Industrial Business Development Manager

What is the Opportunity?

From fabrication and modularization to new builds, turnaround and maintenance, Aecon Industrial leads the way in industrial construction and water infrastructure, providing clients in Canada and the U.S. with vertically integrated solutions and exceptional self-perform work.

We are seeking a seasoned business professional to lead Business Development growth activities for Aecon Industrial in Eastern Canada. As a strategic lead, you will play a pivotal role in driving the growth of the business with a key focus on driving opportunities with new clients in the mining, oil and gas, petrochemical, and industrial manufacturing markets. This role is responsible for identifying and securing new business opportunities, fostering and maintaining strong client relationships, and driving revenue growth in a fast-paced, evolving environment.

Please note this role involves frequent travel across Canada, and some travel to the United States. The primary office location for this role will be based in either Etobicoke or Cambridge, ON.

What You’ll Do Here:

• Collaborate to develop objectives and strategies in support of overall divisional business development goals in the target market segments, assisting in the development and implementation of the Business Unit strategic planning and business plan.
• Perform market research in areas such as market size, growth potential, and market shares.
• Investigate and assist in development of new product or services.
• Prepare and execute business development action plans for target markets/clients.
• Monitor sales activity and market conditions and adjust the business development strategy as appropriate.
• Analyze and filter the potential opportunities for the best fit with divisional goals.
• Prepare a look forward plan and share with estimating group for resource planning.
• Preparation and submittal of pre-qualification and Expressions of Interest documentation.
• Establish a strategy for success on all proposals and participate in the preparation of the proposal and follow up with clients.
• Negotiate with or assist in negotiations with the clients.
• Provide advice, liaison, planning, etc. to the prospective and current clients.
• Establish and maintain effective contact with clients, including post award contact. Identify new work leads and manage lead follow-up.
• Keep pursuit lists current in the company’s CRM platform.
• Collect the execution performance feedback from customers for continuous improvement initiatives.
• Track and communicate what our top competitors are doing.
• Risk analysis, including review of Terms and Conditions, pre-bid recommendation forms, PRC and chairing or attending pre-bid and bid closing meetings.
• Working closely with the “Closer “, advise on final pricing and execution strategy.
• Prepare/advise on annual revenue targets and budgets and update as required.
• Marketing activities as needed to support strategic initiatives.

What You Bring to the Team:

• Business Development and relationship building skills.
• Knowledge of Aecon and its divisions, their capabilities and market interests.
• Technical background: industry experience (heavy industrial, mining, O&G, petrochemical).
• Strong negotiation skills.
• Ability to report data and analyze data for relevant trends.
• Well organized, energetic and able to work well under pressure.
• Ability to work independently and take discretionary initiative.
• Excellent communication and presentation skills.
• General computer proficiency, especially PowerPoint, spreadsheets and word processing.
• Commercial knowledge – solid understanding of the risks in contract terms.
• Can maneuver through complex political situations effectively being sensitive to how people, organizations, and cultures function.
• Cross-cultural agility – awareness of and value for diverse Aboriginal culture and history.
• Ability to speak and write clearly and succinctly in a variety of communication settings and styles; can get messages across that have the desired effect; is effective both inside and outside the organization, on both cool data and hot and controversial topics.
• A self-starter; capable of working both independently and in a team environment, sometimes with little direction.
• Work collaboratively as a part of a high-performing team and seek to add value to areas outside of immediate scope.
• Comfortable and willing to pivot in a dynamic and fast-paced work environment.
• Exceptional organizational skills and ability to work effectively under pressure with multiple deadlines and tasks.
• Experience using SharePoint and Microsoft Dynamics is an asset.
• Proficient in Microsoft Office products as well as other software products such as Illustrator.

Reason for Vacancy: Replacement

The expected pay range for this role is $120,000 - $160,000 per year

Individual pay is determined based on several factors, including work location, education, experience, unique skills and job conditions. Other considerations may include certifications, specialized training, and the complexity or scope of the role.