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Description

Burns & McDonnell is a full-service, global AEC firm that excels at every step of project delivery. Our diverse service range gives our clients access to a uniquely broad talent pool of professionals and enables us to help solve some of their most complex challenges. We’re able to seamlessly plan, design, permit, construct and manage projects with one mission in mind: making our clients successful.

The Remediation and Environmental Construction Business Development Manager (BDM) will provide visionary leadership in a proactive and action-oriented sales role for the Remediation and Environmental Construction Team, as well as the appropriate focus areas related to a specific market, region, account, initiative, or technical service area. The BDM will have a well-established national presence in the environmental remediation and construction industry with established relationships and demonstrated success in building new client connections that lead to sales of remediation and construction services. The BDM responsibilities include, but are not limited to, the following:

+ Developing and implementing business development and marketing activities for remediation and construction services.

+ Client development and account management.

+ Screen potential opportunities by analyzing market strategies, deal requirements, and financials; evaluating options; resolving internal priorities; recommending equity investments where applicable.

+ Capture, report and own opportunities using CRM; develop and report metrics through pursuit process.

+ Developing and leading go-to-market strategies for new offerings (i.e., aligning with a proactive sales culture with clear, individual sales plans) while continuously improving existing offerings.

+ Identifying new business opportunities through new and established relationships.

+ Leading the pursuit process for significant and must win projects.

+ Establishing and meeting sales targets.

+ Identifying and communicating industry trends.

This position will have a focus on the industrial market for environmental construction services which includes manufacturing, mission critical, food & consumer products, brownfields redevelopment, automotive, pharmaceuticals, mining, power generation, oil and gas, and emerging opportunities in the industrial market space.

This position is a strategic and client-facing role and an indirect people leadership role. The BDM will perform direct sales and business development activities; identify and develop focused strategy; contribute to the overall environmental construction business plan; and mentor, lead, motivate, coordinate, and support a team of national account managers, initiative leaders, and seller-doers in the environmental construction space.

General Description of Job Duties:

Client Engagement: Commit to frequent client engagement in the pursuit of environmental construction sales to meet client needs. Work with existing and new clients to identify new projects, articulate to the clients our ability to perform those projects through various delivery models including progressive design-build, construction manager at risk, self-perform, and program management, and translate that into the sale of remediation and environmental construction services.

+ Increase customer awareness of the environmental construction capabilities within Burns & McDonnell by continually contacting new clients and maintaining existing client relations.

+ Identify potential clients and build relationships (where possible, establish a trusted advisor role) at the highest possible corporate level.

+ Manage market, geographic and client-focused strategies and action plans that respond to market and client challenges and create a competitive advantage for the firm to successfully obtain the work.

+ Critically review markets and clients on a regular basis in terms of potential for growth, profits, client satisfaction and repeat business.

+ Oversee capture strategies for key client pursuits with potential to deliver meaningful business volume, possess growth upside and yield high profit – Improved opportunity capture planning.

+ Anticipate and support recompetes of key contract renewals.

+ Develop, verify/challenge, and drive execution of strategic client development plans for key accounts.

+ Identify and support recruitment of key seller/doer, construction management, site management, and field engineer positions.

+ Collaborate within Burns & McDonnell: Collaborate independently with other Burns & McDonnell Global Practices, business units, and regional offices, with an external focus to maximize existing client opportunities and develop new clients.

+ Identify synergies internal to the Burns & McDonnell organization in other Global Practices and Regional Offices and develop relationships to leverage one another's skills, abilities, and client contacts to create sales.

+ Responsible for communicating regularly with other Business Development Leads and Project Managers.

Develop Sales: Commit to individual sales goals for all construction services and develop a plan to achieve sales (formalize a written, individual, annual sales plan).

+ Identify and communicate with key stakeholders regularly to (1) develop the plan, (2) implement the plan, and (3) monitor and revise the plan.

+ Close new business deals by coordinating requirements, creating/supporting the development of the proposal, assisting in the development and negotiations related to risk and contracts, and integrating contract requirements with business operations.

Strategy and Business Planning: Participate and develop annual strategic, financial, and marketing business line goals in conjunction with Construction and Environmental team leadership.

+ Develop overall market/region/individual growth strategy based on growth drivers, cyclical challenges, anticipated CAPEX and OPEX trends, regulatory changes and competition with a specific focus on development of key clients that can deliver significant profit and/or have significant upside growth potential.

+ Align with National Construction and Environmental objectives/pillars – For each area, identify where/how the market will achieve a target goal and engage in the effort, as appropriate.

Recruiting: Responsible for participating in the recruitment, development, training, and retention of staff.

+ Identify key new candidates that leads to hiring (focus on construction management, site management, and seller/doer candidates with key client relationships or technical expertise).

