Bus Dev Professional II

Responsibilities

• Consistently delivers and books an annual average of $2-3M in total anticipated profit (as aligned with profit plans) with a focus on building high quality backlog.
• Develops and executes a Business Development (BD) plan/pipeline with consultation and guidance from the Director/Senior Director of Business Development, including: Individual BD Roadmap, Market Sector Analysis, Focus/Must Win/Strategic/Strategic Few, and Expected Hit Ratio aligned with BL market mix and gross profit targets.
• Contributes to the BU business plan and goals.
• Maintains benchmark target of 8-10 focus prospects in CRM at all times, reflecting a mix of clients aligned with BU goals.
• Demonstrates a mix of new and residual sales.
• Demonstrates a capture and differentiation strategy for each focus pursuit.
• Develops champions on pursuits and regularly completes majority of pre-sell steps.
• Develops understanding of market conditions.
• Knows regular and occasional competitors – national and regional – that Gilbane encounters in the market, as well as basic competitive profile.
• Demonstrates the ability to articulate the principal Gilbane differentiators versus most regular competitors.
• Demonstrates an understanding of project delivery options and can articulate benefits to clients.
• Develops acumen in legal and risk review.
• Manages L1/L2 and supports L3/ERR process and documentation for pursuits.
• Supports commercial strategy for pursuits including fee, general conditions, profit levers and enhancements that are commercially competitive.
• Manages and directs sales deliverables to support pursuits including planning and communications with operations and sales and marketing support.
• Creates suitable technical content and manages operations partners effectively in developing project-specific operations input to proposals/ presentations.
• Obtains debriefs on all wins and losses, and posts information to the competitive intelligence database.
• Maintains ongoing client relationships after project start-up.
• Participates with PIC/PX in client satisfaction process.
• Actively participates and engages in leadership roles in suitable professional political, community organizations, with an increasing focus on client/market organizations.
• Develops a strong network within the local Architect, Engineer, Construction (A/E/C) community.
• Engages operations personnel and subject matter experts throughout the sales process.
• Develops the ability to coach, mentor, and train Operations partners on matters related to business development.
• Maintains CRM and personal roadmap regularly and accurately.
• Reports forecast and current activity.
• Counsels and mentors less experienced team members.

Qualifications

• Bachelor’s or Master’s degree in Engineering, Architecture, Business, Marketing, or related industry experience
• 3-8 years of business development experience within the A/E/C industry
• Or equivalent combination of education and experience