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Gilbane Building · 6 hours ago

Senior Business Development Professional

Philadelphia, PA

Full-time

Onsite

Senior Level, Lead/Staff

8+ years exp

Gilbane Building is a top-10 ENR Contractor committed to shaping communities and delivering projects safely and on-time. They are seeking a Senior Business Development Professional to lead the business development lifecycle, including client sourcing, negotiation, and securing awards.

Commercial Real EstateConstructionReal Estate

Growth Opportunities

Responsibilities

Consistently delivers and books an annual average of $4M in total anticipated fee in alignment with gross profit targets on new sales

Develops and executes a Business Development (BD) plan/pipeline with limited consultation and guidance from Director/Senior Director of Business Development, including: Individual BD Roadmap, Market Sector and Profit Lever Analysis, Focus/Must Win/Strategic/Strategic Few, Expected Hit Ratio aligned with BL market mix

Serves as partner to operational counterparts to develop business plan aligned with growth and profitability goals

Maintains benchmark of 8-10 focus prospects in CRM at all times, reflecting a mix of clients aligned with BU goals

Demonstrates a mix of new and residual sales

Creates and articulates capture and differentiation strategy for each focus pursuit

Develops champions on pursuits and completes majority of pre-sell steps regularly

Knows competitors – national and regional – that Gilbane encounters in the market, as well as basic competitive profile

Demonstrates the ability to articulate the principal Gilbane differentiators versus competitors

Demonstrates acumen in legal and risk review and participates with Project Executives (PXs) in contract negotiations

Manages L1/L2/L3/ERR process and documentation for pursuits

Guides, informs, and is actively engaged in commercial strategy for pursuits including fee, general conditions, profit levers and enhancements that commercially competitive

Manages and directs sales deliverables to support pursuits including planning and communications with operations, and sales and marketing support

Creates suitable technical content and manages operations partners effectively in developing project-specific operations input to proposals/ presentations

Obtains debriefs on all wins and losses, and posts information to the competitive intelligence database

Maintains ongoing client relationships after project start-up

Participates with PIC/PX in client satisfaction process

Operates as local industry leader in suitable professional political, community organizations, with an increasing focus on client/market organizations

Maintains a strong network within local Architect, Engineer, Construction (A/E/C) community

Engages operations personnel and subject matter experts throughout the sales process

Coaches, mentors, trains Operations partners on matters related to business development?

Maintains CRM and personal roadmap regularly and accurately

Reports forecast and current sales activity

Coaches and mentors less experienced team members

Supports a positive and inclusive work environment

Qualification

Business DevelopmentClient Relationship ManagementNegotiationProject FinancialsRisk AnalysisVerbal CommunicationWritten CommunicationTeam CollaborationProblem Solving

Required

Bachelor's or Master's degree in Engineering, Architecture, Business, Marketing, or related industry experience

8+ years of business development experience within the A/E/C industry

Strong verbal and written communication skills

Ability to shape impactful client-facing deliverables

Closing and Negotiation skills

Ability to maintain long-term client relationships

Understanding of project financials and project risk

Benefits

Competitive health and welfare benefits

Generous profit-sharing/401k plan

Gilbane University

Company

Gilbane Building

Glassdoor4.2

Gilbane Building Company provides a full slate of construction and facilities-related services—from preconstruction services planning and integrated consulting capabilities to comprehensive construction management, general contracting, design-build, and facility management services— for clients across various markets.

Founded in 1870

Providence, Rhode Island, USA

1001-5000 employees