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Jobs · Business Development · California

Senior Business Development Professional

Gilbane Building · San Jose, CA · 1 wk ago
On-siteBusiness Development$180k–$255k/yrFull-time

About the role

Gilbane is seeking a Sr. Business Development Professional to deliver new clients, new and repeat business, and lead the business development lifecycle, including opportunity/client sourcing, positioning, risk analysis, business proposal strategy, competitor analysis, deliverables, negotiation, and securing award.

As a Top-10 ENR Contractor, Gilbane is a family-owned business with 45 offices that has been shaping communities since 1870. 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.

Responsibilities

  • Consistently deliver and book an annual average of $4M in total anticipated fee in alignment with gross profit targets on new sales
  • Develop and execute a Business Development (BD) plan/pipeline with limited consultation and guidance from Director/Senior Director of Business Development, including:
    • Individual BD Roadmap
    • Market Sector and Profit Lever Analysis
    • Focus/Must Win/Strategic/Strategic Few
    • Expected Hit Ratio aligned with BL market mix
  • Serve as partner to operational counterparts to develop a business plan aligned with growth and profitability goals
  • Maintain a benchmark of 8-10 focus prospects in CRM at all times, reflecting a mix of clients aligned with BU goals
  • Demonstrate a mix of new and residual sales
  • Create and articulate capture and differentiation strategy for each focus pursuit
  • Develop champions on pursuits and complete the majority of pre-sell steps regularly
  • Know competitors – national and regional – that Gilbane encounters in the market, as well as basic competitive profile
  • Articulate the principal Gilbane differentiators versus competitors
  • Demonstrate acumen in legal and risk review and participate with Project Executives (PXs) in contract negotiations
  • Manage L1/L2/L3/ERR process and documentation for pursuits
  • Guide, inform, and actively engage in commercial strategy for pursuits including fee, general conditions, profit levers, and enhancements that are commercially competitive
  • Manage and direct sales deliverables to support pursuits including planning and communications with operations, and sales and marketing support
  • Create suitable technical content and manage operations partners effectively in developing project-specific operations input to proposals/presentations
  • Obtain debriefs on all wins and losses, and post information to the competitive intelligence database
  • Maintain ongoing client relationships after project start-up
  • Participate with PIC/PX in the client satisfaction process
  • Operate as a local industry leader in suitable professional, political, and community organizations, with an increasing focus on client/market organizations
  • Maintain a strong network within the local Architect, Engineer, Construction (A/E/C) community
  • Engage operations personnel and subject matter experts throughout the sales process
  • Coach, mentor, and train operations partners on matters related to business development
  • Maintain CRM and personal roadmap regularly and accurately
  • Report forecast and current sales activity
  • Coach and mentor less experienced team members
  • Support a positive and inclusive work environment

Requirements

  • Bachelor’s or Master’s degree in Engineering, Architecture, Business, Marketing, or related industry experience
  • 8+ years of business development experience within the A/E/C industry or equivalent combination of education and experience

Skills

  • Strong verbal and written communication skills
  • Ability to shape impactful client-facing deliverables
  • Closing and negotiation skills
  • Ability to maintain long-term client relationships
  • Understanding of project financials and project risk

Benefits

Gilbane offers an excellent total compensation package which includes:

  • 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

Pay

Salary to be determined based on factors such as geographic location, skills, education, and/or experience of the applicant. For San Jose, CA, this ranges from $180,000.00 - $255,000.00 plus benefits and retirement program.

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