A&E Business Development Manager

PRIME AE Group, Inc. (www.primeeng.com), a multi-faceted and rapidly growing A/E firm with 20 office locations in ten states and over 475 employees throughout the Midwest, Mid-Atlantic, Southeast, and Northeast, is seeking an A&E Business Development Manager for our Baltimore office.  

Position Overview:

This key position is responsible for developing and executing creative business development strategies to grow top line revenue for the Company’s A/E Business Line and potentially support other business Lines.  This strategic role will leverage the full capabilities of the organization to ensure that the firm is the premier partner and preferred supplier for key clients in achieving their short-term and long-term goals.  The successful candidate must possess exceptional business development, account management and leadership skills to penetrate major clients, increase sales, and achieve aggressive growth objectives.    While this position reports into the Architecture/Engineering Business Line, this role could cross over to support the Planning (Southeast); Transportation and/or Water Business Lines.        

Primary Responsibilities:

• Develop and execute business development strategies, plan, and achieve growth objectives, and achieve new award targets and other established metrics for key client accounts.
• Formulate client strategies and implement tactics that will successfully identify opportunities and win new sources of project revenue from major key clients.
• Obtain new contracts by positioning the company to compete aggressively in the free and open procurement cycle for new contract awards.
• Maximize existing contracts and other contract vehicles to ensure continued project work and profitability.  
• Oversee the sales organization and entire sales process including identifying prospects, qualifying opportunities, and developing a win strategy for each prospect.
• Leverage an account management system to penetrate clients, understand their needs, and position the company to win work.
• Work closely with operations to identify the resources required to secure work from clients.
• Remain abreast of sector business cycles and prioritize sales efforts toward high potential projects task orders and programs.
• Report on business development initiatives, sales efforts, metrics, and accomplishments to the CEO and Executive Management team.
• Remain current on legislative, regulatory, and public policy issues impacting commercial, residential, and institutional clients’ business and their spending plans.
• Develop, nurture, and maintain client relationships of strategic value to ensure portfolio growth.
• Motivate, mentor, and develop a strong sales team, as well as manage succession planning.
• Participate with operations and the executive management team on pursuit risk assessments and “go, no-go” decisions for proposals.
• Work closely with operations and other division leaders to identify new market segments to penetrate, expand existing business, and develop pursuit strategies and synergies for prospective projects.
• Influence key client stakeholders to position the company as the preferred firm across all service areas.
• Develop strategy and direct preparation of proposals and presentations to win new business opportunities.
• Build and manage relationships with potential teaming or joint venture partners.
• Research and develop strengths and weaknesses data on competitors to better position the Company to outsell the competition.
• Evaluate market competitors, assess client requirements, and determine the best execution models to successfully secure awards.
• Oversee hiring, training and management of key sales personnel and build a world-class sales organization.

Minimum Requirements:

• Professional Degree in Business.
• Master’s Degree a plus.
• 10+ years of professional experience to include 5+ years business development experience in the engineering and/or architecture industry or related technical professional services industry.

PRIME AE Group is committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status.