Senior Business Development Professional

Description

• Generate and book an average of $4M in annual anticipated fees aligned with gross profit targets.
• Develop and execute a business development plan with individual roadmap, market analysis, and hit‑ratio targets.
• Partner with operational teams to create business plans that support growth and profitability.
• Maintain a pipeline of 8‑10 focus prospects in CRM reflecting BU goals.
• Balance new sales with residual sales.
• Create capture and differentiation strategies for each pursuit.
• Build champions and complete pre‑sell steps for pursuits.
• Conduct legal and risk reviews and support contract negotiations with Project Executives.
• Manage L1/L2/L3/ERR processes and documentation for pursuits.
• Lead commercial strategy on fees, conditions, profit levers, and enhancements.
• Coordinate sales deliverables, planning, and communications with operations and marketing.
• Produce technical content and collaborate with operations on proposal inputs.
• Gather debriefs on wins/losses and update the competitive intelligence database.
• Maintain client relationships post‑project start‑up and participate in client satisfaction processes.
• Represent Gilbane in professional, political, and community organizations to strengthen market presence.
• Cultivate a strong network within the local A/E/C community.
• Engage operations personnel and subject‑matter experts throughout the sales cycle.
• Coach, mentor, and train operations partners on business development matters.
• Keep CRM and personal roadmap accurate and up‑to‑date.
• Report forecasts and current sales activity.
• Mentor less‑experienced team members and promote an inclusive work environment.

Requirements

Gilbane is seeking a Senior Business Development Professional to drive new client acquisition, repeat business, and manage the full business development lifecycle—including opportunity sourcing, positioning, risk analysis, proposal strategy, competitor analysis, negotiation, and securing awards.

The ideal candidate acts inclusively, showing empathy, respect, and clear communication. They are strong problem solvers, adaptable collaborators, self‑starters with passion, ownership, and a drive to deliver business outcomes and identify value‑add opportunities.

• Understand national and regional competitors and articulate Gilbane’s differentiators.
• Bachelor’s or Master’s in Engineering, Architecture, Business, Marketing, or related field.
• Minimum 8 + years of business development experience in the A/E/C industry (or equivalent combination).
• Strong verbal and written communication skills.
• Proven closing and negotiation abilities.
• Ability to maintain long‑term client relationships.
• Understanding of project financials and risk.

Benefits

Employees benefit from multi‑dimensional training through Gilbane University, gaining leadership and technical skills while working alongside an experienced team that offers daily learning opportunities. The role involves protecting and promoting both Gilbran and client interests while demonstrating emerging leadership qualities.

Compensation includes a competitive total package with health and welfare benefits, profit‑sharing, and a 401(k) plan. Salary is determined by location, skills, education, experience, and internal equity.

Training + Development

Interview process

Visa Sponsorship

Security clearance