Position Summary

The Business Development Manager is responsible for identifying, qualifying, and pursuing prospective contracts for data center projects in the United States. Develops strategies for targeted prospects and directs preparation of proposals and presentations to win new business opportunities in existing and new markets. Coordinates with Senior Management and functional departments in formulating strategy, leading proposal preparation, conducting negotiations with teaming partners, if applicable, and customers, in alignment with approved business objectives. Establishes and maintains customer relationships and strategic teaming partner relationships.
  

Responsibilities (may include but not limited to)

• Leads EPC business development efforts for one or more prospects
• Stays current with data center market trends. Tracks the competition’s business development activities and strategies, including pricing trends and approaches
• Facilitates the internal prospect screening process for assigned prospects
• Structures deals in accordance with legal instructions, and facilitates the management approval process for assigned bids
• Directs departmental efforts and activities to maintain and improve relationships with customers and builds relations with prospective data center customers
• Supervises matrixed personnel supporting their assigned prospect including proposal managers, proposal specialists, proposal staff (e.g. assigned functional and project staff), coordinators, graphics/multimedia staff, administrative support, and consultants
• Directs and actively participates in positioning the business development/capture strategy for specific prospects in the data center market
• Builds and maintains personal relationships with appropriate middle and senior management/ executives in customer organizations and with strategic teaming partners
• Keeps informed of business relationships between Bechtel managers and key executives in customer and prospective customer organizations
• Conducts and may oversee the development of data center-market research; keeps informed of customers' present and future growth plans, new projects, and programmatic and technical requirements
• Develops, tracks, and manages proposal budgets; obtains required budget approvals
• Develops teaming and pricing strategies and leads proposal and pricing reviews with functional and senior managers
• Performs special assignments related to business development activities
• Follows-up on jobs won and lost to determine the reasons, lesson learned and why Bechtel was or was not selected

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Qualifications and Skills

Basic Qualifications

• Bachelor's Degree from an accredited University and 15+ years of related experience in Engineering or Construction; or 20 years of related experience in the Engineering and Construction business in lieu of degree 

Additional Qualifications

• Working knowledge of EPC procurement/ acquisition approaches
• Demonstrated ability to qualify and pursue strategic opportunities
• Knowledge in preparation of capture plans
• Thorough understanding of formal proposal preparation processes
• Demonstrated ability to plan and organize resources
• Strong oral and written communication skills
• Ability to travel as required
• Project experience in both field and home office roles
• Ability to learn and follow corporate policies and directives related to proposal and contract formulation
• Strong existing relationships within the data center industry with the hyperscaler and colocation communities
• Strong existing relationships within the data center contractor and supplier community