Business Development Director – Power Markets - 1898 & Co.

About the role

The Business Development Director within 1898 & Co., part of Burns & McDonnell, is a senior leadership role responsible for driving strategic growth across power market clients. This role leads account development, cultivates executive-level relationships, and generates demand for integrated consulting, digital, and implementation solutions.

Responsibilities

• Develop and execute targeted account growth strategies for power market clients within an assigned region and/or portfolio.
• Align with Business Line Leaders and Managing Directors on priority markets, clients, and strategic growth initiatives.
• Identify, shape, and convert new business opportunities across consulting, technology, planning, digital, cybersecurity, and implementation services.
• Provide market insight, client intelligence, and competitive perspective to inform strategy, offerings, and positioning.
• Identify latent client needs and develop opportunities before formal procurement or RFP processes begin.
• Lead executive-level discovery conversations to understand business priorities, operational challenges, regulatory drivers, and technology gaps.
• Diagnose client problems and translate broad challenges into actionable advisory and implementation engagements.
• Frame the value of change by articulating business impact, risk, and opportunity.
• Support clients in building internal alignment across executive, operational, technical, and financial stakeholders.
• Shape engagement strategies, roadmaps, and phased approaches that move clients from strategy to execution.
• Partner with internal subject matter experts and delivery leaders to develop compelling solutions, value propositions, and measurable outcomes.
• Convert early-stage conversations into qualified pipeline and revenue-generating work.
• Build and maintain trusted advisor relationships with senior decision-makers across utilities, independent power producers, grid operators, and regulatory organizations.
• Partner with Client Engagement Leaders to expand and deepen relationships within strategic accounts.
• Lead high-impact client meetings, workshops, and executive discussions.
• Cook up key client interactions and priority pursuits.
• Represent 1898 & Co. at industry conferences, events, and forums to strengthen brand presence and expand networks.
• Collaborate with Business Line Leaders, Client Engagement Leaders, and Managing Directors to align client strategies and pursuit priorities.
• Partner with consulting, engineering, and delivery teams to align client needs with high-quality, integrated solutions.
• Coordinate with marketing, account teams, and leadership throughout the business development lifecycle.
• Leverage the broader Burns & McDonnell platform to deliver cross-functional and cross-selling opportunities.
• Lead the full sales lifecycle from lead generation and contract negotiation through execution.
• Maintain accurate pipeline tracking, forecasting, and client activity within the Client Relationship Management (CRM) system.
• Provide regular updates, insights, and pipeline visibility to senior leadership to support decision-making.
• Drive disciplined opportunity progression and alignment across internal stakeholders.

Qualifications

• Bachelor Degree in engineering, architecture, construction or related degree from an accredited program and 13 years related professional experience in marketing, business development or sales promotion environment (experience in the A/E/C industry preferred).
• Must demonstrate excellent oral and written communication skills, strong interpersonal skills, and the ability to clearly and effectively present complex information to all levels of employees, management, and clients.
• Advanced knowledge in the use of basic computer software (i.e., Microsoft Word, Excel, PowerPoint).
• Deep experience within power markets, electric utilities, independent power producers, or grid operators, with strong understanding of market structures, regulatory environments, and industry drivers.
• Demonstrated success in consultative business development, including shaping opportunities prior to formal RFPs and influencing client decision-making at early stages.
• Proven ability to build and maintain executive-level client relationships and operate as a trusted advisor.
• Experience developing and delivering training presentations related to proposal communications, proposal strategies, business development and/or pursuit strategies.
• Strong understanding of grid operations, resource planning, market participation, transmission, or generation concepts within organized markets (e.g., MISO, SPP, PJM, ERCOT).
• Experience working in a matrixed organization, collaborating across business lines, technical teams, and leadership to deliver integrated solutions.
• Track record of managing and growing a sales pipeline, including opportunity shaping, qualification, and progression through the sales lifecycle.
• Strong executive communication and presentation skills with the ability to lead client workshops, strategy discussions, and stakeholder alignment sessions.
• Established industry network and professional presence, including participation in conferences, industry groups, or thought leadership activities.

Pay

$170,000.00-330,000.00 Yearly

Schedule

Full-time

Travel

Yes, 75 % of the Time