Business Development Manager II
Overview:
Gilbane is seeking a Business Development (BD) Manager II that is responsible for leading the business development lifecycle to drive profitable, sustainable growth across multiple market sectors by identifying, positioning, and capturing new clients and opportunities aligned with the goals and objectives of the Business Unit (BU).
Who are we?
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!
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.
Who are you?
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.
Your core values match Gilbane’s: Integrity, Caring, Teamwork, Toughmindedness, Dedication to Excellence, Discipline, Loyalty, and Entrepreneurship.
What’s in it for you?
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.
Responsibilities:
- 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
- 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
- Contributes to the BU business plan and goals
- Maintains benchmark target of 8-10 focus prospects in CRM at all times, reflecting a mix of clients aligned with BU goals
- Demonstrates a mix of new and residual sales
- Creates and articulates capture and differentiation strategy for each focus pursuit
- Develops champions on pursuits and regularly completes majority of pre-sell steps
- Develops understanding of market conditions
- 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
- Demonstrates an understanding of project delivery options and can articulate benefits to clients
- Develops acumen in legal and risk review
- Manages L1/L2 and supports L3/ERR process and documentation for pursuits
- Supports commercial strategy for pursuits including fee, general conditions, profit levers and enhancements that are commercially competitive
- Manages and directs sales deliverables to support pursuits including planning and communications with operations and sales and marketing support
- Creates suitable technical content and manages operations partners effectively in developing project-specific operations input to proposals/ presentations
- Obtains debriefs on all wins and losses, and posts information to the competitive intelligence database
- Maintains ongoing client relationships after project start-up
- Participates with PIC/PX in client satisfaction process
- Actively participates and engages in leadership roles in suitable professional political, community organizations, with an increasing focus on client/market organizations
- Develops a strong network within the local Architect, Engineer, Construction (A/E/C) community
- Engages operations personnel and subject matter experts throughout the sales process
- Develops the ability to coach, mentor, and train Operations partners on matters related to business development
- Maintains CRM and personal roadmap regularly and accurately
- Reports forecast and current activity
- Coaches and mentors less experienced team members
- Supports a positive and inclusive work environment
Qualifications:
EXPERIENCE/EDUCATION- Bachelor’s or Master’s degree in Engineering, Architecture, Business, Marketing, or related industry experience
- 3-8 years of business development experience within the A/E/C industry
- Or equivalent combination of education and experience
- Strong verbal and written communication skills
- Ability to develop and document strategy
- Ability to shape impactful client-facing deliverables
- 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
Qualified applicants who are offered a position must pass a pre-employment substance abuse test.
Gilbane is an Affirmative Action/Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to age, color, national origin, race, religion, sex, sexual orientation, gender identity, protected veteran status, or disability status.
Note to Recruiters, Placement Agencies, and Similar Organizations: Gilbane does not accept unsolicited resumes from agencies. Please do not forward unsolicited agency resumes to our jobs alias, website, or to any Gilbane employee. Gilbane will not pay fees to any third party agency or firm and will not be responsible for any agency fees associated with unsolicited resumes.Unsolicited resumes received will be considered property of Gilbane and will be processed accordingly.