Director Business Development

About the role

Gilbane is seeking a Director of Business Development (BD) to represent the company in developing overall sales strategy within a Business Unit (BU), managing the BU BD team, and establishing business relationships to drive growth and secure new construction and professional services contracts. This role will primarily be office-based.

As a Top-10 ENR Contractor, Gilbane is a family-owned business with 45 offices, shaping communities since 1870. The company is committed to delivering projects safely and on-time, offering opportunities to build schools, labs, hospitals, corporate offices, sports arenas, and more. Gilbane is dedicated to fostering a diverse, inclusive, and authentic workplace.

Responsibilities

• Act as a strategic business partner to the Business Unit’s management team
• Assume a key role in the management structure and establish positive working relationships with all team members
• Lead sales strategy and be accountable for achieving sales goals for assigned territory, market, and/or Business Unit
• Manage the operational and financial aspects of sales for the designated business unit
• Generate $3+ million in fee sales
• Nurture ongoing client relationships after project start-up
• Manage prospective clients and prospects in various stages of the process
• Develop and execute effective capture strategies for focus prospects
• Lead/manage the Doer-Seller plan within the Business Unit
• Manage the Go/No Go process within the Business Unit and ensure compliance with company guidelines
• Participate in the fee booking process to maximize profit potential and portfolio selling strategies
• Collaborate with the National Client Team (NCT) to pursue NCT opportunities within the Business Unit
• May act as Principal-in-Charge for select clients
• Manage outside consultants, as required
• Conduct Lessons Learned sessions as required
• Manage departmental budget and monitor cost of sales to parallel internal benchmarks
• Participate in the hiring and on-boarding of Business Development Managers (BDMs)
• Coach, mentor, and train BDMs and Doer Sellers
• Ensure CRM integrity and Sales roadmap reporting through Microstrategy dashboards
• Participate in national Senior Sales Leadership Peer Group and market sector focus groups
• May have direct report(s) and/or dotted line reports

Requirements

• BS or MS in Engineering, Architecture, Business, Marketing, or related industry experience
• 10-15 years of experience in increasing levels of responsibility with proven success in marketing or business development
• Strong sales background, specifically in the A/E/C industry
• Or equivalent combination of education and experience

Skills

• Strong verbal and written communication skills
• Ability to assist in producing highly professional proposals and presentations
• Excellent organizational skills
• Excellent problem-solving skills and ability to adapt to changing needs
• Experience coaching and leading a team
• Financial understanding
• Risk understanding
• Understanding of Contract Terms and Conditions/Contract Review

Benefits

• Competitive health and welfare benefits
• Generous profit-sharing/401k plan
• Investment in employee education through Gilbane University, a top training organization in the construction industry