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Title

Business Development Manager 

About the Organization What is it you want out of your career?

If you're looking for an opportunity to grow, to be challenged, to work hard and to be part of a growing team, then Progressive AE may be the place for you. We work hard to surround ourselves with professionals who are more than just good at their job. We want engineers, architects, designers and support staff who have a desire to help shape our company. We need colleagues who will help us grow by thinking outside their job description. The work we do here is challenging, and sometimes the hours are long. But we're committed to serving our clients and providing the best solutions possible.

Progressive AE is a full-service, forward-thinking design firm. With offices in Grand Rapids, Michigan, and Charlotte, North Carolina, we work on projects around the country that offer a variety and challenge you won't find at many other firms. And we don't relegate creativity just to 'creatives'-we encourage original thinking in every part of the organization-from support staff to engineering.

Since we're an employee-owned company, you'll be able to see the benefits of your hard work. And in return, we'll invest in you. This includes an in-depth wellness program with fitness classes and health coaching, flexible schedules, continuing education, mentorship, volunteer opportunities and internal leadership positions. In fact, we've been named one of the Best & Brightest Places to Work for more than 12 straight years, named Business Leader of the Year, received the Community and Educational Partnership Awards, and are the proud winners of the Governor's Fitness Award.

We want to be the best. Are you right person to help us?
 
Category Business Development  
Location Charlotte, NC  
Description

YOUR ROLE:

As the Business Development Manager, you will work to advance the long-term business goals and objectives of Progressive AE as well as identified market sectors. This includes increasing sales opportunities, targeting new prospects, and nurturing relationships with existing clients. To achieve this, you must have strong business acumen, strategic agility, organizational agility and customer focus, coordinating and collaborating with Progressive AE stakeholders and maintaining a strong knowledgebase of industry trends and current market conditions. You are results-driven--the ultimate driver for you in this role is to develop a pipeline of new business coming into Progressive AE which will maximize revenue.

To establish and maintain credibility, it will be critical to pursue educational opportunities, maintain personal networks, participate in professional organizations and attend industry functions. Further, you will regularly monitor competitor activity to help identify and develop Progressive AE’s unique selling propositions and differentiators. Your insight will help direct marketing initiatives and activities.

You will report directly to the Director of Marketing and Communications and be an integrated team member of the corporate marketing and business development department. The team will work closely with the firm’s practice leaders to develop and execute strategic market plans in the Grand Rapids, MI and Charlotte, NC service areas.

You will bring energy and passion to the business development function, with interpersonal savvy, presentation skills, and peer relationships, you inspire others to embrace initiatives and take ownership for the firm’s financial health. Through team building and collaboration, you will help create a cohesive sales force.

WHAT YOU WILL DO:

Business Acumen

  • Provide market research, best practices and strategic insights to develop business plans.
  • Help establish market sales goals by evaluating prior year performance and making projections; track individual contribution and accomplishments throughout the year.
  • Offer recommendations for developing new services, markets, and distribution channels.
  • Identify opportunities, by market, for lead generation marketing campaigns that will lead to an increase in sales and return-on-investment.
  • Participate in annual budgeting process and track dollars spent throughout the year.

New Business Development

  • Hold practice leaders (market stakeholders) accountable for working their business plan to grow new business opportunities.
  • Ensure a robust pipeline of opportunities by regularly prospecting for potential client.
  • Identify potential business deals by contacting partners to discover/explore opportunities.
  • Set up meetings between client decision makers and the firm’s practice leaders and/or principals to grow relationships and facilitate business deals.
  • Evaluate target audiences and research decision makers.
  • Grow, maintain and leverage your network.
  • Work with the marketing team to develop targeted proposals that speaks to the client’s needs, concerns, and objectives.
  • Work with the marketing team to ensure requests for qualifications/information are fulfilled in a timely manner and tailored to the client’s needs, concerns, and objectives.
  • Provide strategic direction for Go/No-Go’s, pursuit strategy and interview preparation.
  • Conduct post proposal and/or interview follow-up to obtain feedback; track data and trends for future growth and improvement.
  • Build relationships with new clients to help determine future goals and potential projects.
  • Ensure data is accurately entered and managed within the firm’s Client Relationship Management (CRM) system (Deltek Vision).

