Senior Business Development Professional

Gilbane Building Company•Boston, MA

5d•$180,000 - $240,000•Onsite

About The Position

Gilbane is seeking a Senior Business Development Professional responsible for delivering new clients, new and repeat business, and leading the business development lifecycle. This includes opportunity/client sourcing, positioning, risk analysis, business proposal strategy, competitor analysis, deliverables, negotiation, and securing award. Gilbane is a family-owned, Top-10 ENR Contractor with 45 offices, shaping communities since 1870. They are committed to delivering projects safely and on-time, and offer opportunities to build diverse projects like schools, labs, hospitals, and sports arenas. Gilbane is dedicated to building a diverse, inclusive, and authentic workplace and encourages applications even if experience doesn't perfectly align with every qualification.

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
Drive for Results - Show passion and commitment while delivering on business outcomes. Create a sense of individual ownership and accountability.
Persistence, Resilience, and Positivity: A strong business development professional maintains a positive attitude through long sales cycles, handles rejection with professionalism and confidence, and continues to cultivate relationships and pursue opportunities despite setbacks, demonstrating the optimism, determination, and resilience needed to achieve long-term success.
Executive Presence and Networking: A successful business development professional is outgoing, approachable, and comfortable engaging with CEO-level clients and senior executives, building meaningful relationships that create trust, uncover opportunities, and strengthen long-term business partnerships.
Communicate Effectively - Listen to understand and clearly convey information in all forms based on the audience to ensure shared meaning of the message.
Act Inclusively - Ensure that actions and behaviors are respectful; show empathy and treat others with dignity. Leverage capabilities and insights of individuals with diverse perspectives, abilities and motivation.
Demonstrate Agility/Adaptability - Maintain effectiveness and adjust to change by exploring the rationale, trying new approaches, and collaborating with others to make the change successful. Create an atmosphere of open-mindedness to change.
Champion Innovation - Identify opportunities for new and improved ways of doing things that result in value added, unique and differentiated solutions.

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 Go-No Go process and documentation for pursuits
Guides, informs, and is actively engaged in commercial strategy
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
Supports a positive and inclusive work environment