- Company Name
- Fathom Talent Group
- Job Title
- Business Development Manager
- Job Description
-
**Job Title**
Special Projects Business Development Manager – Construction (ICI Sector)
**Role Summary**
Senior business‑development leader responsible for creating and executing a new sales function for large‑scale Institutional, Commercial, and Industrial (ICI) construction projects in Central Ontario. Builds pre‑RFP relationships, influences award decisions, and drives new project mandates in the $50M–$100M+ range.
**Expectations**
- **Year 1:** Establish network of brokers, owners, developers, architects, consultants, vendors, and sub‑trades; seed and influence stakeholders pre‑procurement; quote, negotiate, and close new mandates; set up delivery tracking and client reference framework.
- **Year 2:** Deepen relationships, expand wallet share, target $200M+ backlog; maintain delivery performance and client references.
- **Year 3+:** Defend, grow, and potentially lead a small team; expand geographic reach and market share.
**Key Responsibilities**
- Generate and qualify new business opportunities upstream of formal RFP release.
- Build credibility with owners, developers, brokers, architects, and consultants.
- Prepare, respond to, and manage RFP/RFQ/RFI processes.
- Negotiate terms, produce winning proposals, and secure LOIs/contracts.
- Track project milestones, financial performance, and margin contribution.
- Establish and maintain client reference pipeline.
- Collaborate with estimating, design, and delivery teams on project strategy.
- Report on backlog production, margins, customer delight, and financial accountability.
**Required Skills**
- Proven sales experience in large capital ICI construction projects (>$10M).
- Demonstrated ability to influence award decisions before RFP issuance.
- Fluency in Lump Sum and Construction Management delivery models; P3 exposure is an asset.
- Knowledge of structured sales methodologies (Sandler, MEDDIC/MEDPIC, Miller Heiman, Challenger Sales).
- Strong commercial acumen, margin management, and P&L ownership.
- Excellent communication across diverse stakeholder groups (owners, brokers, architects, engineers, consultants, trades).
- High coachability, cultural fit, and integrity.
**Required Education & Certifications**
- Bachelor’s degree in Business, Construction Management, Engineering, or related field.
- Professional certifications such as Certified Construction Project Manager (CCPM) or equivalent preferred.