Sr Business Development Professional

Responsibilities

• Consistently delivers and books an annual average of $4M in total anticipated fee in alignment with gross profit targets on new sales
• Develops and executes 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
• Serves as partner to operational counterparts to develop business plan aligned with growth and profitability goals
• Maintains benchmark of 8-10 focus prospects in CRM at all times, reflecting a mix of clients aligned with BU goals
• Demonstrates a mix of new and residual sales
• Creates and articulates capture and differentiation strategy for each focus pursuit
• Develops champions on pursuits and completes majority of pre-sell steps regularly
• Knows competitors – national and regional – that Gilbane encounters in the market, as well as basic competitive profile
• Demonstrates the ability to articulate the principal Gilbane differentiators versus competitors
• Demonstrates acumen in legal and risk review and participates with Project Executives (PXs) in contract negotiations
• Manages L1/L2/L3/ERR process and documentation for pursuits
• Guides, informs, and is actively engaged in commercial strategy for pursuits including fee, general conditions, profit levers and enhancements that commercially competitive
• Manages and directs sales deliverables to support pursuits including planning and communications with operations, and sales and marketing support
• Creates suitable technical content and manages operations partners effectively in developing project-specific operations input to proposals/ presentations
• Obtains debriefs on all wins and losses, and posts information to the competitive intelligence database
• Maintains ongoing client relationships after project start-up
• Participates with PIC/PX in client satisfaction process
• Operates as local industry leader in suitable professional political, community organizations, with an increasing focus on client/market organizations
• Maintains a strong network within local Architect, Engineer, Construction (A/E/C) community
• Engages operations personnel and subject matter experts throughout the sales process
• Coaches, mentors, trains Operations partners on matters related to business development?
• Maintains CRM and personal roadmap regularly and accurately
• Reports forecast and current sales activity
• Coaches and mentors less experienced team members
• Supports a positive and inclusive work environment

Qualifications

• 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

Knowledge, Skills & Abilities

• Strong verbal and written communication skills
• Ability to shape impactful client-facing deliverables
• Closing and Negotiation skills
• Understanding of project financials and project risk