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Vice President, Business Development
CA - Long Beach
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Opportunity Snapshot
This newly created role offers you the opportunity to make a significant impact on our organization, bringing a new level of strategic planning to our business development efforts. You'll enjoy the best of both worlds: IRWIN has been in business for 87 years and is a financially very sound company, posting 25% growth each year for the past seven. At the same time, over the past few years we have virtually re-invented the company, giving us the entrepreneurial energy of a startup. You'll assume leadership of a business development function that is good and make it even better.
You will set the business development pace, develop methodology, implement tools, mentor Business Development Representatives, and more. To be a good fit for this opportunity you will have deep experience and a long track record of success in sales and business development, including the industrial construction and maintenance industry, ideally oil and gas, power generation, or public works/commercial. We're looking for a professional with established network contacts in our industry, strong skills in proposal development, expertise in negotiation and contract terms, and knowledge of business development tools and best practices.
IRWIN Holdings, Inc is one of the nation's leading construction and maintenance contract companies, serving the oil & gas, power utility, petrochemical, refining, pipeline & products distribution, mining & minerals, food processing, pharmaceutical, and other heavy industries. We take a proactive approach to being the employer of choice in our field, driven by solid values -- our goal is not to be the biggest, but to be the best.
What Else You'll Bring to the Table
In addition to the qualifications detailed above, you'll need:
A four-year degree in Finance, Business, and/or Economics.
A track record of consistently being a top performer in direct sales, selling a sophisticated large ticket service on a consultative basis, and ideally in a long sale cycle.
Experience selling directly into the local business community and established contacts there.
Highly polished oral, written, and presentation skills.
An assertive, results-oriented approach, a commitment to driving continuous cultural change, and a demonstrated ability to develop and implement process improvements.
The leadership and interpersonal skills to relate well at all levels of the organization and use this ability to challenge the system and help ensure the function's effectiveness within the company.
Once you have gotten up to speed at IRWIN and in this role, you can expect to travel nationally about 25% of the time to meet with executive level clients and prospects.
What's in It for You
Broad impact, intriguing challenges -- while IRWIN is thriving and growing, we believe there are areas in which a seasoned business development professional can make a good thing even better, such as our proposal process and negotiating approach. We'll look to you to establish a national presence for yourself and IRWIN within three years.
Great work environment -- lots of companies claim to have a great culture, but it truly is the case at IRWIN, and we have a very high retention rate to prove it. In large part this is the result of a strong emphasis on values, including a forward-thinking approach; we don't plan 90 to 180 days out, we plan 3 to 5 years ahead. In fact, Park Corporation, the private equity firm behind IRWIN, gives us broad latitude because of our track record.
Autonomy -- you will co-develop the vision for business development, collaborating with the CEO and other business leaders, and then run with it. We'll give you support when you need it and plenty of "elbow room" when you don't.
Stability and growth -- backed by an 80-year-old reputation for outstanding quality and service, we have been achieving major milestones in our growth. In addition to steady revenue growth (even during tough economic times), we have significant cash on hand and an impressive bonding line. We continue to make solid investments in people, equipment, tools, and technology.
Excellent compensation -- we are a pay-for-performance company; in addition to a competitive salary we offer a generous bonus incentive program as well as a comprehensive benefits package that includes medical and dental insurance, paid holidays and vacation, a matching 401(k) plan, and more. We'll also provide you the tools you need to succeed, such as a company car.
More About Your Role
At the beginning of 2008 we implemented a major restructuring, with IRWIN Holdings Company as the parent corporation to four companies, and you will work with two of them:
IRWIN Industries, which provides unparalleled service to its existing customers in the petrochemical, energy, oil & gas, and other heavy industrial sectors.
Hobbs-Bannerman Engineering, which provides streamlined design-build management, pursuing opportunities in market sectors not currently served by IRWIN.
Among other advantages, this structure enables us to take on both union and non-union projects. The other two business units, by the way, are Rig-One, a warehouse and procurement business, and S3 (Streamlined Support Systems Co.), a centralized management clearinghouse for HR, accounting and finance, and other infrastructure services.
