Project Manager Business Development

Title: Business & Project Development Manager (Individual Contributor) Base Salary: $157,500-160,000+ Variable/Bonus: $52,500-55,000+ On Target Earnings: $210,000-215,000+ Business Expectations: 200M to 300M$+ Backlog production Key Performance Indicators  Backlog Production: Revenue Bookings – LOI – Project Start Date – Preconstruction  Margins Measured on Gross Margin  Customer Delight Measured on References once project complete Financial: P&L, Margin, Cost Structure, Risk  Audience: Brokers/Developers/Owners/Architects/Consultants/Vendors/Subtrades  Communications: Clear & ConciseMandate  Year 1: Hunt, Seed, Network, Influence, Evangelise, Build network, Quote, Close, Star Delivery Tracking.  Year 2: Grow, Expand, Close more, produce 200M$+ backlog, Track Delivery/Track References  Year 3: defend/develop/grow/expand/potentially hire/attack new markets/Deliver Story  600M$ holding company with strategic plan to become a 1B$ company. Running after RFP’s doesn’t work anymore. It’s usually too late when it hits the street.  Influencing stakeholders (brokers/owners/consultant) prior to RFP is the key to success. This will be first Central Ontario Sales Focused talent hire.  It’s going to be a Sales & Delivery combination (reason: You’ll be paid on Margin and References) Logistics: Why New Role: Growth + Sales Model Change Project Size: 50 to 100M$+ Site Timelines: 18 to 24 months Communication Stakeholders: 75% (internal): 25% Work: Office on Precon meetings – in front of 3rd party stakeholders rest of time Stakeholders Profile  Character, Experience, Intelligence, Coachable (in this order)  Character: Will Want Desire, Self Awareness, Accountability, Integrity  Experience: Large Capital Project Sales Stories influencing RFP’s prior to them hitting street. Sales Methodology (Sander, MEDDIC, MEDPIC, Miller Heiman, Challenger Sales) Booking 50 to 75M$ Construction business RFP/RFQ/RFI Responses Profitable Delivery Lump Sum Must Have Construction Management Must Have P3 attractive Project Team meeting experience (Drawings/Estimating/Delivery) ICI experience Must Have Customer Delight with references Understand Audience: Customer/Brokers/Engineering/Architects/Trade/Consultants Negotiating skill set. Clear lines of communication and language skill across diverse line of businesses. Stories Relating to: i. Margin on similar project sizes ii. Close ratios, business wins influence iii. Productivity increases iv. Proposal delivery on tight timelines v. ICI project wins  Intelligent – high IQ  Coachable – You’ll be learning new things.