Description The ENS sales team (EST) Business Development Manager (BDM) role is the visionary in proactive, action-oriented sales for all ENS services (engineering and construction) as well as the appropriate focus areas related to a specific market, region, account, initiative, or technical service area. The BDM will have a well-established presence in the environmental services industry with established relationships and demonstrated success in building new client connections that lead to sales of consulting (engineering) or construction services. The BDM responsibilities include, but are not limited to, the following:
- Developing and implementing business development and marketing activities for engineering/consulting and construction services
- 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
- Identifying new business opportunities through new and established relationships
- Leading the pursuit process for significant projects
- Establishing and meeting sales targets
- Identifying and communicating industry trends
This position will have a focus on the industrial market for environmental services - Industrial market sector, which includes industrials, manufacturing, mission critical, food & consumer products, healthcare, brownfields redevelopment, automotive, pharmaceuticals, mining, and emerging opportunities in the industrial market space.
This position is a strategic and client-facing role and an indirect people leadership role. The BDM will perform direct sales and business development activities; identify and develop the ENS environmental strategy; contribute to the overall environmental business plan; and lead, motivate, coordinate, and support a team of national account managers, initiative leaders, and seller-doers in the environmental services space.
General Description of Job Duties:
Client Engagement: Commit to frequent client engagement in the pursuit of environmental service sales to meet client needs. 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 environmental services.
- 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.
- 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.
- Critically review clients on a regular basis in terms of potential for growth, profits, client satisfaction and repeat business.
- 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.
- Develop, verify/challenge, and drive execution of strategic client development plans for key accounts.
Collaborate within Burns & McDonnell: Collaborate independently with other Burns & McDonnell groups, business units, and regional offices, with an external focus to maximize existing client opportunities and develop new clients.
- 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.
- 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.
Develop Sales: Commit to individual sales goals for engineering/consulting and construction services and develop a plan to achieve sales (formalize a written, individual, annual sales plan).
- Identify and communicate with key stakeholders regularly to (1) develop the plan, (2) implement the plan, and (3) monitor and revise the plan.
- 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.
Strategy and Business Planning: Participate and develop annual strategic, financial, and marketing business line goals in conjunction with environmental team leadership.
- 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.
- 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
Recruiting: Responsible for participating in the recruitment, development, training, and retention of staff.
- Identify key new candidates that leads to hiring (focus on candidates with key client relationships or a senior sales leader).
- Develop and maintain a succession plan with 2 to 4 key sales team members.
Provide Thought Leadership: Provide thought leadership through articles, blog posting, conference presentations, etc.
- 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.
- Become (maintain) an active member of relevant industry associations.
Mentoring Sales Leaders: Mentor and train account managers on various techniques and approaches to selling consulting services to clients. BDM will assess the client performance and provide indirect oversight and leadership with account leads to grow overall business via expanded services, geography, emerging initiative, etc.
ENS Leadership: Lead by example (as an authentic leader) a client oriented and Seller/Doer mindset that is driven by generating new sales and in expanding market share based on 'value creation' for clients and not competing solely on price.
- Enforce compliance with company and site safety policies.
- 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.
- Performs other duties as assigned.
- Complies with all policies and standards.
General Description of Job Duties related to focus areas:
Market Sector Focus Area (as appropriate): The prime market leads responsibilities will include:
- Directing account mgrs in the market
- Market direction for key/new areas of focus including thought leadership
- Tracking sales performance of the sector
- Supporting must wins (directly or indirectly)
- Providing market support to all ROs (directly or indirectly)
- Leading annual strategic and financial planning.
Regional Focus Area (as appropriate): Where regional focus has been defined for a geography, the BDM will provide direct engagement with the region to create new business. Key responsibilities will include:
- Direct engagement with department managers and staff to create new sales
- Alignment with the geographies key strategies through direct sales
- Tracking sales performance of the region
- Supporting must wins (directly or indirectly)
- Leading annual strategic and financial planning
Qualifications - Bachelor's degree in business administration, natural sciences, geology, environmental sciences, engineering, or related fields.
- 5 years of related professional experience with a broad and deep understanding of the utility and/or renewables market (15 years preferred).
- 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)
- Responsibility for identifying and achieving a sales target; indirect oversight and management of account managers.
- Experience in Project Management and execution of various environmental services (including construction, if available) to utility clients.
- Past and current participation in industry and technical groups. Willingness to cross sell other services offered by Burns & McDonnell.
- Willingness to negotiate with clients for new service agreements.
- Proven ability to lead multi-discipline teams/groups.
- 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.
- Strong analytical and critical thinking skills.
- General business and financial calculation knowledge.
- Strong and proven recruiting capabilities for defined staff.
- 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.
- 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 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.
- Travel of 50-70% required. Largely client facing role (>50%).
Compensation $100,000.00-430,000.00 Annually
The expected compensation range for this position is displayed in compliance with all local/state regulations. The expected compensation range for this position is based on a number of factors, including but not limited to: individual education, qualifications, prior work experience and work location. The total annual compensation package will consist of a base salary and eligibility to participate in our discretionary year-end incentive bonus program.
Benefits Our extensive benefits package takes care of you so that you can focus on doing great work. From insurance and disability to time off and wellness programs, we provide the tools to meet your needs. As part of being 100% employee-owned, eligible employees participate in our Employee Stock Ownership Plan (ESOP) in addition to our 401(k) retirement program. For more information, please visit the Benefits & Wellness page.
This job posting will remain open a minimum of 72 hours and on an ongoing basis until filled
EEO/Minorities/Females/Disabled/Veterans
Job Business Development/Sales
Primary Location US-IL-Chicago
Other Locations US-MN-Minneapolis/St Paul
Schedule: Full-time
Travel: Yes, 50 % of the Time
Req ID: 250393
Job Hire Type Experienced #LI-JJ #ENS
