Bus Dev Professional II

Gilbane Building Company•Sarasota, FL

About The Position

Gilbane is seeking a Business Development Professional II to lead the business development lifecycle, driving profitable and sustainable growth across multiple market sectors. This role involves identifying, positioning, and capturing new clients and opportunities that align with the Business Unit's (BU) goals and objectives. Gilbane, a family-owned company founded in 1870, is a Top-10 ENR Contractor with 45 offices, recognized for its reputation in construction management and commitment to delivering projects safely and on time. The company encourages applications from individuals whose experience may not perfectly match every qualification, emphasizing diversity and inclusion.

Requirements

Bachelor’s or Master’s degree in Engineering, Architecture, Business, Marketing, or related industry experience
3-8 years of business development experience within the A/E/C industry
Or equivalent combination of education and experience
Strong verbal and written communication skills
Ability to develop and document strategy
Ability to shape impactful client-facing deliverables
Demonstrates competitive instinct and behavior while producing a consistently high effort and a focus that intensifies with project pursuits and produces a rapid mastery of the role

Responsibilities

Consistently delivers and books an annual average of $2-3M in total anticipated profit (as aligned with profit plans) with a focus on building high quality backlog
Develops and executes a Business Development (BD) plan/pipeline with consultation and guidance from the Director/Senior Director of Business Development, including: Individual BD Roadmap, Market Sector Analysis, Focus/Must Win/Strategic/Strategic Few, and Expected Hit Ratio aligned with BL market mix and gross profit targets
Contributes to the BU business plan and goals
Maintains benchmark target 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 regularly completes majority of pre-sell steps
Develops understanding of market conditions
Knows regular and occasional 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 most regular competitors
Demonstrates an understanding of project delivery options and can articulate benefits to clients
Develops acumen in legal and risk review
Manages L1/L2 and supports L3/ERR process and documentation for pursuits
Supports commercial strategy for pursuits including fee, general conditions, profit levers and enhancements that are 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
Actively participates and engages in leadership roles in suitable professional political, community organizations, with an increasing focus on client/market organizations
Develops a strong network within the local Architect, Engineer, Construction (A/E/C) community
Engages operations personnel and subject matter experts throughout the sales process
Develops the ability to coach, mentor, and train Operations partners on matters related to business development
Maintains CRM and personal roadmap regularly and accurately
Reports forecast and current activity
Coaches and mentors less experienced team members
Supports a positive and inclusive work environment