Title / Business Development Representative (Manager) – Pipeline
Department(s) / Business Development
Reports to / VP of Business Development

Job summary

The Business Development Representative (Manager) – Pipeline will promote and sell the organization's products and services within an assigned geographic area, product range, or list of customer accounts to achieve significant sales targets. Pursue sales leads; visit existing and new customers who may be of strategic importance to the organization; assess customer needs and suggest appropriate products and services; respond to more complex customer enquiries. Identify, research, and contact prospective customers and build positive relationships to generate future sales and repeat business. Refer sales leads, customer feedback, and information on competitor activity to appropriate contacts within the organization so they can respond to changing market conditions and customer demands. Develop long-term sales plans for key customers and monitor and adapt sales activities so these objectives are met. Establish annual, quarterly, monthly, or weekly sales plans and prioritize and schedule own activities so these targets are met.

Summary of essential job functions

  • Ensure that appropriate sales goals are developed and achieved.
  • Execute strategic marketing plans.
  • Maintain productive, profitable and friendly business relationships with clients, and potential clients.
  • Entertain clients as required (i.e. golf, hockey, lunch, Calgary Stampede, etc.)
  • Meet regularly with clients to understand their upcoming projects and drivers.
  • Prepare and present lunch and learns and other presentations.
  • Grow market share.
  • Grow existing client spend.
  • Gather market intelligence and create client strategic plan.
  • Develop client acquisition strategy.
  • Identify new client prospects.
  • Network effectively in efforts to acquire new clients.
  • Acquire new clients.
  • Participate in industry trade shows.
  • Respond to client requests.
  • Manage full sales cycles.
  • Generate RFI, EOI, and RFQ/RFP’s.
  • Build strong relationships with internal operations teams.
  • Be a positive partner with other Business Development team members.
  • Maintain the CRM to ensure current, accurate and detailed information regarding client records and information.
  • Assess operational issues in regards to competitiveness, staying current in terms of current trends and innovations.
  • Stay up to date with external and internal developments in the environment for identifying new market segments.
  • Maintain and develop knowledge of products, guidelines and regulations.
  • Participate in estimating functions to ensure Operations understands the project scope and expectations.
  • Perform other duties as required.

Minimum requirements

  • University Degree or College Diploma in a related field or relevant experience.
  • Minimum 10 years’ experience in a Business Development role selling civil earthworks, pipeline construction, mechanical construction, and piling services.
  • Must have a good Rolodex of current contacts in engineering, SCM, and construction management.
  • Ability to work within a team effectively.
  • Ability to develop and maintain strong working relationships both internally and externally.
  • Commitment to providing excellent customer service.
  • Understanding of financial reports including budgetary guidelines and project expenditures.
  • Possess the following personal qualities: integrity, creativity, high standards, professionalism, commitment, ethical values, positivity, and achievement oriented.
  • Excellent organizational, strategic, planning and implementing skills.
  • Ability to process vague, abstract verbal and written instructions.
  • Excellent writing and verbal communication skills.
  • Able to meet deadlines under stress and interruptions.
  • Confident with decision making in regards to determining project guidelines, purpose, following through and completion.
  • Effective attention to detail and a high degree of accuracy.
  • High level of integrity, confidentially, and accountability.
  • Sound analytical thinking, planning, prioritization, and execution skills.
  • Ability to respond appropriately in pressure situations with a calm and steady demeanor.
  • A well-defined sense of diplomacy, including solid negotiation, conflict resolution, and people management skills.
  • Computer literacy, including effective working skills of MS Word, Excel, PowerPoint, Adobe products and e-mail required.

Abilities required

  • Must be able to travel.
  • Ability to attend and conduct presentations.
  • Manual dexterity required to use desktop computer and peripherals.
  • Overtime as required.

Disclaimer

The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.

Additional information

HR use only
Job code
Generic title
Pay grade
Management? (Yes/No)
Employee or Contractor
Last revised / 11/7/2018