Director Business Development

About Us

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! We are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway.

About You

You are a coach/leader who leads with an inclusive and empathetic mindset. You provide feedback and guidance to help others excel in their current or future roles. You determine priorities, delegate work, and effectively communicate progress. You establish measures to assess the impact, quality, and timeliness of results while praising successes and sharing lessons learned. You build high-performing teams by attracting, engaging, developing, and retaining talented individuals through motivation and discipline to maximize impact on the organization and the individual. You leverage business insights by understanding industry trends, local market/economic conditions, and Gilbane’s business model to make critical decisions and create competitive advantage. You deploy a strategic mindset when considering solutions to long-term opportunities and risks that may develop in the future. Your core values match Gilbane’s: Integrity, Caring, Teamwork, Toughmindedness, Dedication to Excellence, Discipline, Loyalty, and Entrepreneurship.

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

Gilbane offers an excellent total compensation package which includes competitive health and welfare benefits and a generous profit-sharing/401k plan. We invest in our employees’ education and have built Gilbane University into a top training organization in the construction industry.