Business Development

Burns Engineering•Los Angeles, PA

About The Position

Burns Engineering is seeking an accomplished Business Development leader in Southern California or Philadelphia to strengthen and lead the processes, disciplines, and operating rhythms that drive enterprise growth. The role is responsible for achieving enterprise sales objectives by overseeing the development, maintenance, and conversion of a high-quality opportunity pipeline and improving effectiveness in capture management and strategic account management. In a matrix organization, the Business Development leader provides oversight to capture managers and strategic account leads, establishing consistent processes, expectations, tools, training, performance measures, and accountability. Working with senior executives, P&L owners, and business-unit leaders, the role ensures account strategies and major pursuits are effectively managed and that commitments produce measurable results. A significant focus is improving capture management for complex, competitive RFPs, particularly in transportation, healthcare, higher education, and data centers. Experience with public-sector customers and procurement processes is highly desirable. Success is measured by commercial outcomes and by improved organizational ability to execute its go-to-market strategy consistently. Burns Engineering provides professional engineering design and project management services for transportation, facilities, and infrastructure projects, with mechanical, electrical, civil, structural, transportation, and energy consulting engineering capabilities.

Requirements

At least 10 years of experience in the AEC industry, including at least 5 years of progressive leadership experience in business development, capture management, account management, sales operations, go-to-market leadership, or related roles.
Deep understanding of capture-management and strategic account-management practices in an AEC or comparable professional-services environment.
Demonstrated experience designing, implementing, or improving business-development, capture-management, and account-management processes.
Experience providing leadership and oversight to capture managers, account leads, business-development professionals, or comparable commercial teams in a matrixed organization.
Demonstrated experience leading or materially contributing to successful competitive pursuits and RFPs.
A track record of contributing to sales growth, pipeline conversion, improved win rates, or other measurable business-development outcomes.
Experience in at least one of these markets: transportation, healthcare, higher education, or data centers.
Ability to work effectively with senior executives and P&L owners within a matrix organization.
Ability to influence, align, and hold teams accountable without relying on direct reporting authority.
Experience coordinating and program-managing initiatives spanning multiple business units and functions.
Strong facilitation, executive communication, presentation, and organizational skills.
Ability to combine strategic thinking with detailed execution and follow-through.
Bachelor's degree in engineering or business required.

Nice To Haves

MBA.
Significant experience with public-sector customers, procurement processes, and competitive RFPs.
Experience implementing enterprise-wide capture-management and strategic account-management methodologies.
Experience developing and delivering capture-management, account-management, and business-development training.
Experience leading complex pursuits involving multiple operating businesses, technical disciplines, or geographic markets.
Experience establishing enterprise sales and pipeline-management operating rhythms, metrics, and governance.

Responsibilities

Develop and institutionalize scalable go-to-market processes for business development, capture management, and strategic account management.
Establish enterprise methodologies, governance, stage gates, tools, templates, and operating rhythms.
Define expectations, roles, milestones, and performance measures for capture managers, strategic account leads, business-unit leaders, and other pursuit participants.
Establish pipeline, account, and capture reviews that focus on decisions, actions, risks, and accountability.
Develop playbooks and training to strengthen capture-management and account-management capabilities.
Create mechanisms to share lessons learned and best practices across business units.
Use win/loss results, pipeline performance, and business-leader feedback to improve go-to-market processes and organizational effectiveness.
Oversee development, maintenance, and conversion of a qualified pipeline aligned with enterprise and business-unit priorities.
Set expectations for opportunity qualification, pipeline management, forecasting, and progression.
Maintain enterprise-level visibility into pipeline health, opportunity progression, competitive position, forecast accuracy, and conversion.
Partner with P&L owners to establish sales priorities and execute enterprise sales goals.
Identify gaps, stalled opportunities, and execution risks, and work with accountable leaders to address them.
Align organizational resources and executive attention with priority opportunities.
Drive accountability for actions and milestones needed to advance opportunities through the pipeline.
Lead the organization's approach to capture management for complex, competitive RFPs and major pursuits.
Provide oversight, coaching, and direction to capture managers responsible for priority opportunities.
Establish a capture methodology addressing customer priorities, competitive positioning, win strategy, teaming, solution development, executive engagement, and pursuit milestones.
Establish qualification, Go/No Go, and stage-gate disciplines.
Facilitate capture reviews to assess readiness and competitive position, identify gaps, drive decisions, and assign clear actions and owners.
Help capture managers mobilize and coordinate multidisciplinary pursuit teams across business units.
Partner with proposal teams, technical leaders, operations, P&L owners, and senior executives to translate capture strategies into proposals.
Strengthen the organization's ability to position priority opportunities before formal RFPs.
Establish post-pursuit reviews and incorporate lessons learned into future capture practices.
Provide enterprise-level oversight and direction to Tier 1-3 account leads in a matrix organization.
Establish an enterprise methodology for strategic account management.
Partner with account leads and business-unit leaders to develop actionable plans for priority accounts.
Establish rhythms for reviewing account objectives, customer relationships, pipeline, competitive position, risks, and next actions.
Ensure account plans translate into specific actions, opportunity development, and measurable progress.
Coordinate executive sponsorship of priority accounts.
Promote collaboration across business units to strengthen customer relationships and identify enterprise-wide opportunities.
Develop account-management training, tools, and best practices.
Achieve enterprise sales goals and improve pipeline quality, progression, conversion, competitive-pursuit win rates, and capture rates.
Improve adoption and effectiveness of enterprise capture-management and strategic account-management processes, training, forecasting, and coordinated execution.