Business Development Leader-Healthcare

Burns Engineering, Inc.•Tampa, FL

11h

About The Position

Burns Engineering provides professional engineering design and project management services for transportation, facilities, and infrastructure projects, helping clients achieve strategic goals through successful large-scale infrastructure projects. The firm offers full-service capabilities including mechanical, electrical, civil, structural, transportation, and energy consulting engineering. Burns has been recognized as a Top Workplace, an ENR Top 500 Firm, an MEP Giant, and a Hot Firm. The company emphasizes a talented, driven, vibrant team that prioritizes client success and innovation. The Healthcare Team, also a Top Workplace and ENR Top 500 Design Firm, focuses on delivering resilient, sustainable engineering solutions with a commitment to outstanding client service and a "no-surprises Burns Unique Client Experience". The Business Development Leader for the Healthcare team is responsible for executing the Business Unit’s growth strategy, driving revenue growth, expanding market presence, and building a strong pipeline of new and repeat business. This role aligns departmental growth strategies with overall business unit objectives and contributes to long-term market positioning. The leader is accountable for achieving sales, revenue, multiplier, and profitability goals through new client acquisition, opportunity development, and strategic client relationship management, focusing entirely on front-end growth activities. The position has no direct operational or project delivery responsibilities but serves as the first point of escalation for significant client-related matters impacting business development.

Requirements

Bachelor’s (B.S.) degree, preferably in Engineering or Business Management, from an accredited university or college is strongly preferred, or an equivalent combination of education and relevant experience.
Minimum of 10 years of progressive experience in business development, sales, or strategic growth roles, including leadership responsibility for revenue generation and client acquisition.
Proven track record of developing and executing business development strategies, leading complex pursuits, and achieving revenue growth.

Responsibilities

Execute the Business Unit’s growth strategy in partnership with the Business Unit Leader, with primary accountability for revenue growth, market expansion, and development of a strong, sustainable sales pipeline.
Translate Business Unit objectives into business development priorities, including target markets, key accounts, strategic pursuits, and long-term growth investments.
Own the Business Unit’s three (3) year growth outlook, including sales and revenue targets, “must-win” pursuits, client development strategies, and investment priorities.
Provide forward-looking insight into market trends, competitor positioning, client needs, and funding environments to proactively position the firm for growth.
Establish and monitor business development KPIs — including sales performance, pipeline health, win rates, client diversification, and revenue growth — and report progress regularly to Business Unit and Group leadership.
Develop and execute business development goals and strategies focused on growth that align with the Company’s overall objectives.
Lead all front-end business development activities for the Business Unit, including opportunity identification, qualification, positioning, and pursuit strategy.
Achieve individual and Business Unit sales and revenue goals as defined in the annual business plan.
Develop and implement client capture plans for strategic accounts and major pursuits.
Identify, cultivate, and close opportunities with new clients while expanding services and relationships with existing clients.
Serve as the primary pursuit leader, guiding go/no-go decisions, pursuit strategies, and teaming approaches in alignment with Business Unit priorities.
Leverage personal, client, industry, and teaming partner networks to generate and convert business development opportunities that provide a competitive advantage.
Build a strong brand for the Department through personal and team promotion in the industry.
Build and maintain strong, multi-level relationships with strategic clients and prospects, serving as the senior relationship lead during the business development and pursuit phases.
Strengthen Burns’ market presence by establishing trusted advisor relationships with client decision-makers and influencers.
Ensure smooth transition of awarded work and established client relationships to delivery leadership, while remaining engaged at a strategic level to support ongoing growth and repeat business.
Serve as the first point of escalation for significant client-related issues that may impact future business opportunities or long-term client relationships, partnering with the Business Unit Leader and operational leadership as appropriate.
Ensure negotiated contracts with potential and existing clients are favorable terms and in compliance with Burns practice of protecting the company.
Support client engagement related to change order approvals and accounts receivable recovery by addressing client-side issues that may delay revenue realization or payment.
Be accountable for Department-level commercial performance related to sales, revenue growth, and pipeline visibility.
Support pricing and commercial strategy development during pursuits to align profitability goals and market positioning.
Participate in review and negotiation of pursuit-related commercial terms in coordination with operations, legal, and risk management teams, ensuring alignment with company policies.
Provide accurate revenue forecasts and pipeline reporting to support Business Unit planning and decision-making.
Ensure all business development activities, pursuits, reporting, and client engagements are conducted in compliance with Burns policies, standards, and risk management requirements.
Ensure all contracts comply with Burns Risk Management procedures and protocols.
Adhere to all Human Resources policies and procedures.
Partner with Human Resources Business Partner to ensure adherence to all federal, state, and local employment regulations.
Complete special duties as assigned.