Careers

Business Development Manager

Location
Milwaukee, WI
Team
Higher Education

We are seeking a Business Development (BD) Manager, to support our Higher Education (HE) team, focused on both Academic Health Sciences (AHS) and Sports/Recreation (S/R). The BD Manager will work directly with this growing team and its very engaged principal leadership.

The BD Manager has a sole focus on finding, qualifying and developing leads for the HE team. The intent is to identify projects that result in new revenues and the increased scope of our reach. If you enjoy “the hunt,” this new position will be exciting as you uncover and discern project opportunities across the country in collaboration with our other HE Team leaders and staff.

Primary Duties and Responsibilities

Uncover, research and qualify leads for all AHS and S/R markets (research, including data mining and sourcing, will be an anticipated 80% of the BD Manager’s time and efforts)

  • Become intimately familiar with targeted states’ facilities and procurement procedures, and monitor for opportunities
  • Research and track targeted college/university/community masterplans and state funding for projects
  • Monitor leads for developments – in local media, with partners, etc.
  • Communicate regularly with team on specific progress of leads, including downloads and input when RFPs are issued
  • Coordinate with the HE Marketing Strategist on marketing campaigns to react to trends in market leads, specific leads, funding types, etc.
  • Manage Team Leaders’ efforts in new business development (NBD); including, but not limited to, NBD meetings and CRM database entries, ensuring NBD tasks are completed

Establish relationships with targeted individuals and entities (relationship building will be an anticipated 20% of the BD Manager’s time and efforts)

  • Establish relationships with targeted campuses’ facility departments
    • Communicate regularly and provide introductions of HE team leaders with facility departments as appropriate, and / or set up appointments for Team Leaders to introduce our team
  • Establish relationships with possible partners and consultant firms
    • Conduct initial research and communication with partners in the area
    • Communicate regularly to encourage sharing of leads
  • As appropriate, provide initial introduction of Team Leaders to clients
    • Facilitate introductions, set meetings, coordinate for the Team Leaders
    • Set up the Team Leaders to be the key contact with department heads and university leadership
  • Establish relationships with targeted campuses’ facility departments
  • Attend industry networking events

The BD Manager will be expected to

  • Be a direct contributor to the team’s growth by meeting or exceeding agreed upon metrics for uncovering, tracking, and developing leads, RFPs, potential partners and desirable project opportunities
  • Embrace and clearly articulate the strengths / reputation of the firm and the team to potential clients
  • Connect regularly with other industry personnel
  • Communicate effectively with team leaders and other marketing staff

Knowledge, Skills and Abilities

  • Extremely organized and detail-oriented
  • Competency with data mining and database manipulation
  • Advanced internet keyword search and research skills
  • Familiarity with trade publications/sites, government and higher education procurement sites, and state legislation sites/information resources a bonus
  • Self-directed / autonomous
  • A strong communicator, who is able to manage upward
  • Proficiency in Microsoft Office and CRM Software
  • A bachelor’s or advanced degree in marketing, communication or a relevant discipline
  • Seven-to-ten years of experience in business development (in the design and construction industry is a bonus)
  • Five years working in the HE realm is preferred, including the knowledge of current trends and issues in the HE market

Working Relationships and Scope

  • Reports to the ExecutiveVice President overseeing firm-wide marketing and new business development
  • Works independently, while regularly collaborating with HE team leaders
  • Interacts routinely with external clients and partners
  • Collaborates routinely with members of the Client Services team
  • Assists others on the CS team as needed, and other duties as assigned

Working Conditions

Our HE team over time will work out of three offices, Milwaukee, WI, Madison, WI and Richmond, VA. The home base for this role is Milwaukee. Our offices have a professional, creative, open environment with business casual attire. Great flexibility in your schedule is both required of you and returned to you due to the many concurrent initiatives anticipated plus client-imposed deadlines. Frequent national travel is anticipated. Our expectation is you will spend the majority of your time learning about and interacting with (both in-person and remotely) existing clients, prospective clients, and strategic business partners. Hours of work will vary, averaging 2,300 hours per year.

To Apply

Please email "mycareer@kahlerslater.com", with the subject line titled, "Business Development Manager - Higher Education". Attach your cover letter, addressed to John Horky, FAIA, along with your resume and a relevant experience / project list. Thank you!