Business Development Representative

Grow CTL Engineering’s client base across a defined Ohio territory by driving business development activities, proposals, and long-term relationships.

Responsibilities

• Identify leads or follow up on leads provided by the Manager to develop project and business opportunities
• Target prospective clients to promote CTL services
• Develop Qualification Statements, Letters of Interest, and proposals based on identified or presented opportunities
• Research market trends; identify viable clients, programs, and markets aligned with company goals
• Research potential new proposal and project opportunities; monitor relevant industry sources for leads and follow up on sourced leads
• Develop and maintain long-term relationships with key clients
• Work closely with internal department leads to support attainment of yearly departmental revenue goals
• Track and report all business development opportunities
• Assist with preparation of proposals, SOQs, presentations, and marketing materials when needed
• Understand industry and prospects, and incorporate learnings into personal planning and goals for success
• Recognize and act on opportunities to increase value for the client
• Build internal partnerships to gather data, coordinate proposal information, and resolve questions for presentations and proposals
• Identify client needs and recommend appropriate services to address problems

Requirements

• Proven track record creating and maintaining long-term relationships
• Proven track record identifying needs and challenges and offering solutions to existing and prospective clients
• Proven track record creating business plans
• Proven track record achieving quarterly and yearly contract and proposal generation goals
• Strong knowledge of the AEC industry
• Strong network within Central, Western, Northwestern, and Southwestern Ohio
• Knowledge of contract negotiations
• Knowledge of financials and revenue implications
• Excellent phone, writing, and listening skills
• Strong knowledge of the sales process
• Relationship building, reliable, dedicated, strong follow-up skills, and strong organizational skills
• Critical thinking and creative, out-of-the-box mentality
• Fearless and team-oriented
• Strong verbal, written, and presentation communications
• Skill in developing and maintaining a strong network to build business
• Skill in identifying the right projects for CTL
• Strong ability to identify client needs and solve problems
• Ability to be self-motivated and exercise independent judgment and professionalism
• Ability to develop new business and negotiate
• Ability to maintain long-term business relationships
• Ability to manage multiple projects at once
• Education: Bachelor degree in Marketing, Communication, Business Management, or equivalent experience and education
• Years of Experience: 10+ years of business development and sales in the engineering/construction services field in Ohio

Territory

• Northwest, Northern, Northeast Ohio

Market Focus

• Healthcare
• Education
• Transportation
• Water and Wastewater Infrastructure
• Aviation
• Energy
• Various Private & Commercial Development opportunities

Services Focus

• Geotechnical Engineering
• Geophysical Services
• Construction Inspection (including Special Inspections)
• Construction Materials Testing
• Environmental Services
• Civil Site Design
• Building Envelope and Roofing services
• Other CTL services

Client Focus

• Local Municipalities
• Airports
• Architects
• Private Consulting Engineering firms
• Developers
• Healthcare Networks
• Energy Companies
• School Corporations
• Universities
• General Contractors
• Construction Managers
• State Agencies
• Other identified entities

Additional Expectations

• 3-5 out of office meetings per week
• Ability to generate contract values in excess of 17x’s of base salary
• Creating quarterly and yearly business development plans
• Familiarity with CRM systems and data entry
• Identify client needs and suggest appropriate services to solve problems

Technologies

• CRM systems

Compensation

• Base salary + commission on sales
• USD 85,000 - 110,000 per year

Benefits

• Medical insurance
• Life insurance
• Disability insurance
• Paid time off
• Award-winning ESOP (Employee Stock Ownership Plan)
• 401K plan