JOB DESCRIPTION SUMMARY: The Pre-Construction & Business Development Manager is responsible for developing new business opportunities and managing relationships with clients, project managers, developers and architects. Our client-base will rely on you directly for timely and accurate budget estimates created through a combination of framing experience and up-to-date pricing knowledge. The ability to produce reasonably accurate order of magnitude pricing for clients is essential to the values the company provides. Responsible for working with the pre-construction team reviewing estimates, design and the purchases of building materials. Must provide the ability to assist where necessary to maximize efficiency and the accuracy of all bids. Working knowledge of the construction industry and the associated costs is required to effectively perform the job. This position will be asked to perform certain tasks outside the normal scope of operations.
ORGANIZATIONAL STRUCTURE: The Pre-Construction & Business Development Manager reports directly to the Chief Financial Officer of JFR Holding’s, seeking advice as necessary from the Advisor of Bruce L. Jones Contractor Company. All field, pre-construction, operations, business development and office managers including the Head Estimator, Head Wall Panel Designer and Procurement positions report directly to this position. The Pre-Construction & Business Development Manager works closely with peers on the JFR Holding’s management teams to help meet the strategic goals of the company.
SKILLS, EXPERIENCE AND EDUCATIONAL/TRAINING QUALIFICATIONS:
· Required Qualifications –A minimum of ten years of experience in business development and/or estimating in the construction industry. Blueprint reading skills. Outstanding presentation and relationship building skills with clients, architects and developers. Time management skills; problem solving skills; critical thinking skills; organizational skills; English language skills; advanced computer skills, including the ability to operate within MS Office, CRM and other relevant programs currently being used within the company; professional writing skills; and reading skills. Must be legally allowed to work in the United States. A High School Diploma or equivalent.
· Preferred Qualifications – An Associate or Bachelor’s degree in a relevant discipline from an accredited college or university.
WORK ENVIRONMENT:
· The working conditions vary from an office with standard office equipment such as computers, phones, photocopiers and a controlled temperature to traveling to a construction job site, which would be outside and involve noise from heavy machinery.
· The physical requirements demand a majority of the time will be spent in an office environment. The individual will utilize normal body movements of twisting, bending, walking, reaching and using hands and arms in completing production work and associated tasks. There are times when this position may be required to lift up to 25 pounds. There are times when this position will be on construction sites with variable weather and noise. This position will be required to walk the site of a construction project where the terrain may be uneven.
· Travel to job sites may be necessary occasionally. Additional travel, possibly overnight, for training and business development as required. Personal transportation may be required.
STRATEGIC RESPONSIBILITIES:
· Client Management – Consult with clients, developers and architects to help formulate estimates and resolve issues. Provide sales support by following up with projects that have been bid and enter sales projection data as necessary. Track progress of projects. Working knowledge of all potential job requirements and expectations is necessary. Must show the ability to participate in the development and maintenance of programs to meet this strategic responsibility.
· Increase Market Share – Identify and develop relationships with industry professionals to generate new business opportunities. Create and expand BJC footprint and build positive top of mind awareness. Attend industry events and other meetings to stay abreast of market conditions, competition, and establish relationships with existing clients and prospects. Provide ongoing progress updates on new business activities and other key indicators to the BJC and JFR Holdings management teams.
· Production Efficiency – Must maximize the efficiency and knowledge of the estimating, design and procurement functions of the business and meet key performance indicators (KPI) per the company strategic plan. Utilize the company pricing sheet. Goals are to be set and met on a daily schedule. Must show the ability to participate in the development and maintenance of procedures and initiatives to meet this strategic responsibility.
· Organizational Development – Day-to-day coaching is essential. Participation in the annual coaching process for estimating, design and building procurement personnel. As a manager of the company, it is required to act in a prudent and ethical manner at all times.
· Effective Planning – Using outstanding presentation and relationship building skills, must be able to consistently communicate in a timely manner with potential and existing clients. Must demonstrate the ability to effectively schedule time to discuss current and upcoming projects with peers in plant/field operations, pre-construction and higher management. Participation in strategic, operational and tactical management of the business operations is required as necessary.
TACTICAL RESPONSIBILITIES
· Time Management – Must be able to manage time effectively, completing the tasks within each sales gate process efficiently, and perform administrative duties. Must delegate tasks efficiently in the areas of pre-construction and business development. Coordinate and assist in the proposal process with project management teams. Participate in relevant association activities including local ABC chapters.
· Business Knowledge – Detailed understanding of construction design and estimating is necessary. Must understand the relationships of sales pipelines, lead conversions and close rate to the overall sales goals of the company. Implicit knowledge of profit is necessary.
· Organization Development – Day-to-day coaching is essential. Participate in the annual coaching process for management personnel. Help develop and train sub-contracting crews as business demands. As a manager of the company, you are required to act in a prudent and ethical manner at all times.
· Effective Communication – There are two areas of communication critical to the success of a manager. The first area is effectively communicating with the individuals working under direct report. This is necessary in the development of a highly efficient workforce. Using the tools provided for coaching, discipline, training and key performance indicators (KPI) is essential. The second area is effectively communicating with peers and higher management. Participation and facilitation of the Level 30, 20 and Level 10 meeting every week is required. Must also be able to effectively communicate, using all appropriate methods, with potential and existing clients in a timely manner.
MEASURES OF PERFORMANCE:
As a manager of the company, performance will be measured by the following metrics
Gross Profit %;
· Cost of Goods Sold (Materials) %;
· Meet Sales Pipeline and Close Rate (%) Goals Through Strategic Bid Prospecting;
· Meet Budgeted Goals for New Revenue Generated from Bid Prospecting Activities;
SPECIFIC ROLES & RESPONSIBILITIES:
· Participate in in Association Activities Including the National Framer’s Council and ABC Chapters.
· Consult with clients, architects, sub-contractors and materials suppliers when necessary to help formulate estimates, reduce costs and resolve issues.
· Attend job site meetings with engineers, architects and trades.
· You participate in review process for any outgoing bids to assigned clients.
· Present project budgets to clients, designers and operations teams.
· Facilitate Level 20 and 10 meetings weekly. Participate in the Weekly Level 30 Meeting and strategic planning as required.
· Conduct an annual review with employees and periodic coaching as required.
Job Type: Full-time
Benefits:
- 401(k)
- Dental insurance
- Disability insurance
- Health insurance
- Life insurance
- Paid time off
- Vision insurance
Schedule:
Supplemental pay types:
Travel requirement:
Work Location: On the road