A construction business development manager is instrumental in driving new business for a construction company. Working closely with construction salesmen, construction business development managers identify the right opportunities and build long-term relations with the right prospects. These are some of the elements that drive business growth and success in the industry. A successful business development manager in the construction industry must master key responsibilities. If you are seeking a new career or looking for a career change, you landed on the right page. Read more about how to build a career as a construction business development manager.
Responsibilities of the Construction Business Development Manager
Drive Business Growth
- Take an active approach towards identifying new opportunities
- Complete construction bids and monitor and manage bid activity
- Coordinate and assist in the proposal process
- Build a construction proposal template library that can be used by the entire sales department
- Convince prospects and current customers to buy-in
- Identify market opportunities
- Create development plans and growth projects
Conduct market and customer research
A construction business development manager must have strong analytical skills. It takes great research to bring a new prospect to the table, or convince a decision-maker about a new idea. Therefore, a good business developer will conduct market analysis and get to know their competition. Knowing your competition helps you contribute towards the business growth factor. Being able to conduct effective research saves time. But it also gives you the necessary confidence to take the company to the next business level.
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Manage collaboration at different levels
Collaboration at different levels includes: estimators, customers, decision-makers, or contractors. Collaborate with estimators to get feedback and input on the bidding process. Also, establish long-lasting relationships with potential clients and prospects. In addition, build rapport with decision-makers in the company to get approval for business development. Also, keep close collaboration with contractors and subcontractors for an on-time project outcome. And lastly, master collaboration with all stakeholders involved in the project, for a successful outcome.
Adopt excellent communication
Say the right thing at the right moment. To have a smooth collaboration with all stakeholders involved, make sure you communicate well and often. Therefore, it is crucial to know how to communicate and send the right message across. Tailor communication for all levels within the company and adjust based on needs.
Master and Manage the Sales Process
Business development managers play an integral part in defining and enforcing a solid construction sales process at their company. While the sales process steps for the construction sales process are fairly standard, the activities performed in each step, the diligence in pre-qualifying opportunities, the speed and accuracy of estimates and proposals, the number of follow-up touch points, they can all put your construction company ahead of the competition. When you adopt a solid sales process, your sales people are in control.
Manage customer relationships
Besides market and decision-makers, customers are the key elements that drive your business. Build long-lasting relationships with your customers. Work with your customers to meet their expectations for a successful business relation. Conduct frequent check-ins and provide updates on the projects. And last but not least, nurturing relationships with prospects and current customers is key to being successful.
Build your network
Attend construction events and conferences. This will help you stay up to date with current and upcoming trends. Network with peers within the construction industry and exchange best practices and ideas. You can also join trade associations and business organizations to develop your network.
Master technical skills
Understanding your construction sales pipeline and showing expertise in a sales and pipeline management software is an advantage for a successful business developer. Check out the best CRM for construction features and learn more about how you can improve your sales process and increase your winning rate. Such software will certainly help you stay organized and on top of your business development responsibilities. Start by managing and prioritizing leads, opportunities, and clients. Then streamline your sales process by creating, sending, and tracking bid proposals. Then consistently follow-up on your bids and proposals to increase your winning rate with a tool built for the construction industry. And last but not least, dive deeper into your customer data and personnel data to identify your most profitable clients, opportunities to grow, and who your best closers are.
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Salary for the Construction Business Development Manager
The average salary for a Construction Business Development Manager is $95,000/year. The highest salary can get up to $142,500 and the starting salary for this role is at $60,000/year. The more experience you get in the field and the more success you record, the more income you will get.
Education and Experience
Most employers ask for a bachelor’s degree. They prefer a degree in construction management. A degree in business management or sales is also acceptable when combined with at least 5 years of experience. A BS degree offers business development professionals the opportunity to earn top salaries that can reach ~$150,000 in certain areas. Employers seek experienced individuals for this role. Experience anywhere between 5 to 15 years will qualify for this role.
Top 10 Schools to Obtain a Construction Management Degree
According to collegechoice.net, the top 10 schools to earn a B.S. in Construction Management are:
- California State University – Sacramento
- Arizona State University – Tempe
- Purdue University
- Central Connecticut State University
- New York University
- Minnesota State University
- Brigham Young University
- Wentworth Institute of Technology
- Louisiana State University
- California State University – East Bay
Further Reading