Burns & McDonnell
Senior Business Development Manager – Dairy Market (Multiple Locations)
Burns & McDonnell, Chicago, Illinois, United States, 60290
Overview
The Senior Business Development Manager – Dairy will lead the growth of the Dairy submarket for Burns & McDonnell’s Food & Beverage business line. They will manage and implement business development, recruiting and marketing activities for engineering, procurement and construction (EPC) services. As part of the organizational structure and philosophy, manage the pursuit, acquisition and development of new clients in the Dairy industry. Additionally, the Senior Business Develop Manager - Dairy will manage the strategic planning and development of sales and marketing plans and activities related to trade shows, trade journal advertisements, and customer relationship functions targeted at building an EPC business in the Dairy industry. Responsibilities
Manage, perform and coordinate all business development activities in the Dairy industry following overall corporate business strategy. Develop and increase Dairy customer awareness of Burns & McDonnell capabilities by continually contacting new clients and maintaining existing client relations. Manage client-focused strategies and action plans that respond to client challenges and issues and create a competitive advantage to obtain work. Lead business development teams in opening and middle-stage activities, including market research, analyzing clients and competitors, and developing value propositions and pre-RFP collateral. Review and approve trendsetting ideas by researching industry events, publications, and announcements; track individual contributors and accomplishments. Identify potential business deals by contacting potential partners and exploring opportunities. Screen potential deals by analyzing market strategies, deal requirements, financials and options; resolve priorities and evaluate equity investments. Develop negotiating strategies by studying new venture integration with company strategies and operations; assess risks and partner needs. Close new business deals by coordinating requirements, developing and negotiating contracts, and integrating contract requirements with operations. Protect the organization's value by maintaining confidentiality of information. Enhance the organization's reputation by taking ownership of new requests and pursuing opportunities to add value. Develop innovative solutions to meet customer project scopes and differentiate Burns & McDonnell. Identify internal synergies across Global Practices and Regional Offices to leverage skills, abilities and client contacts for marketing efforts. Coordinate ongoing sales/marketing initiatives with other Burns & McDonnell organizations. Communicate regularly with other Business Development Leads and Project Managers; collect real-time marketing data and lead internal marketing meetings. Identify potential clients and build relationships at senior corporate levels. Contribute to annual marketing and sales planning processes. Set personal sales and marketing goals and develop plans to achieve them. Manage department budget and expenditures; prepare workload and monthly financial reports for management and project managers. Recruit, develop, train and retain staff; conduct performance evaluations; provide leadership and guidance to the department. Interpret organizational policies, purposes and goals to staff; collaborate with BD managers, business line leads, project managers and proposal production staff on proposals to secure work. Ensure adherence to QA/QC processes and compliance with company and site safety policies. Support diversity initiatives. Qualifications
Bachelor's Degree in engineering, architecture, construction or related field from an accredited program, plus 13 years of related professional experience in marketing, business development or sales promotion. Prior experience in the Dairy and/or A/E/C industry. Excellent oral and written communication skills, strong interpersonal abilities, and the capacity to present complex information clearly at all levels. Advanced knowledge of basic computer software (Word, Excel, PowerPoint). Experience developing and delivering training presentations related to proposal communications, proposal strategies, business development and pursuit strategies. Compensation
$145,000.00 - 450,000.00 Yearly The expected compensation range for this position is displayed in compliance with local/state regulations. The range is based on factors including education, qualifications, prior work experience and location. The total annual compensation package includes base salary and eligibility for a discretionary year-end incentive bonus program. Benefits
Extensive benefits package including insurance, disability, time off and wellness programs. As 100% employee-owned, eligible employees participate in the Employee Stock Ownership Plan (ESOP) in addition to the 401(k) retirement program. For more information, see the Benefits & Wellness page. EEO/Disabled/Veterans Job
Business Development/Sales Primary Location
US-CT-Wallingford Other Locations
US-CO-Denver, US-MN-Minneapolis/St Paul, US-IL-Chicago Schedule:
Full-time Travel:
