Account Executive - Utilities Construction

ABOUT THIS CAREER OPPORTUNITY

Black & McDonald’s Business Development team is growing! If you are a committed and collaborative professional looking to contribute to a hard-working, innovative team, this opportunity is for you.

The Account Executive is located in Scarborough, Ontario and typically reports directly to the Director of Business Development This position requires travel to support Black & McDonald’s Western Utilities and Western Industrial Divisions. Travel is estimated at approximately 25% to 50%, depending on company requirements. The primary focus is supporting the overall business development and growth initiatives of the department.

• The Manager, Business Development and Sales would support the following Regions:
• Southern Ontario Utilities Region (SOUR), supporting utilities project initiatives in Southern Ontario
• Western Utilities Region (WUR), supporting utility project initiatives in British Columbia, Alberta, Saskatchewan and Manitoba
• Western Industrial Region (WIR), supporting industrial project initiatives in British Columbia, Alberta, Saskatchewan and Manitoba
• Overall support and assistance as required for any P3 or large project pursuits within the entire Black & McDonald Company in Canada or the United States

Duties and responsibilities include but are not limited to:

• Assist in the development of strategies for profitable penetration into new or existing market segments in a geographic area
• Act as technical advisor for business development matters
• Establish and maintain working relationships with internal/external customers and work with targeted external customers to determine product/solutions requirements
• Assume lead role in business generation and deal execution
• Establish distribution networks for products and services, initiate market research studies and analyze their findings, assist in product development, and direct and evaluate the marketing strategies
• Develop business development guidelines and for newly proposed initiatives
• Monitor impact of marketing and sales activities; assist in the development of pricing list, catalogues and marketing literature; prepare quotations, reports and perform
• Supports all aspects relating to proposal and presentation development and special client deliverables as they relate to all client stages from prospecting, implementation to account management. As assigned, handles proposal, presentation, and client deliverable development from end-to-end.
• Works closely with division managers and estimators to compile, develop, assess and maintain appropriate proposal exhibits, appendices, project profiles and illustrative documents, keeping them current and ensuring materials are well organized and easily accessible.
• Works with division managers and estimators and other colleagues, to develop content, writing, researching, designing, packaging and conducting quality assurance before delivering world class proposals - Always ensuring accuracy and conformance with Black & McDonald’s approach to business and brand guidelines.
• Works closely with business subject matter experts to collect and/or develop appropriate proposal intelligence on our business strategy aligned with customer benefits.
• Works with senior staff members to manage feedback that goes beyond the standard boilerplate response to achieve specific, relevant responses that showcase our understanding of the industry, business, our strategy and why this matters to them.
• Works with business leaders on special communications projects as assigned (i.e. Client Implementation Materials, Policies, Scopes of Work, Procedures, other materials, etc).
• Assists with other communications projects and objectives as required and as time permits, acting as a support to the communications efforts.
• Facilitate collaboration amongst existing estimation teams and provide visionary leadership
• Provides proofreading and editing on assigned communications relating to Black & McDonald documents or other.
• As needed, handles formatting and electronic and print production for client deliverables related to business development pursuits.
• Supports all aspects relating to proposal and presentation development and special client deliverables as they relate to all client stages from prospecting, implementation to account management. As assigned, handles proposal, presentation, and client deliverable development from end-to-end.
• Assists of detailed review of estimates, proposals and market strategies
• Maintains and updates project profiles and key company information that may be required to be included in proposals / pursuits.

COMPETENCY REQUIREMENTS

• Strong interpersonal skills, displaying superior verbal and written communication skills
• Proven ability to work in a fast-paced environment and meet deadlines
• Customer Focus
• Holds Self and Others Accountable
• Problem Solving and Innovation
• Teamwork and Collaboration
• Values and Respects Others
• Coaches and Develops
• Maximizes Business Performance and Team Effectiveness
• Strategic Perspective

EDUCATION REQUIREMENTS

• Degree in Construction Management, Engineering, Marketing, Business, or related discipline

The following certifications/designations are considered an asset

• PMP designation
• Gold Seal Certification
• MBA

WORK EXPERIENCE REQUIREMENTS

• Minimum 10 years of sales experience in the construction field
• Experience with sales proposals, financials and project development
• Strong leadership, management, marketing, presentation, and relationship-building skills.
• Success translating business strategies into sales strategies and supporting tools/processes
• Implement effective sales efforts and make adjustments for industry trends, marketplace changes, compiling activity and customer needs

SKILLS, ABILITIES, AND OTHER REQUIREMENTS

Advanced knowledge and understanding of:

• Advanced in Microsoft PowerPoint, Microsoft Visio, and other graphics applications (e.g., Adobe Acrobat, etc).
• Fully versed in Microsoft Excel (e.g., pivot tables, linked worksheets, etc).
• Basic in Microsoft Project (e.g. Able to build simple work breakdown structures)
• Solid time management and organizational skills
• Organization and time management
• Willing and able to travel for business development activities
• Valid Ontario Driver’s License

Black & McDonald welcomes and encourages applications from persons with accessibility accommodation requirements. Accessibility accommodations are available upon request for candidates taking part in all aspects of the recruitment and selection process.