Job Description

PositionSummary: 

Responsible for the development of the business/sales relationship with potential clients, and to assist senior business development personnel and division leaders identify, understand, qualify, track, and prioritize pursuit opportunities. Assembles pursuit teams and works with the Operations and Pre- Construction teams in leading McCarthy’s pursuitprocess.

KeyResponsibilities: 

Prospecting to GenerateLeads 

·Researches and analyzes target market sectors to identify potential clients and partners. Utilizes databases (e.g., Vision) to record sales contacts and opportunities and to obtain and retainproject and company information for inclusion in marketing and proposalproducts. 

·Assists BD and Operational leaders to prepare for initial contact at various levels inpotential customerorganizations. 

·Continuously evaluates target market sectors in order to stay up to date on trends and be informedof opportunities prior to becoming public knowledge, and strategically position McCarthy for responding toRFQs/RFPs. 

·Assists with organization of trade shows and other client-related events, golf tournaments, etc., and actively participates inevents. 

Leveraging and Teaming withinMcCarthy 

·Collaborates with other groups within company to implement appropriate strategies toaddress business opportunities and overcomeobstacles. 

·Ensures that BD team is involved within appropriate opportunities at pivotal points and is awareof significantdevelopments. 

·Communicates regularly with the pursuit team to ensure that they are informed onsignificant developments and customerissues. 

Managing and Forecasting SalesPipeline 

·Assists with qualifying potential opportunities early in the sales cycle to ensure that opportunities are pursued in a timely way, across various stages of the sales cycle and that sales expectations aremet. 

·Updates lead/contact management system to trackprogress. 

·Reviews opportunities with manager to determine priority and decision onpursuit. 

Positioning andSelling 

·Establishes broad relationships within accounts and coordinatesinternal marketingactivities. 

·Works as a partner with manager relative to his/her assigned marketinitiatives 

·Prepares for each sales call, sets specific call objectives and allocates part of every sales callto understanding or clarifying the customers’ businesschallenges.

·Responds effectively to customer requests, resolves critical issues and meets all commitments ina timelymanner. 

·Recommends sales strategies for dealing with obstacles, customer objections orcompetitive situations. 

·Qualifies opportunities and prioritizes time based on understanding of McCarthy’sbusiness requirements.

Presenting the McCarthySolution 

• Assists in assembling and briefing the pursuit team to ensure that all client requirements are metand that McCarthy is positioned as well as possible forsuccess. 
• Provides direct assistance on the development of RFQ and RFP responses and presentations, working closely with the BD, Operations and Pre-Construction teams to refine non-technicalelements ofproposal. 
• Develops sufficient technical and business knowledge to demonstrate knowledgeinternally. 

Qualifications: 

• BA/BS degree and 3-5 years of experience within the constructionindustry. 
• Specific experience in commercial construction industry within our core market sectors aplus. 
• Willing to learn and understand McCarthy’s market sectors anddifferentiators.
• Track record of success in pastroles. 
• Developing business acumen (financially andoperationally). 
• Clear understanding of primary industry deliverymodels. 
• Proactive and execution-oriented in his/her approach to businessdevelopment. 
• Quick study of business development process (identification, qualification, capture and bidactivities). 
• Demonstrated collaborative team leadership and team buildingcharacteristics. 
• Ability to influence up to senior levels in organizations (peers, customers, partners and withinand outside of thecompany). 
• Excellent communication skills – is a goodlistener.

McCarthy is proud to be an equal opportunity and affirmative action employer regardless of race, color, gender, age, sexual orientation, gender identity, religious beliefs, marital status, genetic information, national origin, disability or protected veteran status.

For California locations only, the salary range for this position is: $140,000-$165,000, depending on location. This does not include possible bonus and other benefits which can impact total compensation. Compensation offered may vary based on work location, experience, qualifications, specialty, training, and market and business considerations, among other factors.  

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