Yes, 75% of the Time Req ID:
242793 Job Hire Type
Experienced #LI-KZ #GFS N/A
#J-18808-Ljbffr
The Senior Business Development Manager – Dairy will lead the growth of the Dairy submarket for Burns & McDonnell’s Food & Beverage business line. They will manage and implement business development, recruiting and marketing activities for engineering, procurement and construction (EPC) services. As part of the organizational structure and philosophy, manage the pursuit, acquisition and development of new clients in the Dairy industry. Additionally, the Senior Business Develop Manager - Dairy will manage the strategic planning and development of sales and marketing plans and activities related to trade shows, trade journal advertisements, and customer relationship functions targeted at building an EPC business in the Dairy industry. Responsibilities
Manage, perform and coordinate all business development activities in the Dairy industry following overall corporate business strategy. Develop and increase Dairy customer awareness of Burns & McDonnell capabilities by continually contacting new clients and maintaining existing client relations. Manage client-focused strategies and action plans that respond to client challenges and issues and create a competitive advantage to obtain work. Lead business development teams in opening and middle-stage activities, including market research, analyzing clients and competitors, and developing value propositions and pre-RFP collateral. Review and approve trendsetting ideas by researching industry events, publications, and announcements; track individual contributors and accomplishments. Identify potential business deals by contacting potential partners and exploring opportunities. Screen potential deals by analyzing market strategies, deal requirements, financials and options; resolve priorities and evaluate equity investments. Develop negotiating strategies by studying new venture integration with company strategies and operations; assess risks and partner needs. Close new business deals by coordinating requirements, developing and negotiating contracts, and integrating contract requirements with operations. Protect the organization's value by maintaining confidentiality of information. Enhance the organization's reputation by taking ownership of new requests and pursuing opportunities to add value. Develop innovative solutions to meet customer project scopes and differentiate Burns & McDonnell. Identify internal synergies across Global Practices and Regional Offices to leverage skills, abilities and client contacts for marketing efforts. Coordinate ongoing sales/marketing initiatives with other Burns & McDonnell organizations. Communicate regularly with other Business Development Leads and Project Managers; collect real-time marketing data and lead internal marketing meetings. Identify potential clients and build relationships at senior corporate levels. Contribute to annual marketing and sales planning processes. Set personal sales and marketing goals and develop plans to achieve them. Manage department budget and expenditures; prepare workload and monthly financial reports for management and project managers. Recruit, develop, train and retain staff; conduct performance evaluations; provide leadership and guidance to the department. Interpret organizational policies, purposes and goals to staff; collaborate with BD managers, business line leads, project managers and proposal production staff on proposals to secure work. Ensure adherence to QA/QC processes and compliance with company and site safety policies. Support diversity initiatives. Qualifications
Bachelor's Degree in engineering, architecture, construction or related field from an accredited program, plus 13 years of related professional experience in marketing, business development or sales promotion. Prior experience in the Dairy and/or A/E/C industry. Excellent oral and written communication skills, strong interpersonal abilities, and the capacity to present complex information clearly at all levels. Advanced knowledge of basic computer software (Word, Excel, PowerPoint). Experience developing and delivering training presentations related to proposal communications, proposal strategies, business development and pursuit strategies. Compensation
$145,000.00 - 450,000.00 Yearly The expected compensation range for this position is displayed in compliance with local/state regulations. The range is based on factors including education, qualifications, prior work experience and location. The total annual compensation package includes base salary and eligibility for a discretionary year-end incentive bonus program. Benefits
Extensive benefits package including insurance, disability, time off and wellness programs. As 100% employee-owned, eligible employees participate in the Employee Stock Ownership Plan (ESOP) in addition to the 401(k) retirement program. For more information, see the Benefits & Wellness page. EEO/Disabled/Veterans Job
Business Development/Sales Primary Location
US-CT-Wallingford Other Locations
US-CO-Denver, US-MN-Minneapolis/St Paul, US-IL-Chicago Schedule:
Full-time Travel:
Yes, 75% of the Time Req ID:
242793 Job Hire Type
Experienced #LI-KZ #GFS N/A
#J-18808-Ljbffr