Sr Bus Dev Professional
| Company | Gilbane Building Company |
|---|---|
| Location | Houston, TX, USA |
| Salary | $Not Provided – $Not Provided |
| Type | Full-Time |
| Degrees | Bachelor’s, Master’s |
| Experience Level | Senior, Expert or higher |
Requirements
- Bachelor’s or Master’s degree in Engineering, Architecture, Business, Marketing, or related industry experience
- 8+ years of business development experience within the A/E/C industry
- Strong verbal and written communication skills
- Ability to shape impactful client-facing deliverables
- Closing and Negotiation skills
- Ability to maintain long-term client relationships
- Understanding of project financials and project risk
Responsibilities
- Consistently delivers and books an annual average total anticipated fee in alignment with gross profit targets on new sales in alignment with Business Unit goals
- Develops and executes a Business Development (BD) plan/pipeline with limited consultation and guidance from Director/Senior Director of Business Development
- Serves as partner to operational counterparts to develop business plan aligned with growth and profitability goals
- Maintains benchmark of 8-10 focus prospects in CRM at all times
- Demonstrates a mix of new and residual sales
- Creates and articulates capture and differentiation strategy for each focus pursuit
- Develops champions on pursuits and completes majority of pre-sell steps regularly
- Knows competitors – national and regional – that Gilbane encounters in the market
- Demonstrates the ability to articulate the principal Gilbane differentiators versus competitors
- Demonstrates acumen in legal and risk review and participates with Project Executives (PXs) in contract negotiations
- Manages L1/L2/L3/ERR process and documentation for pursuits
- Guides, informs, and is actively engaged in commercial strategy for pursuits
- Manages and directs sales deliverables to support pursuits
- 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
- Operates as local industry leader in suitable professional political, community organizations
- Maintains a strong network within local Architect, Engineer, Construction (A/E/C) community
- Engages operations personnel and subject matter experts throughout the sales process
- Coaches, mentors, trains Operations partners on matters related to business development
- Maintains CRM and personal roadmap regularly and accurately
- Reports forecast and current sales activity
- Coaches and mentors less experienced team members
- Supports a positive and inclusive work environment
Preferred Qualifications
-
No preferred qualifications provided.