Smith Seckman Reid, Inc
Commissioning (Cx) Business Development Principal
Smith Seckman Reid, Inc, Houston, Texas, United States, 77246
A leading comprehensive engineering design and consulting firm, SSR provides innovative solutions for clients with facility and infrastructure challenges. SSR has multiple locations across the U.S. and partners with a diverse group of individuals to deliver advanced, lasting solutions.
SSR is committed to providing opportunities and benefits that promote living fully. Through competitive benefits and programs—including medical, dental, vision coverage, Health Savings Account contributions, 401(k) with matching, tuition reimbursement, and wellness programs—SSR supports the health, well-being, and personal growth of its employees. SSR is a 2019 A/E/C Building a Better World Award Winner and is recognized for its community outreach and improvement efforts.
We feel that SSR is a great place, but don't take our word for it—see what our colleagues are saying at www.ssr‑inc.com/life‑at‑ssr.
Why Choose SSR? Look at our Twitter, Facebook and LinkedIn pages to discover more.
We are Certified Great Place to Work (greatplacetowork.com/certified-company/1001559).
DESCRIPTION:
Business Development Principal is responsible for developing new opportunities for growth in the Program, establishing new relationships with potential clients, and maintaining existing client relationships. The role acquires work by seeking new clients and consistently demonstrating technical expertise to support and maintain existing clients. It also assists with commissioning projects by integrating project teams with clients to address their needs and expectations. The primary focus is on developing and maintaining business relationships with clients. ESSENTIAL FUNCTIONS:
Manages and maintains ongoing client relationships for the Cx Program in assigned territory Develops specific and detailed background research on target markets, projects, and potential clients to determine whether to pursue or decline solicitations Composes, edits, and produces technical writing for proposals Develops fee estimates and labor budgets Participates in client meetings, marketing planning, and presentation planning, as needed Develops and pursues new project opportunities in assigned territory Interacts with potential clients by describing services and coordinating proposals and contracts Provides feedback to the Program Director regarding business strategy in assigned territory Provides input for business development strategies to enhance the Program and firm image, develops technical information required for pursuit of business opportunities, and directs the development of responses to solicitations for services Manages sales and creates input for IMED information platform Represents the firm to clients and other outside groups where the technical reputation and/or professional image of the firm are of importance Maintains personal service relationships with major long‑term clients Develops national accounts and negotiates blanket agreements with targeted national clients Attracts potential customers through various communication means to pursue bids, obtains referrals, and promotes all of the services SSR provides Educates potential clients about the services offered by SSR through presentations and workshops Coordinates with the marketing department in the development and production of proposals Reviews and evaluates contracts to provide suggestions and identify any errors Sends proposals to clients and negotiates contracts that specify scope of services for each project Ensures the effective delivery of project details and requirements to Cx team members by briefing the project manager and attending the initial project meeting Processes sales for commissioning contracts Entertains potential and existing clients (e.g., golf, lunches, sporting events) Maintains communication with clients and reviews project reports/plans to ensure clients are satisfied throughout the project and the contract is being fulfilled Searches for potential projects and pursues projects desirable to the Program Assists in the performance of Cx and CCx contracts by attending project meetings and reviewing site visit reports Attends trade shows and conventions to enhance the image of SSR, market services, and create new relationships Registers the Cx Program on city, state, school, and general contractor bid lists to obtain projects Tracks where the Cx Program is registered as a vendor and has active or past projects Coordinates with Cx team members to provide professional development opportunities and training for industry professionals and potential clients based on their areas of expertise Collaborates with other SSR Programs to cross‑sell all services, integrate services, answer questions, and/or provide additional solutions Actively participates in professional organizations where the technical reputation and image of the firm may be enhanced Engages in self‑education and training to keep up with current industry trends and changes KNOWLEDGE:
