Business Development Manager - Power

Burns & McDonnell is a full-service, global AEC firm that excels at every step of project delivery. Our diverse service range gives our clients access to a uniquely broad talent pool of professionals and enables us to help solve some of their most complex challenges. We’re able to seamlessly plan, design, permit, construct and manage projects with one mission in mind: making our clients successful.

Burns & McDonnell’s Power global practice is seeking to hire a Business Development Manager to develop and implement business development and marketing activities for engineering and construction consulting within the electric utility market. The focus will be to drive profitable growth of existing clients and the development of new clients through prospecting, client relationship development and assessment of target markets that 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.

Responsibilities:

• 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 emerging ideas by researching industry and related events, publications, and announcements; track individual contributors and their accomplishments.
• Locate or propose potential business deals by contacting potential OEM partners and discovering and exploring opportunities.
• Screen potential opportunities by analyzing market strategies, deal requirements, potential, and financials; evaluating options; resolving internal priorities; recommending equity investments.
• Develop negotiating strategies and positions by aligning opportunities with company strategies and operations.
• 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 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.
• Capture, report and own opportunities using CRM; develop and report metrics through pursuit process.
• Commit to compliance with company and site safety policies.
• All other duties assigned.

• Bachelor 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) required.

  • Or, 

    Associate Degree and 7 years related professional experience in marketing, business development or sales promotion environment, (experience in the A/E/C industry preferred) required.

  • Or, 

    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) required.

• 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.