Burns & McDonnell
Environmental Services Business Development Manager (Multiple Locations)
Burns & McDonnell, Minneapolis, Minnesota, United States, 55400
Overview
Environmental Services Business Development Manager (Multiple Locations) Responsibilities
Developing and implementing business development and marketing activities for engineering/consulting and construction services Developing and leading go-to-market strategies for new offerings (aligning with a proactive sales culture with clear, individual sales plans) while continuously improving existing offerings Identifying new business opportunities through new and established relationships Leading the pursuit process for significant projects Establishing and meeting sales targets Identifying and communicating industry trends This position will have a focus on the industrial market for environmental services, including industrials, manufacturing, mission critical, food & consumer products, healthcare, brownfields redevelopment, automotive, pharmaceuticals, mining, and emerging opportunities in the industrial market space. This position is a strategic and client-facing role and an indirect people leadership role. The BDM will perform direct sales and business development activities; identify and develop the ENS environmental strategy; contribute to the overall environmental business plan; and lead, motivate, coordinate, and support a team of national account managers, initiative leaders, and seller-doers in the environmental services space. General Duties
Client Engagement: Commit to frequent client engagement to meet environmental service sales goals. Work with existing and new clients to identify projects and translate them into sales of environmental services. Increase customer awareness of Burns & McDonnell environmental capabilities and maintain client relations. Identify potential clients and build relationships at the highest corporate levels where possible. Manage client-focused strategies and action plans to respond to client challenges and create a competitive advantage. Review clients regularly for growth potential, profit, client satisfaction, and repeat business. Oversee capture strategies for key client pursuits and support contract renewals where applicable. Develop and drive strategic client development plans for key accounts. Collaboration
Collaborate with other Burns & McDonnell groups, business units, and regional offices to maximize opportunities and develop new clients. Identify internal synergies and develop relationships to leverage skills, abilities, and client contacts. Communicate regularly with other Business Development Leads and Project Managers; gather market data and lead internal marketing meetings. Sales Development
Commit to individual sales goals for engineering/consulting and construction services and develop a plan to achieve sales (written annual sales plan). Engage with key stakeholders to develop, implement, monitor, and revise plans. Close new business by coordinating requirements, supporting proposal development, assisting in risk/contract negotiations, and integrating contract requirements with operations. Strategy & Planning
Participate in annual strategic, financial, and marketing goals for environmental business lines. Develop market/region/individual growth strategies and align with ENS objectives to achieve target goals. Recruiting & Leadership
Participate in recruitment, development, training, and retention of staff; identify candidates with key client relationships or senior sales leadership. Develop and maintain a succession plan with key sales team members. Mentor and lead account managers on selling consulting services to clients; provide indirect oversight to grow business via expanded services and geography. Lead by example with a client-oriented, Seller/Doer mindset and ensure compliance with policies. Other Requirements
Enforce safety policies and demonstrate strong communication and presentation skills at all levels. Other duties as assigned and adherence to company policies. Focus Areas
General duties related to Market Sector Focus Area and Regional Focus Area as appropriate, including directing account managers, market direction, tracking sales performance, and leading annual strategic and financial planning for identified markets/regions. Qualifications
Bachelor's degree in business administration, natural sciences, geology, environmental sciences, engineering, or related field. 5 years of related experience with a broad understanding of the utility and/or renewables market (15 years preferred). Proven ability to develop a business or sales plan for the utility market, drive proactive behavior, and achieve results; focus on growth opportunities with clear communication to sales teams and leadership. Experience in leading multi-discipline teams; strong oral and written communication skills; ability to present complex information to all levels. Strong analytical, financial, and recruiting capabilities; ability to work with clients to translate needs into scope of work for consulting services. Willingness to travel; capability to develop and maintain utility client relationships that generate new business. Travel 50-70%; largely client-facing role (>50%). Compensation
$100,000.00-430,000.00 Yearly Benefits
Our extensive benefits package includes insurance, disability, time off, wellness programs, and participation in our Employee Stock Ownership Plan (ESOP) in addition to our 401(k). Details available on the Benefits & Wellness page. Location & Travel
Primary Location: US-IL-Chicago; Other Locations: US-MN-Minneapolis/St Paul Schedule: Full-time Travel: Yes, 50% of the time Other
EEO/Disabled/Veterans. Job: Business Development/Sales. Seniority level: Not Applicable. Employment type: Full-time.
