Environmental Services Business Development Manager (Multiple Locations)

Description

• Direct engagement with department managers and staff to create new sales
• Identifying new business opportunities through new and established relationships
• Close new business deals by coordinating requirements, creating/supporting the development of the proposal or similar, assisting in the development and negotiations related to risk and contracts, and integrating contract requirements with business operations.
• 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.
• Developing and implementing business development and marketing activities for engineering/consulting and construction services
• Develop and maintain a succession plan with 2 to 4 key sales team members.
• Providing market support to all ROs (directly or indirectly)
• 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.
• Identifying and communicating industry trends
• Directing account mgrs in the market
• Leading the pursuit process for significant projects
• Leading annual strategic and financial planning
• Tracking sales performance of the sector
• Identify key new candidates that leads to hiring (focus on candidates with key client relationships or a senior sales leader).
• Developing and leading go-to-market strategies for new offerings (i.e., aligning with a proactive sales culture with clear, individual sales plans) while continuously improving existing offerings
• Develop, verify/challenge, and drive execution of strategic client development plans for key accounts.
• Identify and communicate with key stakeholders regularly to (1) develop the plan, (2) implement the plan, and (3) monitor and revise the plan.
• Complies with all policies and standards.
• Increase customer awareness of the capabilities within Burns & McDonnell environmental by continually contacting new clients and maintaining existing client relations.
• Identify potential clients and build relationships (where possible, establish a trusted advisor role) at the highest possible corporate level.
• Oversee capture strategies for key client pursuits with potential to deliver meaningful business volume, possess growth upside and yield high profit – Improved opportunity capture planning. Similarly, anticipate and support recompetes of key contract renewals.
• Identify synergies internal to the Burns & McDonnell organization in other Global Practices and Regional Offices and develop relationships to leverage one another's skills, abilities, and client contacts to create sales.
• 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.
• Become (maintain) an active member of relevant industry associations.
• Enforce compliance with company and site safety policies.
• Responsibility for identifying and achieving a sales target; indirect oversight and management of account managers.
• Leading annual strategic and financial planning.
• Critically review clients on a regular basis in terms of potential for growth, profits, client satisfaction and repeat business.
• Align with National ENS objectives/pillars (construction, program mgmt., key hires, etc.) – For each area, identify where/how the market will achieve a target goal and engage in the effort, as appropriate
• Tracking sales performance of the region
• 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.
• Establishing and meeting sales targets

Requirements

• 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.
• 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.
• Alignment with the geographies key strategies through direct sales
• Routinely, 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.
• Bachelor's degree in business administration, natural sciences, geology, environmental sciences, engineering, or related fields.
• Willingness to negotiate with clients for new service agreements.
• Past and current participation in industry and technical groups. Willingness to cross sell other services offered by Burns & McDonnell.
• Strong and proven recruiting capabilities for defined staff.
• Strong analytical and critical thinking skills.
• Proven ability to develop business and establish relationships with clients. Develop and maintain utility client relationships (e.g., trusted advisor role and similar) that can lead to new business for Burns & McDonnell as well as with existing. Able to evaluate current industry trends and project future opportunities to grow our environmental practice in the utility market space.
• Experience in Project Management and execution of various environmental services (including construction, if available) to utility clients.
• General business and financial calculation knowledge.
• Proven ability to lead multi-discipline teams/groups.
• Ability to communicate with various utility business contacts to understand their needs and translate them into a scope of work that meets their desired outcomes.
• Proven ability to develop a business or sales plan for the utility market, drive proactive behavior by self and influence others on the team aligned with the plan, and yield strong successful results. Focus efforts on sub-sectors of the market, geographies and clients that offer the greatest growth opportunity and potential profit (communicate this approach to (1) Sales team, (2) ROs, (3) Leadership)
• 5 years of related professional experience with a broad and deep understanding of the utility and/or renewables market (15 years preferred).
• Travel of 50-70% required. Largely client facing role (>50%).

Benefits

Training + Development

Interview process

Visa Sponsorship

Security clearance