Business Development Manager

The Company:

My client is a specialist piling, ground improvement and foundation contractor operating throughout the UK. The business provides engineered foundation and ground solutions for residential, commercial, industrial and infrastructure projects, working with clients from initial enquiry and tender stage through to project completion.

The Opportunity

An exciting opportunity has arisen for a commercially driven Business Development Manager to help take the business through its next stage of growth. This is a key role within the business and will have a direct influence on future workload and profitability.

The Role

The Business Development Manager will develop and implement a structured business development strategy designed to increase pipeline of suitable opportunities and support the company's future turnover and profitability targets. The role will involve close collaboration across the business with the Engineering, Commercial and Operations teams. Experience working for a Tier 1 or principal contractor would be highly advantageous.

Key Responsibilities

Existing Client Development

• Maintain regular contact with existing and repeat clients through face-to-face meetings, telephone and email.
• Develop strong, long-term relationships with commercial, procurement, estimating, pre-construction and project teams.
• Identify opportunities to increase share of work with existing clients.
• Map existing client organisations to identify regional offices, divisions and business units where there is little, limited or no tender activity.
• Arrange meetings with these offices and develop new relationships.
• Understand clients' future project pipelines and procurement strategies.
• Obtain structured feedback from clients following completed projects and unsuccessful tenders.

New Client Development

• Identify target clients that fit capabilities and commercial objectives.
• Identify specific projects where they could provide a competitive and commercially attractive solution.
• Establish relationships with key decision-makers.
• Arrange and conduct face-to-face client meetings.
• Develop relationships through to PQQ, supply chain registration and tender opportunities.
• Maintain a structured pipeline of target clients and projects.
• Monitor progress and ensure opportunities are actively followed up.

Project & Market Intelligence

• Monitor the construction market to identify forthcoming projects and potential clients.
• Develop an understanding of market conditions, regional activity and prevailing market rates.
• Identify sectors and geographical areas as opportunities for growth.
• Maintain intelligence on competitor activity and market pricing.

Tender & Commercial Development

• Manage the business development process from initial opportunity through to tender outcome.
• Work closely with Engineering and Commercial teams to identify key opportunities.
• Ensure strategically important tenders receive appropriate client engagement.
• Arrange client meetings to discuss bids and understand the client's requirements and decision-making process.
• Identify opportunities to improve tender presentation and commercial positioning.
• Ensure that business development activity is focused on profitable turnover, rather than simply enquiry volume.

Supply Chain & PQQs

• Identify appropriate new client supply chain
• Manage the PQQ completion process 
• Manage client registration processes.
• Maintain accurate records of registrations, contacts and opportunities.

Industry & Supply Chain Events

• Identify and attend relevant construction and supply chain events nationally.
• Develop relationships with contractors, developers, consultants and other industry stakeholders.
• Ensure events generate meaningful contacts and measurable business opportunities.

Marketing

• Manage the annual marketing budget to ensure that marketing activity generates a sufficient level of relevant enquiries.
• Ensure marketing activity supports the overall business development strategy.
• Identify opportunities to raise My client's profile within target markets.

Key Performance Indicators

The Business Development Manager will work against agreed and measurable KPIs, including:

• Number and value of relevant enquiries received.
• Number of new client relationships established.
• Number of new supply chain registrations achieved.
• Number and value of target projects identified.
• Number and quality of client meetings.
• Tender/enquiry conversion rate.
• Average contract value.
• Turnover secured.
• Turnover achieved at target margin.
• Achieved net margin.
• Quality and value of the forward pipeline.
• Development of existing key accounts.
• Return on investment from marketing and business development activities.

Experience & Qualifications

Essential

• Proven experience in business development, sales or commercial relationship management.
• Experience within construction sector.
• Demonstrable success in developing client relationships.
• Strong commercial awareness.
• Excellent communication and negotiation skills.
• Ability to identify and pursue commercially valuable opportunities.
• Strong organisational and pipeline-management skills.
• Willingness to travel nationally when required

Desirable

• Experience working for a Tier 1 or principal contractor.
• Experience working with main contractor procurement and commercial teams.
• Understanding of how subcontractor bids are assessed and compared.
• Experience with PQQs and supply chain registration.
• Existing relationships with major UK contractors.