+ Develop and maintain a succession plan with 2 to 4 key construction team members.

Provide Thought Leadership: Provide thought leadership through articles, blog posting, conference presentations, etc.

+ Provide leadership in the identification, planning, and execution of trade shows (i.e., conferences) to achieve and track sales, construction engagement with environmental subject matter experts, and demonstrate Burns & McDonnell differentiators.

+ Become (maintain) an active member of relevant industry associations.

Mentoring Sales Leaders: Mentor and train account managers on various techniques and approaches to selling construction services to clients. BDM will assess the client performance and provide indirect oversight and leadership with account leads to grow overall business via expanded services, geography, emerging initiative, etc.

Construction Leadership: Lead by example (as an authentic leader) a client oriented and Seller/Doer mindset that is driven by generating new sales and in expanding market share based on ‘value creation’ for clients and not competing solely on price.

+ Enforce compliance with company and site safety policies.

+ Demonstrate excellent oral and written communication skills, strong interpersonal skills, and the ability to clearly and effectively present complex information to all levels of employees, management, and clients.

+ Performs other duties as assigned.

+ Complies with all policies and standards.

General Description of Job Duties related to focus areas:

Market Sector Focus Area (as appropriate): The prime market leads responsibilities will include:

+ Directing account managers in the market.

+ Market direction for key/new areas of focus including thought leadership.

+ Tracking sales performance of the sector.

+ Supporting must-wins (directly or indirectly).

+ Providing market support to all ROs (directly or indirectly).

+ Leading annual strategic and financial planning.

Regional Focus Area (as appropriate): Where regional focus has been defined for a geography, the BDM will provide direct engagement with the region to create new business. Key responsibilities will include:

+ Direct engagement with department managers and staff to create new sales.

+ Alignment with the geography's key strategies through direct sales.

+ Tracking sales performance of the region.

+ Supporting must-wins (directly or indirectly).

+ Supporting annual strategic and financial planning.

+ Travel of 50-70% required. Largely client facing role (>50%).

Qualifications

Required Qualifications:

+ Bachelor's degree in engineering, architecture, construction or related degree from an accredited program and 5 years related professional experience in marketing, business development or sales promotion environment required, experience in the A/E/C industry preferred.

+ Associate's degree and 7 years related professional experience in marketing, business development or sales promotion environment required, experience in the A/E/C industry preferred.

+ High School Diploma/GED and 9 years related professional experience in marketing, business development or sales promotion environment required, experience in the A/E/C industry preferred.

+ Must demonstrate excellent oral and written communication skills, strong interpersonal skills, and the ability to clearly and effectively present complex information to all levels of employees, management, and clients.

+ Must have expert knowledge in the use of basic computer software (i.e., Microsoft Word, Excel, PowerPoint).

+ Previous experience developing and delivering training presentations related to proposal communications, proposal strategies, business development and/or pursuit strategies.Strongly Preferred Qualifications:

+ 15 years of related professional experience with a broad and deep understanding of the remediation and environmental construction market.

+ Proven ability to develop a business or sales plan for the construction market, drive proactive behavior by self and influence others on the team aligned with the plan, and yield strong successful results.

+ Focus efforts on sub-sectors of the market, geographies and clients that offer the greatest growth opportunity and potential profit (communicate this approach to (1) Leadership (2) Seller/Doers, (3) Sales Team).

+ Responsibility for identifying and achieving a sales target; indirect oversight and management of account managers.

+ Experience in Project Management and execution of various environmental construction services.

+ Past and current participation in industry and technical groups. Willingness to cross sell other services offered by Burns & McDonnell.

+ Willingness to negotiate with clients for new construction agreements.

+ Proven ability to lead multi-discipline teams/groups.

+ General business and financial calculation knowledge.

+ Strong and proven recruiting capabilities for defined staff.

+ Ability to work with existing and new clients to identify new projects, articulate to the clients our ability to perform those projects, and translate that into the sale of construction services.

+ Ability to communicate with various industrial business contacts to understand their needs and translate them into a scope of work that meets their desired outcomes.

+ Proven ability to develop business and establish relationships with clients.

+ Develop and maintain client relationships (e.g., trusted advisor role and similar) that can lead to new business for Burns & McDonnell.

+ Able to evaluate current industry trends and project future opportunities to grow our environmental construction practice.

This job posting will remain open a minimum of 72 hours and on an ongoing basis until filled.

EEO/Disabled/Veterans

**Job** Business Development/Sales

**Primary Location** US-GA-Atlanta

**Other Locations** United States

**Schedule:** Full-time

**Travel:** Yes, 50 % of the Time

**Req ID:** 254523

**Job Hire Type** Experienced #LI-MJ #CDB