Business Development Lead - Transportation at Patrick Engineering Inc in Houston, Texas

Job Description:

RINA is currently recruiting for a Business Development Lead - Transportation to join its office in Houston. TX within the North America Enginering Commercial Management Division.

Mission

The Business Development Lead's primary focus of this role will be to lead the development and execution of strategic business initiatives to identify, position, and secure infrastructure and transit related engineering work in Texas. Successful candidates will have strong, professional relationships with public clients in the Texas transportation market.

This individual contributor will be responsible for monitoring and achieving annual sales metrics for both dollars and targeted clients consistent with RINA's overall long-range growth objectives.

The BD Lead will contribute strategic local knowledge, deliver support on market assessments, and ensure market trends are captured and translated into action plans and client account planning. For clients with sustainable, recurring work (Texas Department of Transportation, Texas State and Regional Toll Authorities, Texas Transit Agencies, and Texas counties and municipalities), the goal is to establish consistent teams to service those clients, and better leverage relationships and intimate knowledge of the client's organization, culture, needs, and other key items.

Key Accountabilities

• Schedule and complete client development activities (sales process) to generate new identified project opportunities and move those projects between the stages in the BD process:
• Consult with internal and external resources to evaluate client requirements and develop a comprehensive project proposal to ensure client satisfaction and completion of customer projects.
• Steer presentation development; work with Subject Matter Expert(s), Marketing, and the Business unit (BU) leadership team on content development. Provide recommendations regarding improving proposal and presentation materials for winning of new business opportunities.
• Evaluate project RFQ opportunities for alignment with BU and company strategy, coordinate pursuit activities with Marketing, and assist the BU in preparing Statement of Interest (SOI) responses.
• Create and update client account plans that include activities to drive growth and demonstrate client advocacy and leadership on assigned accounts (i.e., pursuit & shaping, market trends, research client capital plans, track opportunities, understand client priorities, etc.)
• Utilize personal network of industry professionals including clients, teaming partners, and subject matter experts to augment Patrick's current network and provide additional source of industry knowledge, talent, and opportunity identification.
• Maintain relevant data in CRM as the repository for all clients, opportunities, and client interactions.
• Meet or exceed net sales targets (booked work under contract) established during various business planning efforts throughout the year.
• Participate in professional events (conferences, presentations, etc.) that support the development of activities to generate new identified projects and move those opportunities between stages in the BD process.
• Other duties as assigned.

Qualifications

• Bachelor's degree (discipline in Business, Marketing, Engineering, or other closely related field of study) or 5 years of related work experience in lieu of degree
• 15+ years of experience in the Texas Transportation or related market with established understanding of the local procurement process.
• Experience developing client account plans that include key stakeholders and value propositions that match client challenges.
• Demonstrated experience participating in client development activities to support new and existing client sales.
• Familiarity with writing business proposals.
• Understanding of the competitive landscape and market trends relevant to segment.
• Professional presentation skills.
• Strong oral and written communication skills needed to communicate with all levels of the organization and external contacts.
• Proficiency utilizing customer relationship management (CRM) software and Microsoft Office applications.

ADDITIONAL QUALIFICATIONS

• Valid driver's license
• Ability to travel (i.e. client sites). The percentage of travel will vary based upon business need and conference/event locations.

Competencies

• PROMOTE SUSTAINABLE DEVELOPMENT - Promote commitment by keeping promises as a Role Model


• PIONEER CHANGE - Actively embrace change and benefit from the new circumstances


• BUILD NETWORK - Forge trust relationships, across departments, and outside the organization


• MAKE EFFECTIVE DECISIONS - Structure activities according to priorities, actions, resources and constraint


• ADDRESS THE WAY - Have a big picture of different situations and reinterpret it in a perspective way


• THINK FORWARD - Capitalise on experiences and translate them into action plans for the future


• EARN TRUST - Take everyone's opinion into account and remain open to diversity

With over 5,600 employees and 200 offices in 70 countries worldwide, RINA is a multinational player which provides certification, marine classification, product testing, site supervision and vendor inspection, training and engineering consultancy services across a wide range of sectors. Our business model covers the full process of project development, from concept to completion. The aim is to guarantee a project's technical, environmental and safety - and sometimes also economic and financial - sustainability.

At RINA, we endeavor to create a work environment where every single person is valued and encouraged to develop new ideas. We provide equal employment opportunities and are committed to creating a workplace where everyone feels respected and safe from discrimination or harassment of any kind. It is the policy of RINA to provide equal employment opportunity to all individuals regardless of their race, color, religion, sex (including pregnancy) national origin, age, disabilities, marital status, sexual orientation, genetics, military status, disabled veterans, recently separated veterans, other protected veterans (veterans who served during a war or in a campaign or expedition for which a badge has been authorized), and Armed Forces service medal veteran, or any other characteristic protected by state or federal law. We are strongly committed to this policy and believe in the concept and spirit of the law.

RINA does not accept unsolicited resumes from search firms or agencies. Any resume submitted to any employee of RINA without a prior written search agreement will be considered unsolicited and the property of RINA. Please, no phone calls or emails.