Senior Business Development Professional

Gilbane Building Company•San Jose, CA

4d•$180,000 - $255,000

About The Position

Gilbane is seeking a Sr. Business Development Professional to be responsible for delivering new clients, new and repeat business, and leading the business development lifecycle, including: opportunity/client sourcing, positioning, risk analysis, business proposal strategy, competitor analysis, deliverables, negotiation and securing award. Gilbane is a family-owned business with 45 offices that has been shaping communities since 1870. As a Top-10 ENR Contractor, Gilbane is consistently recognized as one of the most reputable construction management firms in the country, committed to delivering projects safely and on-time. The role offers the opportunity to build schools, labs, hospitals, corporate offices, sports arenas and more. Gilbane is dedicated to building a diverse, inclusive and authentic workplace.

Requirements

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

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