Existing Business Development

  • Hold practice leaders (market stakeholders) accountable for working their business plan to grow and leverage existing business development opportunities; includes executing the client prompt strategy and the client report card strategy.
  • Grow and retain existing accounts by proposing new solutions and services; hold practice leaders (market stakeholders) accountable for cross-selling services.
  • Present new products and services to enhance existing relationships.
  • Work with technical staff and other internal colleagues to meet client needs.
  • Arrange and participate in internal and external client debriefs.
  • Ensure data is accurately entered and managed within the firm’s Client Relationship Management (CRM) system (Deltek Vision).
 
Position Requirements

YOUR QUALIFICATIONS:

  • Your Degree: Bachelor’s degree required. Master’s degree preferred.
  • Your Credentials: Certified Professional Services Marketer (CPSM) preferred. SMPS membership preferred.
  • Your Knowledge and Experience:
    • Minimum 5 years of post-graduate experience in marketing, business development, or sales.
    • Strong knowledge of the architectural engineering construction industry, including knowledge of competitors in the market.
    • Strong client relationship management skills, including a track record of networking, researching, prospecting, and developing leads that convert into sales, producing a strong return-on-investment.
    • Strong experience with strategic sales planning, including accountability for territory or market goals.
    • Strong ability to work with internal and external stakeholders, as demonstrated through your competencies.
  • Your Technical Skills:
    • Design experience with Adobe Photoshop, Illustrator, and InDesign preferred.
    • Experience using customer/client relation management (CRM) and sales systems required. Experience using Deltek Vision preferred.
    • Proficiency in Microsoft Office, including Word, Excel and Outlook required.

YOUR COMPETENCIES:

  • Business Acumen – You know how businesses work; you are knowledgeable in current and possible future policies, practices, trends, technology, and information affecting your business or organization; you know the competition; you are aware of how strategies and tactics work in the marketplace.
  • Customer Focus – You are dedicated to meeting the expectations and requirements of internal and external customers; you get first-hand customer information and use it for improvements in products and services; you act with customers in mind; you establish and maintain effective relationships with customers and gain their trust and respect.
  • Interpersonal Savvy—You relate well to all kinds of people—up, down, and sideways, inside and outside the organization; you build appropriate rapport; you build constructive and effective relationships; you use diplomacy and tact; you can diffuse even high-tension situations comfortably.
  • Organizational Agility – You are knowledgeable about how organizations work; you know how to get things done both through formal channels and the informal network; you understand the origin and reasoning behind key policies, practices, and procedures; you understand the cultures of organizations.
  • Peer Relationships – You can quickly find common ground and solve problems for the good of all; you can represent your own interests and yet be fair to other groups; you can solve problems with peers with a minimum of noise; you are seen as a team player and are cooperative; you easily gain trust and support of peers; you encourage collaboration; you can be candid with peers.
  • Presentation Skills – You are effective in a variety of formal presentation settings: one-on-one, small and large groups, with peers, direct reports, and bosses; you are effective both inside and outside the organization, on both cool data and hot conversational topics; you command attention and can manage group process during the presentation; you can change tactics when something isn’t working.
  • Results-Driven – You can be counted on to exceed goals successfully; you are constantly one of the top performers; you are very bottom-line oriented; you steadfastly push yourself and others for results.
  • Strategic Agility – You see ahead; you can anticipate future consequences and trends accurately; you have broad knowledge and perspective; you are future oriented; you can articulately paint credible pictures and visions of possibilities and likelihoods; you can create competitive and breakthrough strategies and plans.
 
Full-Time/Part-Time Full-Time  
Exempt/Non-Exempt Exempt  
EOE Statement Progressive AE is an equal opportunity, affirmative action employer and is committed to providing equal opportunity to all qualified individuals in its employment practices. Progressive AE strictly prohibits unlawful discrimination against employees and applicants on the basis of race, color, religion, sex, sexual orientation, genetic information, national origin, disability, age, qualified veteran status, or any other characteristic protected by law.

Applicants with a disability, who require a reasonable accommodation for any part of the application or hiring process, may email hr@progressiveae.com for assistance. Determinations on requests for reasonable accommodations will be made on a case-by-case basis.  

This position is currently not accepting applications.

To search for an open position, please go to http://ProgressiveAE.appone.com



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