Manager, Business Development & Sales – East Region

Henkels & McCoy, Inc., one of the largest privately held international utility contracting firms, with offices in 80 cities and celebrating 85 years of operating with a reputation as one of the most reliable and innovative firms in engineering and construction, is currently seeking a Manager, Business Development & Sales (MBDS).

The MBDS is responsible to facilitate growth in the Henkels & McCoy’s East Region diversified lines of utility construction business including telecommunications, gas & water, general construction and power. Additional focus will be on the development of Renewable Energy business, including Wind and Solar projects.

It is expected that the MBDS will participate as the lead team member to develop and implement a tactical plan to contact and mine target organizations for the purpose of finding project opportunities where H&M adds value. This work plan will include details of lead sources, key contact focus, and activity schedules. The MBDS will be responsible for the development and maintenance of long-standing relationships with key decision-makers and decision-influencers within these target organizations. Detailed research of potential customer organizations will also be a major function of this position. Although sales-calls and initial individual sales meetings will be the primary tool for interfacing with potential customers, when necessary, the MBDS may be required to accompany other sales or operations personnel on customer site visits. The MBDS will be required to keep detailed records of customer contacts and project activities within a database tool (Salesforce) and aggressively disseminate this vital market information to appropriate operations teams.

Major Tasks:

• Work with RVP, OVP and Line of Business Directors to develop and implement a tactical plan to contact, penetrate, map, and mine potential customer organizations.
• Work with aforementioned groups and NGG to further develop and implement a tactical plan to contact, penetrate, map and mine potential customer organizations.
• Gain, foster, and maintain a pro-active relationship with key contacts and emerging decision-influencers with East Region customers.
• Establish face to face meetings, discussions and opportunity development with existing and potential East Region customers.
• When necessary, participate on operations teams as needed to provide critical account intelligence and proposal support.
• Support proposal team efforts on select accounts or opportunities.
• Provide key information and approach strategies to H&M operations and management personnel regarding select customers through regular briefings.
• Maintain an up-to-date, detailed customer database including discussion topics, action plans, follow-up requirements, and schedules.
• Represent East Region in all Corporate Sales & Marketing Functions.
• Provide weekly summary status and future activity calendar.
• Provide monthly and yearly project forecasts, including revenue and field margin information, project probability, and scheduling.
• Support Yearly Business Plan development for select lines of business.
• Execute Monthly meetings with RVP, OVP and respective Line of Business Directors to review activities and results.

Supervisory Responsibilities: No direct management responsibilities.

Experience and Skill Sets:

• 10+ years proven sales/marketing experience in an outside field sales position or other customer service oriented experience.
• Bachelor’s degree in Business Management, Marketing, Engineering, or Computer Science preferred.
• Must have B2B Business Development experience.
• Must experience in the construction industry.
• Strong organizational and communications skills coupled with a team building attitude are required.
• Ability to travel throughout this multi-state region, as necessary, is required.
• Experience in renewable energy a plus.
• Mid-Atlantic candidates will be preferred.

Henkels & McCoy, Inc is an Equal Employment Opportunity and Affirmative Action Employer.