Business Development Manager - Power (Multiple Locations)

Burns & McDonnell is a full-service, global A/E/C firm that excels at every step of project delivery. Our diverse service range gives clients access to a uniquely broad talent pool of professionals, enabling us to solve complex challenges with one mission: making our clients successful.

About the role

The Power global practice is seeking a Business Development Manager to develop and implement business development and marketing activities for engineering and construction consulting within the electric utility market. The focus will be driving profitable growth of existing clients and developing new clients through prospecting, client relationship development, and assessment of target markets that support sales and marketing strategies. The role also involves strategic planning and development of sales and marketing plans related to trade shows, trade journal advertisements, and customer relationship functions.

Responsibilities

• Perform and coordinate all business development activities in an assigned geographic/industry territory in accordance with overall corporate business strategy.
• Increase customer awareness of Burns & McDonnell’s capabilities by continually contacting new clients and maintaining existing client relations.
• Manage client-focused strategies and action plans that respond to client challenges and create a competitive advantage for the firm.
• Lead business development teams in key opening and middle-game activities, including market research, client and competitor analysis, and development of value propositions and pre-RFP collateral.
• Identify emerging ideas by researching industry events, publications, and announcements; track individual contributors and their accomplishments.
• Locate or propose potential business deals by contacting OEM partners and exploring opportunities.
• Screen potential opportunities by analyzing market strategies, deal requirements, potential, and financials; evaluate options and resolve internal priorities.
• Develop negotiating strategies and positions aligned with company strategies and operations.
• Close new business deals by coordinating requirements, developing and negotiating contracts, and integrating contract requirements with business operations.
• Protect organizational value by keeping information confidential.
• Update job knowledge through educational opportunities, professional publications, personal networks, and professional organizations.
• Enhance the organization’s reputation by accepting ownership for new requests and exploring opportunities to add value.
• Identify new, non-traditional, and compelling solutions to differentiate Burns & McDonnell in client project scopes.
• Research trade shows for potential attendance or participation (speaking, presentations, client events, booth arrangements).
• Recruit presenters or deliver presentations at trade shows; become an active member of relevant industry associations.
• Identify internal synergies across Burns & McDonnell’s Global Practices and Regional Offices to leverage skills, abilities, and client contacts.
• Understand and communicate ongoing sales/marketing initiatives with other Burns & McDonnell organizations.
• Communicate regularly with Business Development Leads and Project Managers; collect real-time marketing data and lead internal team meetings.
• Identify potential clients and build relationships at the highest corporate level.
• Contribute to the annual marketing and sales planning process.
• Commit to personal sales and marketing goals and develop a plan to achieve them.
• Capture, report, and own opportunities using CRM; develop and report metrics through the pursuit process.
• Commit to compliance with company and site safety policies.
• Perform all other assigned duties.

Requirements

• Bachelor’s degree in engineering, architecture, construction, or a related field from an accredited program.
• Minimum 5 years of professional experience in marketing, business development, or sales promotion; A/E/C industry experience preferred.
• Excellent oral and written communication skills, strong interpersonal skills, and the ability to present complex information effectively.
• Expert knowledge of basic computer software (Microsoft Word, Excel, PowerPoint).
• Experience developing and delivering training presentations related to proposal communications, strategies, business development, or pursuit strategies.

Schedule

Full-time

Travel

Yes, 75% of the time

Locations: US-MO-Kansas City (primary), US-FL-Orlando, US-MO-Saint Louis, US-AZ-Phoenix, US-TX-Houston