Director Business Development

About the role

Gilbane is seeking a Director of Business Development (BD) to develop overall sales strategy within a Business Unit (BU), manage the BU BD team in its execution, and establish business relationships for the purpose of driving growth and securing 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 the 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
• Investment in employee education through Gilbane University, a top training organization in the construction industry