Business Development Director

Middough Inc. - 'TOP WORKPLACES' Award Winner!

Business Development Director - Position and Responsibilities

The Business Development Director (BDD) leads the development of business strategies and opportunities primarily in the Chemical Industry (could also include Metals, Power, Oil & Gas and Manufacturing industries based on experience).

Candidates not local to the Cleveland, Ohio area might be considered based on residence location and experience. This role requires hands on business development planning and coordination, executive collaboration, and establishing professional relationships with existing and new clients.

The BDD is responsible for targeting, developing, creating, and maintaining new clients through strategic initiatives that result in project proposals, major project and program commitments, and long-term consulting business relationships.

The BDD will research client long-range capital expenditure budgets and the corresponding need for project solutions including concept and preliminary studies, engineering, procurement, construction management (EPCM), consulting and program and project management services.

The BDD will need to understand Company capabilities and applies this knowledge to establish specific client strategies to identify, develop and expand the Company’s client base in the Chemical (and other) Industries.

The BDD will collaborate with colleagues across the organization to lead and manage business development company wide. Business development for an industry is a horizontal activity involving multiple offices.

Responsibilities also include, but are not limited to, the following :

• Develop and implement formal companywide strategic business development plans (Client Account Plans, CAPS), business objectives and relationship activities within the Chemical (and other) Industries.
• Establish and maintain current and prospective client relationships to build a continuous pipeline of on-going projects.
• Develop companywide annual portfolio strategies, budgets and forecasts specific to revenue generation in the Chemical (and other) Industries.
• Initiate direct contact with leads, prospects, prospective clients, influencers, and coordinate the activities of others necessary for leading a well-organized Company approach including the development of pertinent materials and information required to complete business development activities.
• Collaborate on the development of client presentations, statements of qualification (SOQs) and proposals with senior management, operations, and the project teams.
• Develop win strategies for specific client opportunities based on focused and targeted plans for qualified bids and proposals.
• Conduct financial and contract reviews of prospective projects and proposals to ensure adherence to financial and risk objectives.
• Oversee and collaborate on contract negotiations.
• Manage and track all target client business development correspondence and information including contacts, communication, and results.
• Participate in client entertainment activities (when applicable).
• Promote the Company profile by participating in relevant industry associations, conferences, and other forums.
• Identify and assist in the development of strategic collaborations with firms offering complementary services to target market segments and / or clients.

Education, Experience and Skills

The successful candidate will possess the following :

• Bachelor of Science degree in Engineering, Architecture, and / or Business; graduate degree preferred.
• 20 years of business development experience selling projects within consulting engineering and project management organizations.
• Extensive experience with executive relationship business development in the Chemical (and other) Industries pursuing major programs and projects.
• Extensive experience in and understanding of engineering, architecture, and construction management project services.
• Has well-established network of contacts within the Chemical (and other) Industries.
• Extensive experience in performing complex assignments using ingenuity and independent decision making to resolve problems.
• Professional abilities in communication, presentation, and organization skills across all levels within the organization and with clients.
• Establish and maintain relationships with clients at all levels demonstrating professionalism, trust, integrity, and collaboration.
• Advanced skills with Microsoft Office products.
• Excellent analytical, problem-solving, and attention to detail abilities.
• Excellent interpersonal and communication skills.

Physical Requirements

The characteristics described below are representative of those encountered while performing the essential functions of this position.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing duties of this position, the successful candidate will :

• Remain in a stationary position, often standing or sitting for prolonged periods.
• Frequently walk, reach with hands and arms, climb stairs, balance, stoop or kneel, twist or bend, use repeating motions that may include the wrists / hands / fingers and talk and hear.
• Frequently use up-close vision, distance vision, depth perceptions, and the ability to adjust focus.
• Should not expect adverse environmental conditions within company offices.
• May be exposed to adverse environmental conditions (such as climbing ladders and / or stairs, extreme heat and / or cold, and / or poor air quality) if or when on-site at a client facility.

Noise levels may be moderate to high at various client sites, hearing protection may be required and / or provided. Safety protections to be provided by the client and / or company and are required to be used and followed.

• May require frequent car or air travel to other company locations or client sites including overnight travel.
• This position requires the candidate / employee to possess and maintain a valid driver's license in their state of residence.

We are an equal opportunity employer and value diversity at our company. We provide equal employment opportunities to all employees and applicants for employment and prohibit discrimination and harassment of any type without regard to race, color, religion, sex, gender identity, sexual orientation, pregnancy, status as a parent, national origin, age, disability (physical or mental), family medical history or genetic information, political affiliation, military service, or other non-merit based factors or any other protected characteristic under protected by federal, state, or local laws.

Middough does not support sponsorship for any applicant that requires an employment visa (i.e., H-1B) to work lawfully in the US.