Job description

The Business Development Manager will develop and implement business development and marketing activities for engineering and construction consulting services. As part of the organizational structure and philosophy, gain new clients and penetrate existing markets through assessments of marketing opportunities and target markets to support sales and marketing strategies. Additionally, the Business Develop Manager will participate in the strategic planning and development of sales and marketing plans and activities related to trade shows, trade journal advertisements, and customer relationship functions. • Perform and coordinate all business development activities in assigned geographic/industry territory in accordance with overall corporate business strategy. • Increase customer awareness of the capabilities within Burns & McDonnell Engineering by continually contacting new clients and maintaining existing client relations. • Manage client-focused strategies and action plans that respond to client challenges and issues and create a competitive advantage for the firm to successfully obtain the work. • Manage business development teams in key opening and middle game activities, including conducting market research, analyzing clients and competitors, and collaborating to develop value propositions and pre-Request For Proposal (RFP) collateral. • Identify trendsetter ideas by researching industry and related events, publications, and announcements; track individual contributors and their accomplishments. • Locate or proposes potential business deals by contacting potential partners and discovering and exploring opportunities. • Screen potential business deals by analyzing market strategies, deal requirements, potential, and financials; evaluating options; resolving internal priorities; recommending equity investments. • Develop negotiating strategies and positions by studying integration of new venture with company strategies and operations; examining risks and potentials; estimating partners' needs and goals. • Close new business deals by coordinating requirements, developing and negotiating contracts, and integrating contract requirements with business operations. • Protect the organization's value by keeping information confidential. • Update job knowledge by participating in educational opportunities, reading professional publications, maintaining personal networks, and participating in professional organizations. • Enhance the organization's reputation by accepting ownership for accomplishing new and different requests, exploring opportunities to add value to job accomplishments. • Identify new, non-traditional and compelling solutions to a customer's stated project scope of work to differentiate Burns & McDonnell. • Research trade shows for potential attendance and/or participation through speaking, presentations, client events, and arranging a booth. Recruitment of presenters and/or making presentations at the tradeshow. Become an active member of relevant industry associations. • Identify synergies internal to the Burns & McDonnell organization in other Global Practices and Regional Offices. Develop relationships to leverage one another's skills, abilities, and client contacts in order to further the marketing effort in GFS. • Understand and communicate ongoing sales/marketing initiatives with other BMcD organizations. • Responsible for communicating regularly with other Business Development Leads and Project Managers. Collect real-time marketing data from the internal team and lead internal team marketing meetings. • Identify potential clients and build relationships at the highest possible corporate level. • Contribute to the annual marketing and sales planning process. • Commit to personal sales and marketing goals and develop a plan to achieve goals. • Responsible for the recruitment, development, training, and retention of staff. • Responsible for conducting performance evaluations for department staff. • Provide leadership, guidance, and instruction to the department. • Responsible for interpreting the organization's policies, purposes, and goals to staff. • Responsible for overall QA/QC process adherence. • Enforce compliance with company and site safety policies. • Performs other duties as assigned. • Complies with all policies and standards. • Bachelor's degree in engineering, architecture, construction or related degree from an accredited program and 5 years related professional experience in marketing, business development or sales promotion environment, experience in the A/E/C industry preferred. • Associate degree and 7 years related professional experience in marketing, business development or sales promotion environment, experience in the A/E/C industry preferred. • High School Diploma/GED and 9 years related professional experience in marketing, business development or sales promotion environment, experience in the A/E/C industry preferred. • Must demonstrate excellent oral and written communication skills, strong interpersonal skills, and the ability to clearly and effectively present complex information to all levels of employees, management, and clients. • Must have expert knowledge in the use of basic computer software (i.e., Microsoft Word, Excel, PowerPoint). • Previous experience developing and delivering training presentations related to proposal communications, proposal strategies, business development and/or pursuit strategies. EEO/Disabled/Veterans Burns & McDonnell is making the world a better place every day. When we take on some of the world’s toughest challenges, we’re putting the industry’s best thinking to work, striving to create amazing success for our clients and amazing careers for our employee-owners. Our staff of more than 7,000 engineers, architects, construction professionals, scientists, consultants and business professionals is constantly growing. We have offices and projects across the U.S. and around the globe. We are proud to rank among FORTUNE magazine’s 100 Best Companies to Work For. Our culture, powered by 100% employee ownership, plays a major role in getting us there. Each employee brings a high level of commitment to every project. Clients have shown their appreciation of this dedication, rewarding us with a 90% repeat business rate and decades-long partnerships. That’s pretty cool for a firm that started as a small engineering consulting shop back in 1898. At Burns & McDonnell, you’ll have the opportunity to make a difference while fulfilling your personal and professional ambitions. Our entrepreneurial culture lets you guide your destiny and shape the path your career travels. And with hundreds of service specialties, your career and development options are endless. Are you ready to create amazing? Burns & McDonnell is an Equal Opportunity Employer Minorities/Females/Disabled/Veterans

Requirements

Must-haves

Perform and coordinate all business development activities in assigned geographic/industry territory in accordance with overall corporate business strategy.
Increase customer awareness of the capabilities within Burns & McDonnell Engineering by continually contacting new clients and maintaining existing client relations.
Manage client-focused strategies and action plans that respond to client challenges and issues and create a competitive advantage for the firm to successfully obtain the work.
Identify trendsetter ideas by researching industry and related events, publications, and announcements; track individual contributors and their accomplishments.
Locate or proposes potential business deals by contacting potential partners and discovering and exploring opportunities.
Screen potential business deals by analyzing market strategies, deal requirements, potential, and financials; evaluating options; resolving internal priorities; recommending equity investments.
Develop negotiating strategies and positions by studying integration of new venture with company strategies and operations; examining risks and potentials; estimating partners' needs and goals.
Close new business deals by coordinating requirements, developing and negotiating contracts, and integrating contract requirements with business operations.
Protect the organization's value by keeping information confidential.
Update job knowledge by participating in educational opportunities, reading professional publications, maintaining personal networks, and participating in professional organizations.
Enhance the organization's reputation by accepting ownership for accomplishing new and different requests, exploring opportunities to add value to job accomplishments.
Identify new, non-traditional and compelling solutions to a customer's stated project scope of work to differentiate Burns & McDonnell.
Understand and communicate ongoing sales/marketing initiatives with other BMcD organizations.
Responsible for communicating regularly with other Business Development Leads and Project Managers. Collect real-time marketing data from the internal team and lead internal team marketing meetings.
Identify potential clients and build relationships at the highest possible corporate level.
Contribute to the annual marketing and sales planning process.
Commit to personal sales and marketing goals and develop a plan to achieve goals.
Responsible for the recruitment, development, training, and retention of staff.
Responsible for conducting performance evaluations for department staff.
Provide leadership, guidance, and instruction to the department.
Responsible for interpreting the organization's policies, purposes, and goals to staff.
Responsible for overall QA/QC process adherence.

Nice-to-haves

Associate degree and 7 years related professional experience in marketing, business development or sales promotion environment, experience in the A/E/C industry preferred.
High School Diploma/GED and 9 years related professional experience in marketing, business development or sales promotion environment, experience in the A/E/C industry preferred.

Application prep

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