Knowledge of Microsoft Office (Word, Excel, PowerPoint, Outlook) Knowledge of construction related contract language Knowledge of construction project delivery hierarchy Knowledge of mechanical and electrical systems Knowledge of project proposal and business letter formats Knowledge of the development of SSR work products and execution of processes Knowledge of standard and high‑performance construction techniques Thorough knowledge of marketing and sales techniques SKILLS AND ABILITIES:
Comprehension – ability to understand information, ideas, and direction presented in writing and/or verbally communicated Written Communication Skills – ability to clearly deliver a message through written words using correct grammar, spelling, and punctuation Speech Clarity – ability to speak clearly in a common language so that others can understand you Detail‑Oriented – ability to achieve accuracy and thoroughness when accomplishing a task; pays attention to details and is able to understand the cause of a certain outcome Judgement and Decision‑Making Skills – ability to make reasoned judgments that are logical and well thought out; constructively questioning and analyzing information to make the best conclusion Persuasion – ability to help others understand one's point of view Problem Sensitivity – ability to tell when something is wrong or likely to go wrong Sales – ability to confidently and persistently market the services and products that the organization provides; can effectively influence potential clients and negotiate costs Technical Writing Skills – skilled in summarizing or explaining technical information in a clear, concise, and accurate way Customer Focus – dedicated to meeting expectations and requirements of internal and external customers; acts with customers in mind and establishes relationships gaining their trust and respect Presentation Skills – effective in a variety of presentation settings both inside and outside the organization; commands attention and can manage group processes, changing tactics midstream when something isn’t working Negotiation – ability to forge an agreement between two parties that is mutually acceptable, especially where differing views exist; able to effectively determine when to compromise or stand one's ground MINIMUM QUALIFICATIONS:
Bachelor's or Master's degree in Engineering or related discipline Fifteen years of relevant experience CxA Certification, CEM Certification, and additional applicable certifications preferred PHYSICAL DEMANDS:
Frequently use a computer for several hours at a time Travel by car and plane to visit job sites and attend meetings, conferences, and events Requires the ability to transport trade‑show materials weighing up to 30 pounds WORK ENVIRONMENT:
Indoors in a normal office environment with some exposure to excessive noise, darkness/poor lighting, fumes, or dust May travel to and navigate construction sites, some of which may be at high altitudes or in small spaces with dirt or dust particles Occasional overnight travel (about 20% of the time) to attend conferences, meetings, and marketing opportunities Occasional construction jobsite visits Equal Opportunity Employer / Protected Veterans / Individuals with Disabilities
This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.
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Business Development Principal is responsible for developing new opportunities for growth in the Program, establishing new relationships with potential clients, and maintaining existing client relationships. The role acquires work by seeking new clients and consistently demonstrating technical expertise to support and maintain existing clients. It also assists with commissioning projects by integrating project teams with clients to address their needs and expectations. The primary focus is on developing and maintaining business relationships with clients. ESSENTIAL FUNCTIONS:
Manages and maintains ongoing client relationships for the Cx Program in assigned territory Develops specific and detailed background research on target markets, projects, and potential clients to determine whether to pursue or decline solicitations Composes, edits, and produces technical writing for proposals Develops fee estimates and labor budgets Participates in client meetings, marketing planning, and presentation planning, as needed Develops and pursues new project opportunities in assigned territory Interacts with potential clients by describing services and coordinating proposals and contracts Provides feedback to the Program Director regarding business strategy in assigned territory Provides input for business development strategies to enhance the Program and firm image, develops technical information required for pursuit of business opportunities, and directs the development of responses to solicitations for services Manages sales and creates input for IMED information platform Represents the firm to clients and other outside groups where the technical reputation and/or professional image of the firm are of importance Maintains personal service relationships with major long‑term clients Develops national accounts and negotiates blanket agreements with targeted national clients Attracts potential customers through various communication means to pursue bids, obtains