Business Development Professional II

Overview

Lead business development lifecycle to drive profitable, sustainable growth across market sectors

Key Responsibilities

• crm management
• technical content
• profit delivery
• capture strategy
• commercial strategy
• business development

Tasks

-Maintains benchmark target of 8-10 focus prospects in CRM at all times, reflecting a mix of clients aligned with BU goals -Obtains debriefs on all wins and losses, and posts information to the competitive intelligence database -Creates suitable technical content and manages operations partners effectively in developing project-specific operations input to proposals/ presentations -Consistently delivers and books an annual average of $2-3M in total anticipated profit (as aligned with profit plans) with a focus on building high quality backlog -Creates and articulates capture and differentiation strategy for each focus pursuit -Supports commercial strategy for pursuits including fee, general conditions, profit levers and enhancements that are commercially competitive -Maintains CRM and personal roadmap regularly and accurately -Contributes to the BU business plan and goals -Maintains ongoing client relationships after project start-up -Engages operations personnel and subject matter experts throughout the sales process -Develops and executes a Business Development (BD) plan/pipeline with consultation and guidance from the Director/Senior Director of Business Development, including: Individual BD Roadmap, Market Sector Analysis, Focus/Must Win/Strategic/Strategic Few, and Expected Hit Ratio aligned with BL market mix and gross profit targets -Develops the ability to coach, mentor, and train Operations partners on matters related to business development -Manages L1/L2 and supports L3/ERR process and documentation for pursuits -Develops understanding of market conditions -Participates with PIC/PX in client satisfaction process -Manages and directs sales deliverables to support pursuits including planning and communications with operations and sales and marketing support -Actively participates and engages in leadership roles in suitable professional political, community organizations, with an increasing focus on client/market organizations -Develops champions on pursuits and regularly completes majority of pre-sell steps -Develops a strong network within the local Architect, Engineer, Construction (A/E/C) community -Coaches and mentors less experienced team members

Requirements

• business development
• engineering degree
• 3-8 years
• communication skills
• problem solving
• risk review

What You Bring

You are someone who acts inclusively, showing empathy and treating others with respect and dignity in order to uphold Gilbane’s core value of Caring and “People First” workplace culture. You seek to listen in order to understand and can convey information clearly. You’re a strong problem solver who can identify, prioritize, and implement alternatives for solutions, and you demonstrate adaptability by collaborating with others and supporting team members to achieve excellence. A self-starter who shows passion, commitment, and ownership all while delivering on business outcomes and driving results. You’re someone who identifies opportunities for new and improved ways of doing things that result in value-add solutions. -Ability to shape impactful client-facing deliverables -Or equivalent combination of education and experience -Bachelor’s or Master’s degree in Engineering, Architecture, Business, Marketing, or related industry experience -Demonstrates an understanding of project delivery options and can articulate benefits to clients -3-8 years of business development experience within the A/E/C industry -Knows regular and occasional 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 most regular competitors -Ability to develop and document strategy -Develops acumen in legal and risk review -Demonstrates competitive instinct and behavior while producing a consistently high effort and a focus that intensifies with project pursuits and produces a rapid mastery of the role -Strong verbal and written communication skills

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Benefits

Gilbane offers an excellent total compensation package which includes competitive health and welfare benefits and a generous profit-sharing/401k plan. We invest in our employees’ education and have built Gilbane University into a top training organization in the construction industry. Qualified applicants who are offered a position must pass a pre-employment substance abuse test. As a Top-10 ENR Contractor, Gilbane is a family-owned business with 45 offices that has been shaping communities since 1870. Consistently recognized as one of the most reputable construction management firms in the country, Gilbane is committed to delivering projects safely and on-time. You will have the opportunity to build schools, labs, hospitals, corporate offices, sports arenas and more! Gilbane offers employees multi-dimensional training opportunities through a number of resources. While managing your responsibilities to projects, you will be able to enroll in trainings through our award-winning Gilbane University to build leadership and technical skills. In addition, you would work with an experienced team which provides you with the opportunity to learn new industry skills every day. You will protect and promote the interests of both Gilbane and the client in all matters as well as demonstrating the personal characteristics of a developing leader. We are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles.

About Gilbane

-As a family-owned company, Gilbane has built a reputation for excellence and reliability, operating through its two main subsidiaries: Gilbane Building Company and Gilbane Development Company. -The Gilbane Building Company is renowned for its comprehensive construction services, which encompass construction management, preconstruction, and facilities management. -On the real estate front, Gilbane Development Company is dedicated to creating and implementing dynamic real estate programs that cater to public, private, and nonprofit sectors. The company excels in real estate development, investment, and property management, offering a full spectrum of services that include site selection, financing, and project management. -Gilbane's approach is characterized by a client-focused philosophy, where the company adapts its global knowledge to address local challenges effectively.

Sector Specialisms

Security Clearance

-qualified applicants must pass a pre‑employment substance abuse test