Director Business Development

As a Top-10 ENR Contractor, Gilbane is a family-owned business with 45 offices that has been shaping communities since 1870. Consistently recognized as one of the most reputable construction management firms in the country, Gilbane is committed to delivering projects safely and on-time. You will have the opportunity to build schools, labs, hospitals, corporate offices, sports arenas, and more.

About the role

Gilbane is seeking a Director of Business Development (BD) to be the representative of the Company responsible for developing overall sales strategy within a Business Unit (BU), managing the BU BD team in its execution, and establishing business relationships for the purpose of driving growth and developing profitable relationships that result in securing new construction and professional services contracts. This role will sit primarily in the office.

Responsibilities

• Act as strategic business partner to Business Unit’s management team
• Assume a key role in the management structure and establish a positive synergy and working relationship with all other team members
• Lead sales strategy and accountable for achieving sales goal for assigned territory, market, and/or Business Unit
• Manage the operational and financial aspect 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 process
• Develop and execute effective capture strategies for focus prospects
• Lead/Manage Doer-Seller plan within 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 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 BDMs
• Coach, mentor, and train BDMs and Doer Sellers
• Accountable for 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 production of 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
• Multi-dimensional training opportunities through Gilbane University, a top training organization in the construction industry
• Opportunity to work with an experienced team and learn new industry skills