Sales / Business Development Manager (AEC Industry)

  • Washington DC-Crystal City, Virginia, United States
  • Full-time
  • Business Development / Marketing
  • hoff2020-0513

Hoffmann Architects, Inc. is seeking a results-oriented sales / business development professional for our Virginia and New York City offices. This is a professional sales position requiring cold calls, client meetings, and a high level of participation at networking events during and after business hours and on weekends. 

Hoffmann Architects is a specialty architecture and structural engineering firm focused on the restoration of existing commercial, institutional, cultural, civic, and landmark structures. We have built a reputation for excellence by resolving building exterior distress at major symbols of the country’s architectural heritage, such as the United States Capitol building, the New York Stock Exchange, and the Smithsonian Institution. Our technical staff is known for their attention to seemingly small details that can make a big difference in the life of a building. For the business development team, that focus on details translates to a strategic, goal-driven approach to winning new work, with the follow-through to maintain and foster key client relationships. We aim to be the best in our niche field--and we take pride in our work.

The Position

Primary Responsibilities   

  • Identify, develop, and CLOSE new business: 
    - Prepare and implement a business development plan, including identification of target market sectors and potential clients;
    - Qualify and pursue new business based on potential revenue, profit, and timely close; 
    - Identify decision-makers within prospective client organizations and establish meaningful contact through cold calling, emails, social networking, and meetings;
    - Participate in business/social/professional organizations and events, including tradeshows and conferences, that promote or generate business relationships;
    - Meet with qualified prospects to present the Firm's credentials and/or identify and discuss specific opportunities for future work; 
    - Participate in the development of winning technical and fee proposals; 
    - Develop and participate in business presentations; 
    - Participate in the review and negotiation of contracts for new business.
  • Proactively develop/maintain relationships and pursue opportunities for additional business with existing clients.
  • Document/quantify results of business development activities: 
    - Effectively organize and track leads; 
    - Participate in regular business development meetings and coordinate activity with business development and marketing professionals in our Connecticut, New York, and Virginia offices;
    - Submit activity (sales/revenue and projection) reports as required by the Director of Business Development and Executive Chairman.  
  • Perform related duties as assigned or required to meet company goals and objectives.

Other Duties and Expectations

  • Participate in professional/community organizations and activities.
  • Attend continuing education programs.
  • Demonstrate organizational skills.
  • Be self-motivated regarding office projects and the office environment.

Required Education and Experience

  • Bachelor's degree AND
  • Minimum 3 years of sales / business development experience OR
  • Equivalent combination of academic and professional experience.

Required Qualifications

  • Proven success in identifying and landing new business in the public and private sectors;
  • Demonstrated experience selling professional services in the Washington, D.C. / New York City metropolitan areas;
  • Strong interpersonal and relationship-building skills;
  • Excellent oral and written communications skills;
  • Demonstrated ability to effectively manage workloads to meet deadlines;
  • Must be willing to climb ladders and walk on roofs of low and high-rise buildings;
  • Valid driver's license.

Preferred Qualifications

  • Minimum 2 years of architectural, engineering, or professional construction sales experience;
  • Knowledge of design and construction industry.

About Hoffmann Architects

The Culture

With nearly 50 people spread out in three offices (CT, NY, and VA), we still manage to maintain a tight community. Every Friday we end work a little early to enjoy “happy hour” together. In addition, we gather for golf outings, bowling competitions, summer family picnics, and winter holiday parties to get to know our coworkers, whether in another state or at the next desk.

Being part of a team that does something few other firms do and even fewer do well is remarkably fulfilling. Our work is second to none because our people believe we’re the best at what we do.  

The Business Development and Marketing Team

The Business Development Manager works closely with the business development and marketing staff throughout the Firm, as well as with the office manager and project staff in his/her respective office.

Maureen Dobbins, Vice President and Director of Business Development

The Business Development Manager for each office reports directly to Maureen, who is responsible for managing all business development and marketing activities. Based at the Firm's Connecticut headquarters, Maureen oversees sales, business development, public relations, and marketing initiatives company-wide, across all three offices. Under her leadership, the business development and marketing team establishes connections, develops project strategies, explores new markets, and maintains active participation in industry organizations. With over 25 years of experience in the architecture and engineering industry, Maureen applies a results-driven approach to winning new business and maintaining client relationships.  

The Business Development Manager will also collaborate with the other members of the Business Development and Marketing Team:

  • Bob Delagrange, Business Development Manager (Connecticut)
  • Cathy DellaValle, Marketing Coordinator
  • Alison Hoffmann, Communications Manager

Commitment to Equal Employment Opportunity

Hoffmann Architects is committed to a culture of diversity and equal employment opportunity. We strictly prohibit discrimination against employees or applicants on the basis of age, ancestry or national origin, mental or physical disability or history of disability, AIDS/HIV status, gender, marital or familial status, pregnancy or childbirth, race or color, religion or creed, sexual orientation, gender identity or expression, genetic information, military status, political activities, or any other characteristic protected by applicable law.

Apply Now