Senior Business Development Professional
About The Position
Gilbane is seeking a Sr. 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 and recognized as one of the most reputable construction management firms. They are committed to delivering projects safely and on-time, with opportunities to build diverse projects like schools, labs, hospitals, and corporate offices. 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
- Experience developing and growing business across K–12, higher education, and healthcare construction sectors.
- 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
Benefits
- Competitive health and welfare benefits
- Generous profit-sharing/401k plan
- Award-winning Gilbane University for training
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Senior
