Burns & McDonnell · 3 hours ago
Environmental Services Business Development Manager (Multiple Locations)
Chicago, IL
Full-time
Onsite
Senior Level
$100K/yr - $430K/yr
5+ years expBurns & McDonnell is a leader in the environmental services industry, and they are seeking a Business Development Manager to drive proactive sales for engineering and construction services. The role involves developing business strategies, engaging clients, and leading sales efforts within the industrial market sector.
ArchitectureConstructionConsultingHuman Resources
Hiring Manager
Jeremy Johnson
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 (i.e., 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
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
Increase customer awareness of the capabilities within Burns & McDonnell environmental by continually contacting new clients and maintaining existing client relations
Identify potential clients and build relationships (where possible, establish a trusted advisor role) at the highest possible corporate level
Manage client-focused strategies and action plans that respond to client challenges and issues and create a competitive advantage for the firm to successfully obtain the work
Critically review clients on a regular basis in terms of potential for growth, profits, client satisfaction and repeat business
Oversee capture strategies for key client pursuits with potential to deliver meaningful business volume, possess growth upside and yield high profit – Improved opportunity capture planning. Similarly, anticipate and support recompetes of key contract renewals
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
Identify synergies internal to the Burns & McDonnell organization in other Global Practices and Regional Offices and develop relationships to leverage one another's skills, abilities, and client contacts to create sales
Responsible for communicating regularly with other Business Development Leads and Project Managers. Collect real-time marketing data from the internal team and lead internal team marketing meetings
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
Close new business deals by coordinating requirements, creating/supporting the development of the proposal or similar, assisting in the development and negotiations related to risk and contracts, and integrating contract requirements with business operations
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
Align with National ENS objectives/pillars (construction, program mgmt., key hires, etc.) – For each area, identify where/how the market will achieve a target goal and engage in the effort, as appropriate
Recruiting: Responsible for participating in the recruitment, development, training, and retention of staff
Identify key new candidates that leads to hiring (focus on candidates with key client relationships or a senior sales leader)
Develop and maintain a succession plan with 2 to 4 key sales team members
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
Mentoring Sales Leaders: Mentor and train account managers on various techniques and approaches to selling consulting services to clients. BDM will assess the client performance and provide indirect oversight and leadership with account leads to grow overall business via expanded services, geography, emerging initiative, etc
ENS Leadership: Lead by example (as an authentic leader) 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
Enforce compliance with company and site safety policies
Routinely, 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
Performs other duties as assigned
Complies with all policies and standards
Market Sector Focus Area (as appropriate): The prime market leads responsibilities will include:
Directing account mgrs in the market
Market direction for key/new areas of focus including thought leadership
Tracking sales performance of the sector
Supporting must wins (directly or indirectly)
Providing market support to all ROs (directly or indirectly)
Leading annual strategic and financial planning
Regional Focus Area (as appropriate): Where regional focus has been defined for a geography, the BDM will provide direct engagement with the region to create new business. Key responsibilities will include:
Direct engagement with department managers and staff to create new sales
Alignment with the geographies key strategies through direct sales
Tracking sales performance of the region
Supporting must wins (directly or indirectly)
Leading annual strategic and financial planning
Qualification
Required
Bachelor's degree in business administration, natural sciences, geology, environmental sciences, engineering, or related fields
5 years of related professional experience with a broad and deep 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 by self and influence others on the team aligned with the plan, and yield strong successful results. Focus efforts on sub-sectors of the market, geographies and clients that offer the greatest growth opportunity and potential profit (communicate this approach to (1) Sales team, (2) ROs, (3) Leadership)
Responsibility for identifying and achieving a sales target; indirect oversight and management of account managers
Experience in Project Management and execution of various environmental services (including construction, if available) to utility clients
Past and current participation in industry and technical groups. Willingness to cross sell other services offered by Burns & McDonnell
Willingness to negotiate with clients for new service agreements
Proven ability to lead multi-discipline teams/groups
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
Strong analytical and critical thinking skills
General business and financial calculation knowledge
Strong and proven recruiting capabilities for defined staff
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
Ability to communicate with various utility business contacts to understand their needs and translate them into a scope of work that meets their desired outcomes
Proven ability to develop business and establish relationships with clients. Develop and maintain utility client relationships (e.g., trusted advisor role and similar) that can lead to new business for Burns & McDonnell as well as with existing. Able to evaluate current industry trends and project future opportunities to grow our environmental practice in the utility market space
Travel of 50-70% required. Largely client facing role (>50%)
Benefits
Employee Stock Ownership Plan (ESOP)
401(k) retirement program
Insurance and disability
Time off and wellness programs
Company
Burns & McDonnell
Burns & McDonnell is an engineering design firm and it provides engineering, architecture, construction, and consulting services.
10001+ employees
H1B Sponsorship
Burns & McDonnell has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (96)
2024 (105)
2023 (105)
2022 (118)
2021 (62)
2020 (49)
Funding
Current Stage
Late StageLeadership Team
Leslie Duke
Chief Executive Officer
Alissa Schuessler
Chief Financial Officer
Recent News
Missouri Business Alert
2025-11-07
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