referrals, and promotes all of the services SSR provides Educates potential clients about the services offered by SSR through presentations and workshops Coordinates with the marketing department in the development and production of proposals Reviews and evaluates contracts to provide suggestions and identify any errors Sends proposals to clients and negotiates contracts that specify scope of services for each project Ensures the effective delivery of project details and requirements to Cx team members by briefing the project manager and attending the initial project meeting Processes sales for commissioning contracts Entertains potential and existing clients (e.g., golf, lunches, sporting events) Maintains communication with clients and reviews project reports/plans to ensure clients are satisfied throughout the project and the contract is being fulfilled Searches for potential projects and pursues projects desirable to the Program Assists in the performance of Cx and CCx contracts by attending project meetings and reviewing site visit reports Attends trade shows and conventions to enhance the image of SSR, market services, and create new relationships Registers the Cx Program on city, state, school, and general contractor bid lists to obtain projects Tracks where the Cx Program is registered as a vendor and has active or past projects Coordinates with Cx team members to provide professional development opportunities and training for industry professionals and potential clients based on their areas of expertise Collaborates with other SSR Programs to cross‑sell all services, integrate services, answer questions, and/or provide additional solutions Actively participates in professional organizations where the technical reputation and image of the firm may be enhanced Engages in self‑education and training to keep up with current industry trends and changes KNOWLEDGE:
Knowledge of Microsoft Office (Word, Excel, PowerPoint, Outlook) Knowledge of construction related contract language Knowledge of construction project delivery hierarchy Knowledge of mechanical and electrical systems Knowledge of project proposal and business letter formats Knowledge of the development of SSR work products and execution of processes Knowledge of standard and high‑performance construction techniques Thorough knowledge of marketing and sales techniques SKILLS AND ABILITIES:
Comprehension – ability to understand information, ideas, and direction presented in writing and/or verbally communicated Written Communication Skills – ability to clearly deliver a message through written words using correct grammar, spelling, and punctuation Speech Clarity – ability to speak clearly in a common language so that others can understand you Detail‑Oriented – ability to achieve accuracy and thoroughness when accomplishing a task; pays attention to details and is able to understand the cause of a certain outcome Judgement and Decision‑Making Skills – ability to make reasoned judgments that are logical and well thought out; constructively questioning and analyzing information to make the best conclusion Persuasion – ability to help others understand one's point of view Problem Sensitivity – ability to tell when something is wrong or likely to go wrong Sales – ability to confidently and persistently market the services and products that the organization provides; can effectively influence potential clients and negotiate costs Technical Writing Skills – skilled in summarizing or explaining technical information in a clear, concise, and accurate way Customer Focus – dedicated to meeting expectations and requirements of internal and external customers; acts with customers in mind and establishes relationships gaining their trust and respect Presentation Skills – effective in a variety of presentation settings both inside and outside the organization; commands attention and can manage group processes, changing tactics midstream when something isn’t working Negotiation – ability to forge an agreement between two parties that is mutually acceptable, especially where differing views exist; able to effectively determine when to compromise or stand one's ground MINIMUM QUALIFICATIONS:
Bachelor's or Master's degree in Engineering or related discipline Fifteen years of relevant experience CxA Certification, CEM Certification, and additional applicable certifications preferred PHYSICAL DEMANDS:
Frequently use a computer for several hours at a time Travel by car and plane to visit job sites and attend meetings, conferences, and events Requires the ability to transport trade‑show materials weighing up to 30 pounds WORK ENVIRONMENT:
Indoors in a normal office environment with some exposure to excessive noise, darkness/poor lighting, fumes, or dust May travel to and navigate construction sites, some of which may be at high altitudes or in small spaces with dirt or dust particles Occasional overnight travel (about 20% of the time) to attend conferences, meetings, and marketing opportunities Occasional construction jobsite visits Equal Opportunity Employer / Protected Veterans / Individuals with Disabilities
This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.
#J-18808-Ljbffr