Business Development Manager – Construction

Client

My client is a group of businesses include property development, facilities management, timber frame engineering, a capital projects business dedicated to public sector partnerships, regionally-based construction companies, civil engineering, building services, and businesses that deliver high-quality homes for the private and affordable markets. .

Job Role & Responsibilities:

To support the Managing Director as part of his core team accountable to the Construction Exec for the delivery of the Company’s Regional Budget and the good management of the business.  Specifically to ensure that a sufficient quantity of high margin traditional tender self generated development opportunities, non-traditional opportunities are available to the estimating department/regional business.  Responsible for the region’s input into the bid process from initial enquiry to tender handover to site

Prepare market research on construction industry within the Regional identifying each sector available, the potential workload available, the indicative margin which may be obtainable, the growth potential of each sector, the main sources of work together with any identifiable future sources and a comprehensive list of competitors involved in each sector.

Continue to maintain this market research on an ongoing basis updating findings on a quarterly basis and also continue to assess the market for new sectors and opportunities.

Identify Clients with potential project requirements and advise Senior Management of the actions required to help in the securing of the project including the involvement of Construction Executive and Main Board Directors in relation to meetings and presentations.

Identifying and lead the negotiation of development opportunities which the Region may self generate or provide support to potential developers in securing work whereby access to the development margin is detained

Identify and procure work opportunities for your area to the minimum value of £150 million per annum.  All projects identified must fall within Company strategy for procurement of workload and must be capable of providing the required margin.  This value with be addressed on an annual basis.

It is envisaged that a minimum of 50% of the Company’s turnover will be procured through other means than by traditional competitive tendering which is subsequently able to generate a greater return than tendered work.

Company strategy dictates that construction activities will generate a minimum 5% net margin of total turnover.  This strategy is to be fully understood/accepted to enable you to secure the correct type of opportunities to be developed.

Adopt annual budget, as directed by the Board, with regards to turnover and margin and as part of Regional management team ensure this is delivered.

Liaise closely with estimating department ensuring that a constant relationship is developed to improve overall effectiveness of bids.  This will include assuming the role of ‘Bid’ Manager in major projects and be responsible for the co-ordination of all departments within the Company to deliver ‘best’ submission.

Prepare and assist, where appropriate, on all pre-qualification documentation and pre and post tender presentations including attendance at these as appropriate.

Entertainment of key Clients and Professionals to be on a regular basis throughout your geographical operating area, a minimum of 6 to be entertained per month.  Arrange for entertainment of certain Clients by appropriate Board Directors.

Prepare proposals in conjunction with Area Director and submit to the Board for approval expenditure from the marketing budget for corporate marketing and entertainment.  This to include continued dialogue with Group preferred PR Consultant.

Prepare strategy to raise profile of Company within your geographical area and continue to look at methods to improve the image wherever possible.

Liaise as required with other Business Development Managers within the Group advising on issues which may affect the overall performance of the business.

Prepare monthly reports for inclusion in Regional Board Report.  The reports to contain the following:-

1. a)         List of all contacts made in month identifying how contact was made.
2. b)         List and identify the opportunities created in the month including Client and

Design Team if applicable, also indicate the % of success in securing this

as live project.

1. c)         Provide ongoing list of identified opportunities within timescales including

narrative on developments during period.  List to be provided on 12 month

rolling programme.

1. d)         Provide list of targeted Major Clients for forthcoming period together with

report on results of previous month’s targeted Clients (minimum 6 Clients

per month).

1. e)         Highlight any project which requires Director involvement.
2. f)          List projects which will become ‘live’ in forthcoming period and identify

involvement of relevant departments.

1. g)         Highlight any relationship problems with Clients and Design Teams and

advise of remedies including what personnel, if any, needs to be involved.

1. h)         Update on corporate events planned for area together with any new

proposals.

1. i)          Exceptional issues with regards to business development to the area to be

highlighted.

Previous experience in a similar role with significant experience working within the construction industry.