Senior Manager of Business Development

Overview

Are you looking for a highly rewarding opportunity that provides extensive career growth opportunity? Gilbane is seeking a Senior Manager of Business Development to be the representative of the company responsible for leading the business development lifecycle, ultimately generating new business relationships in multiple market sectors to drive growth and profitable relationships that result in securing new construction and professional services contracts. This role will sit primarily in the office.

 

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

• Develop and maintain a robust pipeline of focus prospects and opportunities
• Report on planned and executed sales activities to appropriate levels of management
• Participate in strategic planning for the Business Unit (BU)
• Keep management apprised of current and anticipated market conditions
• Maintain a strong network within local Architect, Engineer, Construction (A/E/C) community
• Maintain ongoing client relationships after project start-up
• Generate $3+ million in fee sales
• Manage prospective clients and prospects in various stages of process
• Develop targeted new clients in pre-prospect stage
• Develop and execute effective capture strategies for focus prospects
• Lead the BD elements of the Go/No-Go process for prospects and opportunities
• Lead development of RFQ/RFP/Interview responses
• Develop business acumen aligned with commercial terms, contract agreements, and managing risk
• Engage operations personnel and subject matter experts throughout the sales process
• Coaches, mentors, trains BDMs and Doer Sellers  (also green)
• Develop understanding of issues affecting assigned target markets
• Maintain the integrity of CRM data related to pursuits and client network
• Maintain memberships and actively participate in professional organization and industry events

Qualifications

EXPERIENCE/EDUCATION

• BS or MS in Engineering, Architecture, Business, Marketing, or related industry experience
• 10 years of business development experience within the A/E/C industry
• Or equivalent combination of education and experience

KNOWLEDGE, SKILLS & ABILITIES

• Strong verbal and written communication skills
• Ability to assist production of highly professional proposals and presentations
• Closing and Negotiation skills
• Long term client relationship understanding
• Financial understanding