Senior Director, Business Development

Company Description

CRB's nearly 1,500 expert professionals drive innovative, life-changing and life-saving solutions for manufacturers in the life sciences and food and beverage industries. Our mission, vision, and core values put client satisfaction and employee experience at the center of everything we do.

As an AEC firm, we proudly specialize in industries that inherently carry important social responsibility - we recognize our impact and influence in the communities we serve and pursue corporate responsibility through the lens of people, community, and planet. From oncology and rare disorders to COVID-19 or alternative proteins, our design and construction projects are pioneering solutions addressing important issues such as food scarcity and global health.

Job Description

The Senior Director Business Development will report directly to the Vice President of Business Development and will be responsible for delivering profitable and sustainable business growth in a specific region or Industry vertical. Overnight travel requirements may exceed 30 - 50%.

This position will work in a team environment with other Senior Directors and the Vice President to implement consistent business development processes, procedures, standards and workflows. The other functions include but aren’t limited to go-to-market planning and execution, revenue generation, constantly seek new opportunities, engage potential customers or partners, and close deals to grow the business.

This position is a senior business development professional that consistently deliver and close high value opportunities. They shall display high levels of energy and drive go-to-market planning and execution, revenue generation, constantly seek new opportunities, engage potential customers or partners, and close deals to grow the business. This includes developing and executing strategic business development strategies that align with the business plans of specific offices, regions, Industry verticals and the Company. These strategies will include identifying (market research), prospecting, development of new and existing clients, suppliers, trade partners, and communicating CRB's value proposition to win new business for design, construction, consulting services, modular design/construction and/or ONEsolution services.

Customers will span the life sciences, food + beverage, and future sectors should the company diversify into other markets.

Knowledge, Skills and Abilities:

• Expert business development skills
• Track record of closing $100M+ EPC or Design-Build deals, preferred
• Proven experience selling at senior client levels
• Strong experience with account planning, lead generation, implementing and sustaining use of sales processes and tools in a dispersed team and driving sales excellence throughout the team with individual and team Key Performance Indicators (KPIs)
• Strong experience with CRM (Microsoft Dynamics, Salesforce)
• Strong experience with at least one account planning process (e.g., Miller-Heiman, S-P-I-N Selling, etc.)
• Strong relationship builder; able to nurture and evolve client relationships

Responsibilities

• Create and manage business development strategy
• Develop and manage sales pipeline and KPIs for employees and region
• Develop long term client relationships that lead to new business opportunities delivering profitable business growth
• Develop and execute annual business development plans that align with the office, region and company growth goals
• Lead and coordinate the efforts of the seller-doer program
• Qualify opportunities and inform others during go/no-go meetings to increase the win ratio on project pursuits
• Provide intelligence from clients to assist in RFI responses and proposal submissions including, project execution plans and staffing, presentation development, and commercial offering.
• Build the CRB brand via coordination with business development coordinators and marketing staff to organize and attend tradeshows, networking events, client entertainment and participate in social media strategies
• Join, participate and attend industry associations, boards and/or committees that will further enhance your network and further build the industry brand for CRB
• Collaborate with strategic marketing, sales and service teams, BD team and other CRB leadership
• Evaluate local, regional and national competition and identify their strengths and weaknesses
• Develop and manage expense budget
• Develop and produce monthly activity reports
• Develop and implement regional sales processes, tools, workflows and standards
• Maintain and update CRM to track client activity, leads and opportunities
• Coordinate and participate