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Environmental Services Business Development Manager (Multiple Locations) Responsibilities
Developing and implementing business development and marketing activities for engineering/consulting and construction services Developing and leading go-to-market strategies for new offerings (aligning with a proactive sales culture with clear, individual sales plans) while continuously improving existing offerings Identifying new business opportunities through new and established relationships Leading the pursuit process for significant projects Establishing and meeting sales targets Identifying and communicating industry trends This position will have a focus on the industrial market for environmental services, including industrials, manufacturing, mission critical, food & consumer products, healthcare, brownfields redevelopment, automotive, pharmaceuticals, mining, and emerging opportunities in the industrial market space. This position is a strategic and client-facing role and an indirect people leadership role. The BDM will perform direct sales and business development activities; identify and develop the ENS environmental strategy; contribute to the overall environmental business plan; and lead, motivate, coordinate, and support a team of national account managers, initiative leaders, and seller-doers in the environmental services space. General Duties
Client Engagement: Commit to frequent client engagement to meet environmental service sales goals. Work with existing and new clients to identify projects and translate them into sales of environmental services. Increase customer awareness of Burns & McDonnell environmental capabilities and maintain client relations. Identify potential clients and build relationships at the highest corporate levels where possible. Manage client-focused strategies and action plans to respond to client challenges and create a competitive advantage. Review clients regularly for growth potential, profit, client satisfaction, and repeat business. Oversee capture strategies for key client pursuits and support contract renewals where applicable. Develop and drive strategic client development plans for key accounts. Collaboration
Collaborate with other Burns & McDonnell groups, business units, and regional offices to maximize opportunities and develop new clients. Identify internal synergies and develop relationships to leverage skills, abilities, and client contacts. Communicate regularly with other Business Development Leads and Project Managers; gather market data and lead internal marketing meetings. Sales Development
Commit to individual sales goals for engineering/consulting and construction services and develop a plan to achieve sales (written annual sales plan). Engage with key stakeholders to develop, implement, monitor, and revise plans. Close new business by coordinating requirements, supporting proposal development, assisting in risk/contract negotiations, and integrating contract requirements with operations. Strategy & Planning
Participate in annual strategic, financial, and marketing goals for environmental business lines. Develop market/region/individual growth strategies and align with ENS objectives to achieve target goals. Recruiting & Leadership
Participate in recruitment, development, training, and retention of staff; identify candidates with key client relationships or senior sales leadership. Develop and maintain a succession plan with key sales team members. Mentor and lead account managers on selling consulting services to clients; provide indirect oversight to grow business via expanded services and geography. Lead by example with a client-oriented, Seller/Doer mindset and ensure compliance with policies. Other Requirements
Enforce safety policies and demonstrate strong communication and presentation skills at all levels. Other duties as assigned and adherence to company policies. Focus Areas
General duties related to Market Sector Focus Area and Regional Focus Area as appropriate, including directing account managers, market direction, tracking sales performance, and leading annual strategic and financial planning for identified markets/regions. Qualifications
Bachelor's degree in business administration, natural sciences, geology, environmental sciences, engineering, or related field. 5 years of related experience with a broad understanding of the utility and/or renewables market (15 years preferred). Proven ability to develop a business or sales plan for the utility market, drive proactive behavior, and achieve results; focus on growth opportunities with clear communication to sales teams and leadership. Experience in leading multi-discipline teams; strong oral and written communication skills; ability to present complex information to all levels. Strong analytical, financial, and recruiting capabilities; ability to work with clients to translate needs into scope of work for consulting services. Willingness to travel; capability to develop and maintain utility client relationships that generate new business. Travel 50-70%; largely client-facing role (>50%). Compensation
$100,000.00-430,000.00 Yearly Benefits
Our extensive benefits package includes insurance, disability, time off, wellness programs, and participation in our Employee Stock Ownership Plan (ESOP) in addition to our 401(k). Details available on the Benefits & Wellness page. Location & Travel
Primary Location: US-IL-Chicago; Other Locations: US-MN-Minneapolis/St Paul Schedule: Full-time Travel: Yes, 50% of the time Other
EEO/Disabled/Veterans. Job: Business Development/Sales. Seniority level: Not Applicable. Employment type: Full-time.
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