As part of the restructuring we have carried out initiatives to bring increased sophistication and scalability to the company overall, and your mission will be to do just that with Business Development. Reporting to the CEO, you will provide leadership for both Marketing and Business Development:
Our marketing team of two does an excellent job, and this part of your role will require a relatively small percentage of your time and attention while providing valuable support and resources.
On the business development side you will work closely with the Presidents of IRWIN Industries and Hobbs-Bannerman and have a dotted line relationship to five Business Development Representatives in those two units.
Your major focus, as you might expect, will be driving the development of new profitable business from prospects and under-penetrated clients. This will include generating cross-sell opportunities by maintaining strong working relationships with other lines of business, managing the entire sales process, and serving as account manager for new accounts.
Once you've "gotten your feet wet," one of your first initiatives will be to develop a five-year strategic business marketing plan, including everything from who to call on to research and analysis.
Success and Impact
If you're the person we're looking for, you already understand that relationships drive our industry; you'll need to establish yourself as a source of trustworthy advice, ensure we pursue a consultative (rather than transaction-oriented) approach, and build on relationships to gain new introductions.
Some areas where you can make a significant impact early in the game:
Leveraging your existing network to create instant value regarding both individual projects and partnering strategies.
Helping the Business Development Reps grow their skills, joining them on calls and coaching and mentoring them.
Ensuring we have a sharp, far-seeing eye on the market (including consolidations and rapidly changing sectors such as alternative/renewable energy) that enables us to anticipate opportunities well in advance.
Evaluate our current proposal process and implement improvements to make sure we are accurately projecting IRWIN's sophistication and professionalism.
Bring new options to our negotiating process, better enabling us to create win-win agreements.
Provide new tools, from marketing and promotional materials to activity tracking systems, to energize and enhance our business development efforts.
If this sounds like the right mix of challenge and opportunity for you, and you meet the minimum qualifications, we want to hear from you!
Who We Are
Founded in 1922 during the Signal Hill oil boom, IRWIN has evolved into one of the nation's leading construction and contract maintenance organizations. Over the past few years we have invested heavily in new facilities, personnel, safety, training and equipment. As a result, we now have one of the largest, best-trained, best-equipped, and highly motivated multidisciplinary workforces in the industry.
Opportunity Snapshot
This newly created role offers you the opportunity to make a significant impact on our organization, bringing a new level of strategic planning to our business development efforts. You'll enjoy the best of both worlds: IRWIN has been in business for 87 years and is a financially very sound company, posting 25% growth each year for the past seven. At the same time, over the past few years we have virtually re-invented the company, giving us the entrepreneurial energy of a startup. You'll assume leadership of a business development function that is good and make it even better.
You will set the business development pace, develop methodology, implement tools, mentor Business Development Representatives, and more. To be a good fit for this opportunity you will have deep experience and a long track record of success in sales and business development, including the industrial construction and maintenance industry, ideally oil and gas, power generation, or public works/commercial. We're looking for a professional with established network contacts in our industry, strong skills in proposal development, expertise in negotiation and contract terms, and knowledge of business development tools and best practices.
IRWIN Holdings, Inc is one of the nation's leading construction and maintenance contract companies, serving the oil & gas, power utility, petrochemical, refining, pipeline & products distribution, mining & minerals, food processing, pharmaceutical, and other heavy industries. We take a proactive approach to being the employer of choice in our field, driven by solid values -- our goal is not to be the biggest, but to be the best.
What Else You'll Bring to the Table
In addition to the qualifications detailed above, you'll need:
A four-year degree in Finance, Business, and/or Economics.
A track record of consistently being a top performer in direct sales, selling a sophisticated large ticket service on a consultative basis, and ideally in a long sale cycle.
Experience selling directly into the local business community and established contacts there.
Highly polished oral, written, and presentation skills.
An assertive, results-oriented approach, a commitment to driving continuous cultural change, and a demonstrated ability to develop and implement process improvements.
The leadership and interpersonal skills to relate well at all levels of the organization and use this ability to challenge the system and help ensure the function's effectiveness within the company.
Once you have gotten up to speed at IRWIN and in this role, you can expect to travel nationally about 25% of the time to meet with executive level clients and prospects.
What's in It for You
Broad impact, intriguing challenges -- while IRWIN is thriving and growing, we believe there are areas in which a seasoned business development professional can make a good thing even better, such as our proposal process and negotiating approach. We'll look to you to establish a national presence for yourself and IRWIN within three years.
