Business Development Manager - Environmental Services (Multiple Locations)
Burns & McDonnell
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Benefits offered by this job
Job summary
Burns & McDonnell in Kansas City seeks an ENS Sales Team Business Development Manager to drive proactive sales of engineering and construction services across environmental markets. You will lead client engagement, develop strategic growth plans, and manage a national account team to win large opportunities.
This is a senior, client-facing role requiring 10–15 years in A/E/C markets, strong communication and leadership, and the ability to translate strategy into concrete pursuits with a focus on
Qualifications
- Bachelor's, associate's, or high school with related experience in marketing, business development, or sales in A/E/C.
- 10–15 years of related experience in utility/renewables preferred.
- Proven ability to develop a business or sales plan and lead multi-discipline teams.
Responsibilities
- Engage frequently with clients to identify new projects and translate them into sales of environmental services.
- Identify potential clients and build relationships at executive levels.
- Develop strategic client development plans for key accounts and lead pursuits.
- Collaborate with Burns & McDonnell groups to maximize opportunities and external focus.
- Lead market strategy and annual growth plan with leadership.
- Recruit, train, and retain staff; provide thought leadership.
- Lead with value creation to expand market share beyond price.
Skills
Education
Tools
Job description
The ENS Sales Team Business Development Manager role is the visionary in proactive, action-oriented sales for all ENS services (engineering and construction) as well as the appropriate focus areas related to a specific market, region, account, initiative, or technical service area. The BDM will have a well-established presence in the environmental services industry with established relationships and demonstrated success in building new client connections that lead to sales of consulting (engineering) or construction services.
This position is a strategic and client-facing role (>50%) and an indirect people leadership role. The BDM will perform direct sales and business development activities; identify, develop, and implement the ENS environmental strategy; contribute to the overall environmental business plan; lead pursuits (capture planning, qualifications, and other marketing deliverables) and position opportunities for success, and lead, motivate, coordinate, and support a team of national account managers, initiative leaders, and seller-doers in the environmental services space.
Commit to frequent client engagement in the pursuit of environmental service sales to meet client needs. Work with existing and new clients to identify new projects, articulate to the clients our ability to perform those projects, and translate that into the sale of environmental services.
- Identify potential clients and build relationships (where possible, establish a trusted advisor role) at the highest possible corporate level.
- Critically review clients on a regular basis in terms of potential for growth, profits, client satisfaction, and repeat business. Engage accordingly.
- Develop, verify/challenge, and drive execution of strategic client development plans for key accounts.
Collaborate independently with other Burns & McDonnell groups, business units, and regional offices, with an external focus to maximize existing client opportunities and develop new clients.
Commit to individual sales goals for engineering/consulting and construction services and develop a plan to achieve sales (formalize a written, individual, annual sales plan). Identify and communicate with key stakeholders regularly to (1) develop the plan, (2) implement the plan, and (3) monitor and revise the plan.
Participate and develop annual strategic, financial, and marketing business line goals in conjunction with environmental team leadership. Develop overall market/region/individual growth strategy based on growth drivers, cyclical challenges, anticipated CAPEX and OPEX trends, regulatory changes and competition with a specific focus on development of key clients that can deliver significant profit and/or have significant upside growth potential.
Responsible for participating in the candidate identification, recruitment, development, training, and retention of staff.
Provide thought leadership through articles, blog posting, conference presentations, etc.
- Provide leadership in the identification (research), planning, and execution of trade shows (i.e., conferences) to achieve and track sales, ENS engagement, and demonstrate ENS differentiators.
- Become (maintain) an active member of relevant industry associations.
Lead by example, as an authentic leader, with a client oriented and seller/doer mindset that is driven by generating new sales and in expanding market share based on ‘value creation’ for clients and not competing solely on price.
- A bachelor’s degree in engineering, architecture, construction, or a related degree from an accredited program and 5 years of related professional experience in a marketing, business development, or sales promotion environment, with experience in the A/E/C industry preferred.
- An associate’s degree and 7 years of related professional experience in a marketing, business development, or sales promotion environment, with experience in the A/E/C industry preferred.
- A high school diploma/GED and 9 years of related professional experience in a marketing, business development, or sales promotion environment, with experience in the A/E/C industry preferred.
- 10-15 years of related professional experience with a broad and deep understanding of the utility and/or renewables market preferred.
- Proven ability to develop a business or sales plan, drive proactive behavior by self and influence others on the team, and yield strong successful results preferred.
- Responsibility for identifying and achieving a sales target; indirect oversight and management of account managers preferred.
- Past and current participation in industry and technical groups preferred.
- Experience in negotiating with clients for new service agreements preferred.
- Proven ability to lead multi-discipline teams/groups 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.
- Ability to work with existing and new clients to identify new projects, articulate to the clients our ability to perform those projects, and translate that into the sale of consulting services preferred.
$120,000.00-350,000.00 Yearly
The expected compensation range for this position is displayed in compliance with all local/state regulations. The expected compensation range for this position is based on a number of factors, including but not limited to: individual education, qualifications, prior work experience and work location. The total annual compensation package will consist of a base salary and eligibility to participate in our discretionary year-end incentive bonus program.
Our extensive benefits package takes care of you so that you can focus on doing great work. From insurance and disability to time off and wellness programs, we provide the tools to meet your needs. As part of being 100% employee-owned, eligible employees participate in our Employee Stock Ownership Plan (ESOP) in addition to our 401(k) retirement program. For more information, please visit the Benefits & Wellness page. This job posting will remain open a minimum of 72 hours and on an ongoing basis until filled.
EEO/Disabled/Veterans
Business Development/Sales
US-MO-Kansas City
US-NC-Raleigh, US-FL-Orlando, US-MD-Baltimore, US-TX-Austin, US-CO-Denver, US-GA-Atlanta, US-SC-Greenville, US-MO-Saint Louis, US-TX-Houston, US-VA-Arlington, US-VA-Roanoke, US-VA-Norfolk, US-MN-Minneapolis/St Paul, US-IL-Chicago
Full-time
Yes, 75 % of the Time
Req ID: 261871
Experienced #LI-LS #ENS
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