Job Title:
Business Development Manager
Location:
Job Type:
Employment Type:
Salary Range:
Salary + Commission
Company Description:
Fronza & Francis is a high-performance multi-state certified, women owned firm that provides excellent customer-oriented services to industry clients. Our services consist of project management, construction management, project controls, Contract Administration and DEI Management support services to both private and public sector companies. We have an integrated and scalable range of services which help our clients achieve their goals on projects of varying scope, budget, schedule, and complexity.
Job Description:
As a Business Development Associate at Fronza & Francis, you will be at the forefront of driving our company’s growth through strategic sales and relationship management. This role offers a clear path for advancement towards a VP of Business Development position.Your primary goal will be to drive sales of our consulting services by aligning solutions with client needs and fostering long-term partnerships. Utilizing consultative sales techniques, you’ll identify client pain points, propose tailored solutions, and guide stakeholders through the decision-making process, ensuring each contract delivers measurable outcomes for both the client and our company.
Key Responsibilities:
Business Opportunity Identification
- Identify and capitalize on new business opportunities by monitoring industry trends, competitor activities, and client demands in the infrastructure sector
- Leverage knowledge of infrastructure project management, particularly in aviation, transportation, and large projects for cities / municipalities, to analyze market needs and develop value propositions that address specific business requirements while highlighting Fronza & Francis’s unique strengths
- Actively participate in sector events and leverage professional networks to identify leaders, influencers, and key decision-makers within target markets
- Utilize understanding of diversity, equity, and inclusion (DEI) principles to recognize and capitalize on MWBE-specific opportunities, positioning F&F as a valuable partner for prime contractors seeking to meet diversity requirements in large-scale public projects
Lead Generation & Sales
- Actively prospect to build a robust pipeline of potential clients in the infrastructure and municipal project sectors while managing the full sales cycle from lead generation to closing
- Utilize CRM software to track sales activities, forecast revenue, and maintain an up-to-date pipeline status, ensuring accurate reporting and analysis
- Lead negotiations with both prime contractors and government entities to secure mutually beneficial agreements, leveraging Fronza & Francis’s MWBE status when appropriate
- Close high-value consulting contracts by effectively communicating Fronza & Francis’s unique value proposition, project management expertise, and proven ROI in infrastructure projects
Relationship Management
- Develop and nurture strategic relationships with key decision-makers in target industries
- Cultivate relationships with industry associations and government agencies to strengthen Fronza & Francis’s position in the infrastructure project management space
- Serve as trusted advisor to clients, keeping them informed of Fronza & Francis’s evolving service offerings, industry best practices, and innovative project management approaches in the infrastructure sector
- Proactively identify and address potential client concerns, ensuring high levels of satisfaction and positioning Fronza & Francis for repeat business and referrals
- Represent Fronza & Francis at industry events, conferences, and networking opportunities to enhance the company’s visibility and reputation in the project management space
- Collaborate closely with internal teams (Finance, Human Resources, Executive Manager of Projects, Operations) to ensure client needs are met and expectations are consistently exceeded throughout project lifecycles
Strategic Partnerships & Alliances
- Identify and evaluate potential partners, including prime contractors, subcontractors, and complementary service providers in the infrastructure and municipal project sectors
- Assess potential partners based on their ability to drive revenue, expand market reach, and enhance Fronza & Francis’s service offerings in aviation, transportation, and large-scale municipal projects
- Negotiate and finalize strategic partnerships, joint ventures, and collaborations that leverage Fronza & Francis’s MWBE status and project management expertise
- Foster long-term partnerships with key clients, prime contractors, and stakeholders, as appropriate leverage Fronza & Francis’s MWBE status to create mutually beneficial opportunities
Performance Tracking & Reporting
- Meet or exceed sales targets and KPIs while developing detailed analytics on win rates, project types, and client satisfaction to inform future strategies
- Prepare and present regular performance reports to senior management, highlighting trends, challenges, and opportunities
- Monitor and report on the performance of strategic partnerships and alliances, ensuring they contribute positively to Fronza & Francis’s growth and market position
- Track and analyze the effectiveness of MWBE status in securing contracts and partnerships, providing insights for strategic decision-making
Cross-functional Collaboration
- Collaborate closely with Finance, Human Resources, the Executive Manager of Projects, and Operations to ensure consistent messaging and seamless customer experience throughout project lifecycles
Qualifications
Basic Requirements:
- Proven experience in value-based or consultative selling
- Strong track record of closing high-value deals and managing complex sales cycles
- Experience in project and construction management of infrastructure (aviation, transportation, water/sewer, K-12, Higher education and/or healthcare) is preferred
- Excellent verbal and written communication skills, with ability to present to C-suite executives
- Proficiency in CRM systems for managing leads, opportunities, and sales activities
- Strong analytical and problem-solving skills to diagnose customer needs and offer effective solutions
- Expert negotiation skills with a customer-first mindset
Preferred Qualifications:
- Bachelor’s degree in Business, Marketing, or related field
- Familiarity with diversity, equity, and inclusion management principles is a plus
Skills & Competencies:
- Customer-centric approach with a deep understanding of client needs
- Strategic thinking and ability to align customer needs with business solutions
- Goal-oriented with a strong focus on achieving and exceeding targets
- Excellent team collaboration skills
- Resilience and adaptability in the face of challenges
- Ability to serve as a Fronza & Francis culture and brand ambassador
Equal Employment Opportunity Statement:
Fronza & Francis is an equal opportunity employer. We welcome diversity and are committed to creating an inclusive workplace for all. All employment decisions are made without regard to race, color, religion, sex, national origin, age, disability, or veteran status.