Position SummaryUCS is seeking an experienced
Strategic Market Development Manager to identify, develop, and grow new business opportunities across the construction, architectural, government, military, and institutional markets.
This is a strategic business development role focused on creating opportunities upstream of the traditional sales process. The successful candidate will build relationships with architects, engineers, general contractors, specialty contractors, facility owners, government agencies, and other key decisionmakers to increase UCS's involvement in projects during the planning, design, specification, and preconstruction stages.
The position will work closely with UCS sales leadership and Territory Sales Managers to identify projects, develop relationships, influence specifications, and ultimately convert those opportunities into long-term revenue.
Key Responsibilities- Develop and execute a strategic business development plan focused on the construction and specification markets.
- Build relationships with architects, engineers, consultants, general contractors, construction managers, specialty contractors, developers, and facility owners.
- Identify projects during the planning and design stages where UCS products can be incorporated into project specifications.
- Increase the number and value of projects in which UCS products are specified, approved, or otherwise positioned for purchase.
- Develop relationships with architecture and engineering firms through direct outreach, presentations, lunch-and-learns, industry events, and project collaboration.
- Track projects from early design and specification through bidding, award, construction, and equipment procurement.
- Identify and pursue opportunities within federal, state, municipal, military, and other government markets.
- Develop relationships with military installations, government procurement organizations, contractors, and other organizations involved in government facility construction and equipment purchasing.
- Identify strategic partnerships, distribution relationships, and industry alliances that can expand UCS's reach into new markets.
- Develop executive-level relationships with major customers and strategic accounts.
- Coordinate with UCS Territory Sales Managers to transition and support opportunities as they move from development into quoting, bidding, and purchasing.
- Maintain a measurable pipeline of strategic opportunities and provide regular reporting on specifications, projects, relationships, and expected revenue.
- Represent UCS at industry conferences, trade shows, association meetings, and customer events.
- Provide market intelligence to leadership regarding construction activity, competitive positioning, emerging markets, customer needs, and potential new products or services.
Key Performance IndicatorsSuccess in this role will be measured through a combination of leading and revenue-producing indicators, including:
- Growth in the number and value of projects specifying UCS products
- Qualified construction and specification pipeline created
- New architecture, engineering, contractor, and owner relationships developed
- Repeat specifications from targeted design firms and consultants
- Government and military opportunities identified and developed
- New strategic accounts and partnerships established
- Conversion of specified opportunities into quotes, orders, and revenue
- Revenue growth from newly developed markets and accounts
Requirements
Qualifications- Significant experience in business development, sales, construction, sports facility development, government contracting, or a related industry.
- Strong understanding of the construction process from planning and design through specification, bidding, procurement, and project completion.
- Experience developing relationships with architects, engineers, contractors, owners, and other construction-industry decisionmakers.
- Demonstrated ability to develop new markets and create business opportunities rather than relying solely on existing accounts or inbound leads.
- Strong executive-level communication, presentation, and relationship-building skills.
- Ability to manage long and complex sales cycles involving multiple stakeholders.
- Experience with government, federal, or military procurement is highly desirable.
- Experience in athletic facilities, sports construction, recreation, education, institutional facilities, or related markets is highly desirable.
- Ability and willingness to travel regularly throughout the United States as required.
