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Business Development Manager

Company Description

The Lane Construction Corporation is a leading U.S. construction company specializing in the transportation, infrastructure and energy industries. Lane’s unique combination of capabilities includes public-private partnerships/innovative financing and joint ventures; large, complex design-build and bid-build projects; and the ability to produce and install asphalt, aggregates and concrete.

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Job Location:
Canada, Ontario
Primary Category:
Construction Management
Secondary Category:
Business Development Manager
Job Type:
Full Time
Last Modified:


Lead marketplace understanding and relationship development with designers, as well as with public and private owners, potential CJV partners and DOTs to help Lane successfully pursue design-build, bid-build JV, and P3 opportunities throughout the United States and Canada. Reports to the North America Director for Business Development.


Including but not limited to:

  • Define the marketplace and understand potential opportunities. Based on Lane’s priorities and goals, forge business partnerships with senior decision makers at DOTs, Counties, Airport Authorities, Municipalities and Fortune 500-2500 firms to understand their plans and current and prospective horizontal construction needs that can help lead to revenue-generation opportunities.
  • Help assess key business opportunities that are aligned with business goals and proactively promote new profit-generating concepts to drive profitable growth. Research and help identify qualified target areas, projects and prospective customers/clients (for leads on traditional business/bid-build and for Corporate lead on additional review and pursuit for DB, BBJV, P3, alternative financing opportunities). Drive information on local/regional funded and unfunded opportunities based on STIPS, local knowledge, articles, regional economic amid infrastructure need studies, etc. Develop insight well in advance of any RFP announcement or when an unsolicited opportunity presents itself based on needs and open-minded customers, coordinating efforts with business intelligence team. Lead effort to develop insight to inform go/no go decisions on opportunities. Help understand needs, financial parameters, decision makers, competitive environment, what factors could influence business decisions, how the opportunity fits Lane capabilities, politics of job, union/nonunion, teaming partners, minority goals/needs, advantages that can help win project/differentiators, etc.
  • Ensure the Region has enough opportunities in pipeline to deliver on three-year plan commitment when historical win rates are applied. Work with Corporate BD Director and other internal partners to ensure Lane has a go/no go decision and plan-of-attack for a "go".

· Build relationships with existing and potential design and construction partners:

o Have an effective strategy to optimize and focus our efforts to position Lane appropriately and procure more work more efficiently and effectively.

o Develop recommendations for teaming strategies that fit the opportunity with the right partnership (lead on local opportunities and inform/guide on "national opportunities").

o Develop strategic alliances with designers and subs in emerging or no-core markets.

o Proactively inform review of any acquisition opportunities.

o Consistent contact with prospects and clients to promote the company before, during and after proposal

  • Customers


§ North America Director for Business Development

§ VPs of Customer Solutions



  • Elected Officials
  • Career Civil Servants
  • Partners

o Pursuit Manager

o Financial Manager

o Operations

o Business Intelligence/Market Research

  • Design firms

o Economic Development Councils

o Associations

  • Performance Measures

o Delivery on Business Goals

o Backlog

o Revenue and margin

  • Carry out job duties while maintaining Lane values.
  • And other duties as assigned



  • Requires background of 10+ years in successful sales position and a Bachelor’s degree in Business Administration or equivalent.
  • Requires background of 10+ years in successful sales position and a Bachelor’s degree in Business Administration or equivalent.
  • Motivated self-starter who has the ability to meet with CEOs and senior level executives and business/government leaders
  • Result-driven leader and team player with a solution focus
  • Able to understand complex procurement process and thrive/succeed in competitive environment
  • Strong communication skills, starting with ability to listen to customer needs and translate into solutions communicated in thoughtful and compelling fashion
  • Responsive to customer needs and collaborative in developing responses/solutions
  • Adept at both prepared extemporaneous presentations
  • Proven closing skills
  • Ability to create and foster win-win customer relationships
  • Perceptive self-starter who can identify opportunities and implement effective sales programs and make adjustments for marketplace changes.
  • Professional demeanor and excellent oral and written communication skills
  • Ability to work cross-functionally to deliver customer solutions
  • Successful in translating business strategies into impactful sales strategies.
  •  Ability to develop and execute new and different programs that capitalize on changing industry dynamics.
  • Strong analytical capabilities and effective communication skills.
  • Ability to define problems, collect data/facts, establish insights, and draw valid conclusions.
  • Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
  • Ability to analyze and interpret common technical journals and the ability to respond to common inquiries or requests from potential clients, regulatory agencies, or members of the business community.


Lane Construction is an equal opportunity employer. M/F/D/V

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