The ENS Sales Team Business Development Manager 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.
This position is a strategic and client-facing role (>50%) and an indirect people leadership role. The BDM will perform direct sales and business development activities; identify, develop, and implement the ENS environmental strategy; contribute to the overall environmental business plan; lead pursuits (capture planning, qualifications, and other marketing deliverables) and position opportunities for success, and lead, motivate, coordinate, and support a team of national account managers, initiative leaders, and seller-doers in the environmental services space.
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.
- Identify potential clients and build relationships (where possible, establish a trusted advisor role) at the highest possible corporate level.
- Critically review clients on a regular basis in terms of potential for growth, profits, client satisfaction, and repeat business. Engage accordingly.
- 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.
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.
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.
Recruiting: Responsible for participating in the candidate identification, recruitment, development, training, and retention of staff.
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.
ENS Leadership: Lead by example, as an authentic leader, with 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.
- A bachelor’s degree in engineering, architecture, construction, or a related degree from an accredited program and 5 years of related professional experience in a marketing, business development, or sales promotion environment, with experience in the A/E/C industry preferred.
- An associate’s degree and 7 years of related professional experience in a marketing, business development, or sales promotion environment, with experience in the A/E/C industry preferred.
- A high school diploma/GED and 9 years of related professional experience in a marketing, business development, or sales promotion environment, with experience in the A/E/C industry preferred.
- 10-15+ years of related professional experience with a broad and deep understanding of the utility and/or renewables market preferred.
- Proven ability to develop a business or sales plan, drive proactive behavior by self and influence others on the team, and yield strong successful results preferred.
- Responsibility for identifying and achieving a sales target; indirect oversight and management of account managers preferred.
- Past and current participation in industry and technical groups preferred.
- Experience in negotiating with clients for new service agreements preferred.
- Proven ability to lead multi-discipline teams/groups preferred.
- 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.
- Must have expert knowledge in the use of basic computer software (i.e., Microsoft Word, Excel, PowerPoint).
- Previous experience developing and delivering training presentations related to proposal communications, proposal strategies, business development and/or pursuit strategies.
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 preferred.
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