Job title: Mining Market Development Lead – Western Canada District
Company: Kiewit
Job description: Requisition ID: 170102
Job Level: Senior Level
Home District/Group: Western Canada District
Department: Business Development & Proposals
Market: Mining
Employment Type: Full Time
Position Overview
The Mining Market Development Lead will seek mining-related Business Development opportunities while leading client strategy and capturing design-build and construction work in its various contractual forms. The MDL must demonstrate leadership in pursuing work that best fits Kiewit’s objectives in mining in Canada, and understand the Canadian mining market inclusive of new and existing clients, their purchasing behaviours and metrics, and competitors and their strategies. In addition, the MDL should demonstrate existing, and develop new relationships with third-party engineering partners, OEMs, equipment vendors and other external resources needed to complement the engineering and constructions services that Kiewit offers to achieve superior capture results. The relationships are not exclusive to sales, but rather inclusive as part of a larger Get Work strategy.
The MDL reports to the District Manager, and directly oversees mining market sales opportunities across Canada. The MDL will formulate the strategy to capture a project and for maintaining and expanding upon existing client relationships, developing, and nourishing new business opportunities, while also staying highly engaged with industry associations and organizations. In combination, these efforts will provide Kiewit a unique advantage in the mining market.
As part of our Get Work process, the MDL coordinates with a team of proposal, graphics, marketing, engineering, and construction professionals focused on the same goals throughout North America. The role of sales is to have a full perspective of the market and the opportunities that exist. The MDL cultivates, establishes, and maintains client and partner relationships so as to identify and position strategically for the best opportunities for Kiewit and lead the larger team of professionals to capture work.
When bidding work, an Area Manager handles the mechanics of the pursuit (estimating, proposing, negotiating, and closing the pursuit.) The MDL represents the voice of the customer (VOC) within Kiewit during this time and leans in with the larger team once bidding has begun to ensure we are clearly articulating our differentiators in the VOC. The reinforcement of the VOC is to assure the best capture outcomes are achieved by providing input into strategy, scope understanding, team selection and execution while also collaborating with team members to best represent the value and differentiators Kiewit is bringing to the client. This will take the specific form of direct communication with team members, but also within proposal content, copy, graphics, presentations, and other deliverables that serve as the elements of the capture plan.
MDLs also serve a critical role during project execution to understand client satisfaction and provide open channels for client to communicate that satisfaction within the Kiewit organization. Much of our work comes from repeat clientele and open communication with those clients is a vital element for continued success in capturing work.
Company & District Overview
Kiewit is one of North America’s largest and most respected construction and engineering organizations. With its roots dating back to 1884, the employee-owned organization operates through a network of subsidiaries in the United States, Canada and Mexico. Kiewit offers construction and engineering services in a variety of markets including transportation; oil, gas and chemical; power; building; water; industrial; and mining. Kiewit had 2022 revenues of $13.7 billion and employs 25,700 staff and craft employees.
Clients are turning to Kiewit during all stages of design-build projects to lead and manage multi-disciplined design teams to work together to improve schedule, track design progress, control costs and minimize risk. We are all working with a focus on safe, cost effective, innovate designs, and development of the best possible delivery that meets the client’s goals for the project.
Kiewit Western Canada District serves customers across markets on project of any scale and complexity level. Backed by over 135 years of construction expertise our design-build capabilities are centered on constructability, commissioning, and safety in the earliest phases of projects to ensure total project success.
Kiewit’s Western Canada District is headquartered in Burnaby, British Columbia. We primarily perform heavy civil projects specializing in earth moving, transportation, roadways, bridges, water resources, and underground utilities. Some marquee projects we have built in Western Canada include the George Massey Tunnel, Sea to Sky Highway, Port Mann Bridge, most recently and the Trans Mountain Expansion Project.
Responsibilities
This position requires a high degree of influence with engineers, construction personnel, management and fellow sales and marketing professionals but does not require any direct oversight. Essential Duties and responsibilities include, but are not necessarily limited to the following:
- Engages with clients, vendors, partners, and 3rd party engineers to establish a sales pipeline and achieve capture goals within an assigned region.
- Establish and maintain key relationships with repeat and new clients from C-Suite thru operational levels
- Utilize industry contacts to create a clear picture of a client’s organization, decision-making and strategy to adequately formulate a Kiewit win strategy and capture work
- Conduct cold calling as necessary to gain entry to new clients and adjacent markets within existing clients
- Lead client visits and presentations with key business stakeholders typically less familiar/comfortable with the sales process
- Engage clients at industry relevant conferences and work with both management and marketing to ensure the development of messaging, attendance and investment in each event efficiently drives strategy
- Participate as a subject matter expert, presenter, and thought leader in the mining market through engagement with associations and conferences
- Coordinates with the Business Line Manager and operational personnel to conduct go/no go discussions with business leaders thru the preparation of white papers that offers fundamental information on the pursuit for business leaders to make an informed decision around the effectiveness to pursue a given opportunity
- Assures that Kiewit’s CRM tool, which serves as the documentation of the sales pipeline, is accurate and complete on a continual basis
- During the annual business planning process, prepare account plans for the territory that incorporates overall, accessible, and attainable market objectives with anticipated forecasting of revenues from assigned clients throughout the planning period
- Monitor and analyze the competition regionally and provide real time input to business leaders on noteworthy shifts by the competition that may represent threats or opportunities for Kiewit
- Actively engage in regular Kiewit mining business development meetings as well as weekly progress calls
Qualifications
- Bachelor’s degree in Business, Marketing, and/or Engineering is preferred
- A minimum of 10 years experience in the engineering and construction industry, preferably in the mining industry; this experience coupled with demonstrated sales is desired
- Must be able to travel up to a minimum of 70% within Canada. Occasional trips for conferences and internal business development summits throughout North America occur. Travel is often expected and at the demands of the clients and opportunity timelines necessary to achieve the desired capture results. A flexible schedule is essential. Most coordination on pursuits is accomplished virtually through Teams
#LI-RP1
We offer our fulltime staff employees a comprehensive benefits package that’s among the best in our industry, including top-tier medical, dental and vision plans covering eligible employees and dependents, voluntary wellness and employee assistance programs, life insurance, disability, retirement plans with matching contributions, and generous paid time off.
We believe in equal opportunity in employment practices without discrimination and comply with all laws regarding human rights in the provinces where we operate.
Expected salary:
Location: Canada
Job date: Thu, 12 Oct 2023 03:34:58 GMT
