical Writing Skills – skilled in the area of summarizing or explaining technical information in a clear, concise, and accurate way, communicating the point intended
• Persuasion – ability to help others understand one’s point of view
• Problem Sensitivity – ability to tell when something is wrong or is likely to go wrong
• Sales – ability to confidently and persistently market the services and products that the organization provides; can effectively influence potential clients and negotiate costs
• Customer Focus – dedicated to meeting expectations and requirements of internal and external customers; acts with customers in mind and establishes relationships gaining their trust and respect
• Negotiation Skills – ability to forge an agreement between two parties which is mutually acceptable, especially where there are differing views; able to effectively determine when to compromise or when to stand one’s ground

Minimum Qualifications:

• Bachelor’s degree in Engineering or similar
• Registered Professional Engineer or Licensed Architect preferred
• 12 years of experience; experience in building enclosure and commissioning preferred
• Knowledge of federal acquisition processes and procedures for Architectural, Engineering and construction services along with contract vehicles including partnership requirements

PHYSICAL DEMANDS: (The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)

• Frequently use a computer for several hours at a time
• May need to periodically maneuver over, under, and around barriers as well as climb ladders on a job site
• Frequently travel by car and plane in order to visit job sites and attend meetings, conferences, and events
• Requires the ability to climb stairs, walk around, and stand at a job site for several hours at a time 

WORK ENVIRONMENT: (The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)

• Indoors in a normal office environment with some exposure to excessive noise, darkness/poor lighting, fumes, or dust
• May travel to and navigate construction sites, some of which may be at high altitudes or small spaces with dirt or dust particles
• Frequent overnight travel (about 10-60% of the time)
• International travel