Senior Director of Development

Wohlsen Construction; Baltimore (MD); On-site; USD 120,000 - 150,000; Full time

Job summary

Wohlsen Construction in Baltimore seeks an executive to drive business development across the region. You will develop annual plans, pursue new opportunities, and lead client engagements with owner’s reps and design professionals.

You will collaborate with marketing to craft RFQ/RFP responses, maintain relationships using Unanet CRM, and strive to grow awards and revenue while upholding Wohlsen's safety and integrity values.

Qualifications

• Bachelor's degree or higher in construction, engineering, marketing or related field.
• 10–15 years of experience in operations and sales/marketing.
• Experience with estimating, scheduling, and/or project management processes.
• Ability to stay calm under pressure and balance multiple deadlines.
• Excellent verbal and written communication skills.
• Valid driver’s license.

Responsibilities

• Develop annual BD plan for the region and pursue new opportunities.
• Create pursuit plans for each new opportunity and participate in Go/No Go decisions.
• Utilize Unanet CRM and other resources to track, report, and communicate leads and opportunities.
• Collaborate with marketing to develop region-specific marketing/branding and responses to RFQs/RFPs.
• Arrange appointments and meetings with clients, design professionals, owner’s reps and other influencers.
• Maintain and expand relationships with current and past clients and architects using Unanet.
• Represent Wohlsen to potential clients at events and in proposals.

Skills

Verbal communication

Written communication

Leadership

Education

B.S. degree in Construction Technology

B.S. degree in Engineering

B.S. degree in Marketing

Tools

Unanet CRM

Job description

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 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 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 positionthe employeemust be able tousehis/herupper extremities for repetitive simple grasping, pushing/pulling, and fine manipulation. In this position,the employeefrequently (34-66%) bend at the waist and use feet (foot controls). In this position, employee occasionally (0-33%)must be able tosquat at the knees, climb (including ladders), reach above shoulders, kneel, crawl and/orwork at heights above 6 feet.

Compensation

From $135,000.00 per year

It is the policy of Wohlsen Construction to provide equal employment opportunities without regard to race, color, religion, sex, national origin, age, disability, marital status, veteran status, sexual orientation, gender, gender identity, genetic information, pregnancy, or any other protected characteristic under applicable law. This policy relates to all phases of employment, including, but not limited to, recruiting, employment, placement, promotion, transfer, demotion, reduction of workforce and termination, rates of pay or other forms of compensation, selection for training, the use of all facilities, and participation in all company-sponsored employee activities.

The information contained herein is not intended to be an all-inclusive list of the duties and responsibilities of the job, nor are they intended to be an all-inclusive list of the skills and abilities required to do the job. This job description does not constitute a contract of employment and Wohlsen Construction may exercise its employment at-will rights at any time.