Job title: Business Development Manager- Project Management
Company: Actalent
Job description: The Business Development Manager of Actalent’s Project Management Practice is a key strategic level selling/market leader with 3 focus areas: 1) Navigating and managing Actalent Services’ account strategy within the Project Management Practice 2) Identifying, pursuing and establishing target accounts relative to Actalent’s consulting/services capabilities 3) Partnering with Actalent Contract staffing account managers to educate and lead them on strategic initiatives for Actalent Services to identify target accounts and drive consultative business solutions.The Business Development Manager (BDM) will cultivate relationships with current Actalent clients to saturate existing business. The BDM will partner with internal Practice Areas/Vertical leaders to ensure a consistent and effective approach for all prospective customers.Essential Functions:
- Identify new professional services opportunities following the 3 strategic focus areas: Actalent AOP accounts, target accounts and partnership with Actalent Contract Staffing to identify target accounts aligned with Actalent’s Services strategic focus
- Utilize consultative selling techniques to drive market/customer share by increasing deal size and moving deals up the services/consulting value chain
- Achieve growth goals by expanding current account relationships and winning new accounts
- Ability to create and drive strategies for each account within the portfolio. Strategies include a plan of attack for Diversification, Saturation, and Retention through push/pull strategies. (Push additional service offerings in additional practice areas and Pull our service offerings up the value chain.)
- Expertise to create and manage account or portfolio growth projections based off experience, vertical industry knowledge, internal people and operations knowledge, marketplace knowledge, and account specific knowledge.
- Interface with customers, building relationships with Executive Sponsors and key decision makers.
- Consistently driving business partnerships to saturate and retain accounts.
- Strong business acumen and skill level including sales (new and expansions), RFXs, presentations, contracts, negotiations, internal and external QBRs, communications, technology, reporting, and leading by influence.
- Facilitate effective partnership between Actalent Service pillars (BD, Solutions, Delivery, Finance and TA) to maximize the opportunities.
- Report on effectiveness and outcomes of the account plan by performing root cause analysis when there is a gap between performance and potential and/or goal, evolving the account strategy as necessary and communicating the account status.
- Provide subject matter expertise in vertical industry to target and win new business in the assigned account(s) as well as possibly supporting other similar account expansion.
- Partner with Actalent Control, including SS&O BD, Divisional Operations, and local market offices, by providing analysis to ensure appropriate targets are defined to sustain the growth and health of respective vertical
- Enlist Corporate functions (Legal, Marketing, Finance, Professional Development, Human Resources, etc.) to ensure appropriate functioning in large account set-up including contractual requirements, processes, systems, regulatory requirements, etc.
- Build and maintain strong alliance with Delivery Operations to address and provide feedback and solutions to all challenges that are presented internally or via the client’s portfolio and create strategies and tasks for continuous business process improvement.
- Demonstrate core leadership skills including relationship building, organizational agility, command skills and institutional stretch assignments.
Additional Skills & Qualifications:Minimum Education/Abilities/Skills:
- Project Management Consulting experience preferred.
- Minimum 10 years of Business Development experience in one or more of the following industries: Oil & Gas, Utilities, Manufacturing. Heavy Industrial, and/or Architecture & Construction.
- Minimum 5 years of Services business development experience with direct involvement in initiating, cultivating, and managing large customer accounts aligned to the industries listed above.
- Proven industry expertise with established key account and customer relationship capital.
- Proven success developing and solutioning Project Management outsourcing/consulting engagements including:
- Full Project Lifecycle Management
- Project Planning & Controls
- Project Quality & Safety
- Construction & Field Management
- Outage & Turnaround Support
- Architectural Modeling & Documentation
- Procurement & Supply Chain
- Experience driving revenue within EPC model (Engineering, Procurement, Construction) and Project Management (Project Controls/Owner’s Representation/Scheduling).
- Bachelor’s degree required.
- Excellent communication skills with ability to present to executive stakeholders and all levels of internal and external organizations.
- Experience and knowledge of engineering, utility, energy areas required.
- Ability to utilize sales/CRM systems with strong documentation and organizational skills. Prior experience utilizing Salesforce preferred.
- Proven ability to effectively align customer goals with company solution offerings.
- Ability to travel US to customer meetings as required, up to 50%.
- Proficient with the Microsoft Office suite.
Experience Level:Expert LevelREFCR2023About ActalentActalent is a global leader in engineering and sciences services and talent solutions. We help visionary companies advance their engineering and science initiatives through access to specialized experts who drive scale, innovation and speed to market. With a network of almost 30,000 consultants and more than 4,500 clients across the U.S., Canada, Asia and Europe, Actalent serves many of the Fortune 500.Diversity, Equity & InclusionAt Actalent, diversity and inclusion are a bridge towards the equity and success of our people. DE&I are embedded into our culture through:
- Hiring diverse talent
- Maintaining an inclusive environment through persistent self-reflection
- Building a culture of care, engagement, and recognition with clear outcomes
- Ensuring growth opportunities for our people
The company is an equal opportunity employer and will consider all applications without regard to race, sex, age, color, religion, national origin, veteran status, disability, sexual orientation, gender identity, genetic information or any characteristic protected by law.If you would like to request a reasonable accommodation, such as the modification or adjustment of the job application process or interviewing process due to a disability, please email for other accommodation options.
Expected salary:
Location: Wisconsin Rapids, WI
Job date: Sun, 13 Oct 2024 06:13:03 GMT
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