Commissioning (Cx) Business Development Principal

A leading comprehensive engineering design and consulting firm, SSR provides innovative solutions for clients with facility and infrastructure challenges. To achieve client needs, SSR has multiple locations across the US. Working with a diverse group of individuals in a variety of markets, our team of experts partner with our clients to deliver advanced solutions that last.

SSR is committed to providing opportunities and benefits to colleagues that promote living fully. Through various competitive benefits and programs available, SSR supports the health, well-being, and personal growth of its employees. SSR offers benefit options including medical, dental, and vision coverage, a generous contribution to employee-owned Health Savings Account, 401(k) with matching up to the full IRS maximum, tuition reimbursement, and a variety of other employee incentives and wellness programs. SSR is a 2019 A/E/C Building a Better World Award Winner which recognizes our commitment to community outreach and improvement.

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DESCRIPTION:

Business Development Principal is responsible for developing new opportunities for growth in the Program, establishing new relationships with potential clients, and maintaining existing client relationships. Acquires work by seeking out new clients as well as consistently demonstrating an ability to assist maintaining existing clients as a technical expert. This role also assists the performance of commissioning projects through successful integration of the project teams with the clients by working to address client needs and expectations. This role may hold a portion or all of the responsibility for the overall relationship with identified clients. This role is also involved in the industry and community, providing a presence for the organization by membership in various organizations. The majority of time will be devoted to developing and maintaining business relationships with clients.

ESSENTIAL FUNCTIONS:

• Manages and maintains ongoing client relationships for the Cx Program in assigned territory
• Develops specific and detailed background research on target markets, projects, and potential clients to determine whether to pursue or decline solicitations
• Composes, edits, and produces technical writing for proposals
• Develops fee estimates and labor budgets
• Participates in client meetings, marketing planning, and presentation planning, as needed
• Develops and pursues new project opportunities in assigned territory
• Interacts with potential clients by describing services and coordinating proposals and contracts
• Provides feedback to the Program Director regarding business strategy in assigned territory
• Provides input for business development strategies to enhance the Program and firm image, develops technical information required for pursuit of business opportunities, and directs the development of responses to solicitations for services
• Manages sales and creates input for IMED information platform
• Represents the firm to clients and other outside groups where the technical reputation and/or professional image of the firm are of importance
• Maintains personal service relationships with major long-term clients
• Develops national accounts and negotiates blanket agreements with targeted national clients
• Attracts potential customers through various means of communication to pursue bids, obtains referrals, and promotes all of the services SSR provides
• Educates potential clients about the services offered by SSR through presentations and workshops
• Coordinates with the marketing department in the development and production of proposals
• Reviews and evaluates contracts to provide suggestions and identify any errors
• Sends proposals to clients and negotiates contracts that specify scope of services for each project
• Ensures the effective delivery of project details and requirements to Cx team members by briefing the project manager and attending the initial project meeting
• Processes sales for commissioning contracts
• Entertains potential and existing clients (e.g., golf, lunches, sporting events)
• Maintains communication with clients and reviews project reports/plans to ensure clients are satisfied throughout the project and the contract is being fulfilled
• Searches for potential projects and pursues projects desirable to the Program
• Assists in the performance of Cx and CCx contracts by attending project meetings and reviewing site visit reports
• Attends trade shows and conventions to enhance the image of SSR, market services, and create new relationships
• Registers the Cx Program on city, state, school, and general contractor bid lists to obtain projects
• Tracks where the Cx Program is registered as a vendor and has active or past projects
• Coordinates with Cx team members to provide professional development opportunities and training for industry professionals and potential clients based on their areas of expertise
• Collaborates with other SSR Programs to cross sell all services, integrate services, answer questions, and / or provide additional solutions
• Actively participates in professional organizations where the technical reputation and image of the firm may be enhanced
• Engages in self-education and training to keep up with current industry trends and changes

KNOWLEDGE, SKILL, AND ABILITY REQUIREMENTS:

KNOWLEDGE

• Knowledge of Microsoft Office (i.e., Word, Excel, PowerPoint, and Outlook) software
• Knowledge of construction related contract language
• Knowledge of construction project delivery hierarchy
• Knowledge of mechanical and electrical systems
• Knowledge of project proposal and business letter formats
• Knowledge of the development of SSR work products and execution of processes
• Knowledge of standard and high-performance construction techniques
• Thorough knowledge of marketing and sales techniques

SKILLS AND ABILITIES

• Comprehension - ability to understand information, ideas, and direction presented in writing and/or verbally communicated
• Written Communication Skills - ability to clearly deliver a message through written words using correct grammar, spelling, and punctuation
• Speech Clarity - ability to speak clearly and in a common language so that others can understand you
• Detail-Oriented - ability to achieve accuracy and thoroughness when accomplishing a task; pays attention to details and is able to understand the cause of a certain outcome
• Judgement and Decision-Making Skills - ability to make reasoned judgments that are logical and well thought out; constructively questioning and analyzing information in order to make the best conclusion
• Persuasion - ability to help others understand one's point of view
• Problem Sensitivity - ability to tell when something is wrong or is likely to go wrong
• Sales - ability to confidently and persistently market the services and products that the organization provides; can effectively influence potential clients and negotiate costs
• Technical Writing Skills - skilled in the area of summarizing or explaining technical information in a clear, concise, and accurate way, communicating the point intended
• Customer Focus - dedicated to meeting expectations and requirements of internal and external customers; acts with customers in mind and establishes relationships gaining their trust and respect
• Presentation Skills - effective in a variety of presentation settings both inside and outside the organization; commands attention and can manage group processes- during the presentation; can change tactics midstream when something isn't working
• Negotiation - ability to forge an agreement between two parties which is mutually acceptable, especially where there are differing views; able to effectively determine when to compromise or when to stand one's ground

MINIMUM QUALIFICATIONS:

• Bachelor's or Master's degree in Engineering or related discipline
• Fifteen years of relevant experience
• CxA Certification, CEM Certification, and additional applicable certifications preferred

PHYSICAL DEMANDS: (The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)

• Frequently use a computer for several hours at a time
• Travel by car and plane in order to visit job sites and attend meetings, conferences, and events
• Requires the ability to transport trade show materials weighing up to 30 pounds

WORK ENVIRONMENT: (The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.)

• Indoors in a normal office environment with some exposure to excessive noise, darkness/poor lighting, fumes, or dust
• May travel to and navigate construction sites, some of which may be at high altitudes or small spaces with dirt or dust particles
• Occasional overnight travel (about 20% of the time) to attend conferences, meetings, and marketing opportunities
• Occasional construction jobsite visits