Business Development

DPR Construction     Construction     General Contracting     NC-Charlotte     June 18, 2020

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DPR Construction

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We're a national technical builder specializing in complex, sustainable projects that utilize our in-house expertise and passion for measurable results.

Position Overview

Charlotte, NC

DPR Construction is seeking an individual for Business Development with at least 5 years of commercial construction industry. The successful applicant will possess the following skills.

Market Analysis

  • Share Core Market opportunities, trends and best practices
  • Identify Target Customers
  • Identify Key Consultants/Trade Partners
  • Competitor SWOT analysis and insights 
  • Develop Doer/Sellers in Core Markets
  • Establish Sales Goals
  • Track/Report/Recalibrate Business Development Goals
  • Establish & Track BD Budget
  • Select Customer Appreciation Opportunities (Sports Tix, etc.)
  • Participate in Weekly Business Development Meetings
  • Share Info with Other Regions for National Customers
  • Target National/Local Events for attendance & sponsorship
  • Client Events at DPR offices – Marketing, getting the right who’s, follow-up 
  • Engage and lead the Regional Core Market Group

Customer Development

  • Customer Capture Tools
  • Decision Makers & Influencers & Current Events             
  • ‘Zipper’ with Target Customers
  • Analyze Red Zone Characteristics
  • GM Analysis (Customer History)
  • Shed Bad Customers
  • Customer Info in Pipeline
  • Customer Satisfaction Surveys
  • Marketing Strategy for new clients
  • Connections with other offices

Positioning

  • Customer Data Mining
  • Differentiators Worksheet (Customer Specific)
  • Opportunities to Win Without Competition or Influence the RFP
  • Target Customer Events (Instructional Opportunities & Fun Events)

Pre-Selling

  • Go/No Go Analysis of Pursuits
  • Challenger Sale Strategies
  • Commercial Insight 
  • Consensus Sales
  • Drive Project Capture Tool Discussion
  • Identify DPR Pursuit Team Early RFP & Interview
  • Identify Proposal Lead
  • Differentiators Worksheet (Project Specific)
  • Develop Proposal Theme (using CCT and PCT)
  • GM Calculator (Project Specific)
  • Provide content and proof Proposal Content
  • Interview Prep
  • Post GM Calculator, Differentiators Worksheet, Proposal Response and Interview Presentations in Pipeline
  • Quality control of all marketing pieces that go out 

Negotiating & Closing

  • Interview Follow Up – Questions left unanswered, additional insights
  • Identify Concession Strategy

Post-Pursuit

  • Post Mortem Reasons for Win or Loss
  • Customer Follow Up for Team Performance
  • Update Pipeline (Team, Description, Budget, Post Mortem, etc.)
  • Schedule CSS Reviews
  • Help Identify Newsworthy Stories on projects
  • Visit jobsites

Profile/ Candidate Characteristics

  • DPR Culture fit
  • Passion around our Core Markets
  • Great Communication and Interpersonal Skills 
  • Strategic Thinker
  • Responsive
  • Team Player
  • Collaborative
  • Positive reputation within industry
  • Core Market knowledge
  • Existing network
  • External ambassador at industry events 
  • Proven history of success

We are looking for a flexible, detail-oriented team player with the ability to manage multiple tasks, produce quality work, and consistently meet deadlines. The successful candidate will possess:

  • Excellent listening skills and have strong communication skills.
  • Ability to identify and resolve complex issues.
  • Proficient computer skills in Microsoft Office Suite.
  • Positive reputation within industry.
  • Core Market knowledge.
  • Existing network.
  • External ambassador at industry events.
  • Proven history of success.
  • 3+ years of experience within the Construction and/or Insurance Industry.
  • A strong work ethic and a “can-do” attitude.
  • This position is salaried.
Construction-General Contracting  

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