Business Development Manager - Municipal Water Market

Kiewit Corporation - Alpharetta, GA

Full-time - Senior

Alpharetta, GA

Construction of Buildings

About the position

The Business Development Manager (BDM) at Kiewit is tasked with capturing water-related design-build and construction work across various contractual forms within a designated geographical region. This role requires a high degree of entrepreneurship, a growth mindset, and leadership skills to pursue opportunities that align with Kiewit's objectives in the water sector. The BDM must possess a comprehensive understanding of the water market, including insights into new and existing clients, their purchasing behaviors, and the competitive landscape. Building and nurturing relationships with third-party engineering partners, OEMs, equipment vendors, and other external resources is essential to complement Kiewit's engineering and construction services, ultimately leading to superior capture results. The BDM reports directly to the Vice President of Water and oversees water market sales opportunities within the regional water market. Responsibilities include maintaining and expanding existing client relationships, developing new business opportunities, and engaging with industry associations and organizations. This proactive approach is designed to provide Kiewit with a competitive edge in the Water Design-Build market. In the role of BDM, the individual will coordinate with a diverse team of proposal, graphics, marketing, engineering, and construction professionals across North America. The BDM is responsible for cultivating and maintaining client and partner relationships to identify and position Kiewit for the best opportunities. During the bidding process, the BDM acts as the voice of the customer (VOC) within Kiewit, ensuring that the team articulates Kiewit's differentiators effectively. This involves direct communication with team members and contributing to proposal content, presentations, and other deliverables that form the capture plan. The BDM also plays a critical role in project execution by understanding client satisfaction and maintaining open communication channels, which is vital for securing repeat business. Kiewit's Water Facilities South group specializes in constructing water treatment facilities, wastewater treatment facilities, and desalination plants. The company is headquartered in Dallas, TX, with regional offices in Miami, FL, and Atlanta, GA, and pursues projects across the country. Kiewit seeks individuals who are passionate about infrastructure and committed to the construction industry, providing extensive training and hands-on experience to develop expertise in the field.

Responsibilities

• Engages with clients, vendors, partners, and 3rd party engineers to establish a sales pipeline and achieve capture goals within an assigned region
• Establish and maintain key relationships with repeat and new clients from C-Suite thru operational levels
• Utilize industry contacts to create a clear picture of a client's organization, decision making and strategy to adequately formulate a Kiewit win strategy and capture work
• Conduct cold calling as necessary to gain entry to new clients and adjacent markets within existing clients
• Lead client visits and presentations with key business stakeholders typically less familiar/comfortable with the sales process
• Engage clients at industry relevant conferences and work with both management and marketing to ensure the development of messaging, attendance and investment efficiently drives growth
• Participate as a subject matter expert in the water market engaging in associations, conferences as a thought leader and presenter on relevant information in which you have expertise
• Provide direction and coaching to engineering and marketing to develop collateral content, presentations, proposals, videos, social media content and advertising to drive growth for the various businesses within the assigned markets
• Coordinates with the Business Line Manager and operational personnel to conduct go/no-go discussions with business leaders thru the preparation of white papers that offers fundamental information on the pursuit for business leaders to make an informed decision around the effectiveness to pursue a given opportunity
• Assures that Kiewit's CRM tool, which serves as the documentation of the sales pipeline, is accurate and complete on a continual basis
• Coordinates with BLMs to achieve the desired outcomes on pursuits and provides the VOC into proposals, presentations, and other content in the pursuit of work
• During bidding provides input as required to establish pursuit strategies, articulate value propositions, and properly prepare proposals that capture work thru storyboarding and review of sales messaging and materials
• During the annual business planning process, prepare account plans for the territory that incorporates overall, accessible, and attainable market objectives with anticipated forecasting of revenues from assigned clients throughout the planning period
• Monitor and analyze the competition regionally and provide real time input to business leaders on noteworthy shifts by the competition that may represent threats or opportunities for Kiewit
• Actively engage in regular Kiewit Water business development meetings as well as weekly progress calls

Requirements

• Bachelor's degree in Business, Marketing and/or Engineering is preferred
• A minimum of 5 years in the engineering and construction industry preferably in the municipal water industry - coupled with demonstrated sales is desired

Benefits

• Top-tier medical, dental and vision plans covering eligible employees and dependents
• Voluntary wellness and employee assistance programs
• Life insurance
• Disability
• Retirement plans with matching
• Generous paid time off