Director of Business Development - Waterproofing Solutions

STRUCTURAL TECHNOLOGIES develops and integrates products, engineering support, repair and maintenance services to provide value-added solutions to owners, engineers and contractors.  We provide specialty contracting services through our contracting companies, and state-of-the-art proprietary products and engineering support services through our technologies company.  With over 2,500 employees working from locations nationwide and in select international markets, we serve the Commercial, Public, Transportation Industrial, and Power markets to tackle the toughest construction challenges. STRUCTURAL TECHNOLOGIES is the in-house engineering business line of Structural Group.

We are expanding our Waterproofing and Geotech solutions business and are currently seeking a Director of Business Development in North America.  The role will include developing and managing a solutions-based sales team and assisting our licensed contractors’ sales organizations to grow their waterproofing sales and revenue in the Commercial and Public markets. 

This is a customer-facing leadership role and will include oversight and management of customer relationship development and project pursuits leveraging industry knowledge and our licensed contractors branch-based sales organizations.  The person in this role will travel regularly to visit clients, branch locations, and project sites, anticipated to be a minimum of 60%. Activities that are part of the role:

• Organizing and reporting of North American waterproofing business sales pipeline, key pursuits and quarterly forecast.
• Identifying key markets, organizing high priority accounts, and implementing strategies to grow customer relationships within key markets.
• Collaborating with licensed contractors to track and implement strategies on key pursuits.   
• Develop, lead and manage waterproofing solutions-based sales team.    
• Building, maintaining, and growing relationships with key Commercial/Public owners, engineers, consultants and contractors through one-to-one meetings, presentations, etc.
• Identifying and developing project pursuits targeting waterproofing and geotech solutions.
• Facilitating project pursuits through local branch teams – interfacing with engineering and providing technical support as needed.
• Attending and/or presenting at select and relevant industry conferences and trade shows.
• Actively participating in relevant and select industry associations.
• Assist with project estimates and join estimate reviews when needed.

• Support branch teams with proposal development and submission.
• Deliver training programs for branch-based Business Development Managers (BDMs) to enhance technical capabilities.

All the traditional business development activities are expectations of the role including supporting proposal development, diligent internal and client follow-up, and use of Salesforce to manage client relationships and project pursuits. 

Comfort working in a highly collaborative environment is important for the person in this role, including communicating with cross functional business leaders and teams. 

Successful candidates will have the following attributes: 

• 10-15 years of waterproofing sales experience in the Commercial/Public markets
• Goal-oriented, positive mindset combined with high level communication skills
• Demonstrated experience leading sales efforts across a complex organization
• Strong understanding of leading project pursuits through an extended sales cycle
• Ability to use Salesforce to organize and report out on activities, pipeline and sales forecasting

Candidates with the following may receive preferred consideration: 

• Advanced technical knowledge of waterproofing and geotech products and installation techniques
• Technical knowledge of concrete repair and associated technologies aimed at extending the service life of concrete structures
• Experience working in a team environment with engineered products or services in a multi-step sales process
• Bachelor’s degree

Structural Technologies is proud of a company culture that promotes 24/7 safety and quality. EOE/M/F/D/V