Great work environment -- lots of companies claim to have a great culture, but it truly is the case at IRWIN, and we have a very high retention rate to prove it. In large part this is the result of a strong emphasis on values, including a forward-thinking approach; we don't plan 90 to 180 days out, we plan 3 to 5 years ahead. In fact, Park Corporation, the private equity firm behind IRWIN, gives us broad latitude because of our track record.
Autonomy -- you will co-develop the vision for business development, collaborating with the CEO and other business leaders, and then run with it. We'll give you support when you need it and plenty of "elbow room" when you don't.
Stability and growth -- backed by an 80-year-old reputation for outstanding quality and service, we have been achieving major milestones in our growth. In addition to steady revenue growth (even during tough economic times), we have significant cash on hand and an impressive bonding line. We continue to make solid investments in people, equipment, tools, and technology.
Excellent compensation -- we are a pay-for-performance company; in addition to a competitive salary we offer a generous bonus incentive program as well as a comprehensive benefits package that includes medical and dental insurance, paid holidays and vacation, a matching 401(k) plan, and more. We'll also provide you the tools you need to succeed, such as a company car.
More About Your Role
At the beginning of 2008 we implemented a major restructuring, with IRWIN Holdings Company as the parent corporation to four companies, and you will work with two of them:
IRWIN Industries, which provides unparalleled service to its existing customers in the petrochemical, energy, oil & gas, and other heavy industrial sectors.
Hobbs-Bannerman Engineering, which provides streamlined design-build management, pursuing opportunities in market sectors not currently served by IRWIN.
Among other advantages, this structure enables us to take on both union and non-union projects. The other two business units, by the way, are Rig-One, a warehouse and procurement business, and S3 (Streamlined Support Systems Co.), a centralized management clearinghouse for HR, accounting and finance, and other infrastructure services.
As part of the restructuring we have carried out initiatives to bring increased sophistication and scalability to the company overall, and your mission will be to do just that with Business Development. Reporting to the CEO, you will provide leadership for both Marketing and Business Development:
Our marketing team of two does an excellent job, and this part of your role will require a relatively small percentage of your time and attention while providing valuable support and resources.
On the business development side you will work closely with the Presidents of IRWIN Industries and Hobbs-Bannerman and have a dotted line relationship to five Business Development Representatives in those two units.
Your major focus, as you might expect, will be driving the development of new profitable business from prospects and under-penetrated clients. This will include generating cross-sell opportunities by maintaining strong working relationships with other lines of business, managing the entire sales process, and serving as account manager for new accounts.
Once you've "gotten your feet wet," one of your first initiatives will be to develop a five-year strategic business marketing plan, including everything from who to call on to research and analysis.
Success and Impact
If you're the person we're looking for, you already understand that relationships drive our industry; you'll need to establish yourself as a source of trustworthy advice, ensure we pursue a consultative (rather than transaction-oriented) approach, and build on relationships to gain new introductions.
Some areas where you can make a significant impact early in the game:
Leveraging your existing network to create instant value regarding both individual projects and partnering strategies.
Helping the Business Development Reps grow their skills, joining them on calls and coaching and mentoring them.
Ensuring we have a sharp, far-seeing eye on the market (including consolidations and rapidly changing sectors such as alternative/renewable energy) that enables us to anticipate opportunities well in advance.
Evaluate our current proposal process and implement improvements to make sure we are accurately projecting IRWIN's sophistication and professionalism.
Bring new options to our negotiating process, better enabling us to create win-win agreements.
Provide new tools, from marketing and promotional materials to activity tracking systems, to energize and enhance our business development efforts.
If this sounds like the right mix of challenge and opportunity for you, and you meet the minimum qualifications, we want to hear from you!
Who We Are
Founded in 1922 during the Signal Hill oil boom, IRWIN has evolved into one of the nation's leading construction and contract maintenance organizations. Over the past few years we have invested heavily in new facilities, personnel, safety, training and equipment. As a result, we now have one of the largest, best-trained, best-equipped, and highly motivated multidisciplinary workforces in the industry.
Irwin Industries, Inc. is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.
