Director Business Development

Overview

Do you consider yourself to be a highly technical, strong communicator with the desire to work in a team environment on complex projects? Gilbane is seeking a Director of Business Development (BD) to be the representative of the Company responsible for developing overall sales strategy within a Business Unit (BU), managing the BU BD team in its execution, and establishing business relationships for the purpose of driving growth and developing profitable relationships that result in securing new construction and professional services contracts.

This role will sit primarily in the office.

As a Top-10 ENR Contractor, Gilbane is a family‑owned business with 45 offices that has been shaping communities since 1870. Consistently recognized as one of the most reputable construction management firms in the country, Gilbane is committed to delivering projects safely and on‑time. You will have the opportunity to build schools, labs, hospitals, corporate offices, sports arenas and more!

We are dedicated to building a diverse, inclusive and authentic workplace, so if you're excited about this role but your past experience doesn't align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles.

• Act as strategic business partner to Business Unit's management team
• Assume a key role in the management structure and establish a positive synergy and working relationship with all other team members
• Lead sales strategy and be accountable for achieving sales goal for assigned territory, market, and/or Business Unit
• Manage the operational and financial aspects of sales for the designated business unit
• Generate $3+ million in fee sales
• Nurture ongoing client relationships after project start‑up
• Manage prospective clients and prospects in various stages of the process
• Develop and execute effective capture strategies for focus prospects
• Lead/Manage Doer‑Seller plan within Business Unit
• Manage the Go/No Go process within the Business Unit and ensure compliance with Company guidelines
• Participate in the fee booking process to maximize profit potential and portfolio selling strategies
• Collaborate with National Client Team (NCT) to pursue NCT opportunities within the Business Unit
• May act as Principal‑in‑Charge for select clients
• Manage outside consultants, as required
• Conduct Lessons Learned sessions as required
  
  Manage departmental budget and monitor cost of sales to parallel internal benchmarks
• Participate in the hiring and onboarding of BDMs
• Coach, mentor, train BDMs and Doer Sellers
• Be accountable for CRM integrity and Sales roadmap reporting through Microstrategy dashboards
• Participate in national Senior Sales Leadership Peer Group and market sector focus groups
• May have direct report(s) and/or dotted line reports

• Experience/
  
  Education:
  
  BS or MS in Engineering, Architecture, Business, Marketing, or related industry experience
• 10–15 years of experience in increasing levels of responsibility with proven success in marketing or business development
• Strong sales background, specifically in the A/E/C industry
• Or equivalent combination of education and experience
• Knowledge, Skills & Abilities:
• Strong verbal and written communication skills
• Ability to assist production of highly professional proposals and presentations
• Excellent organizational skills
• Excellent problem‑solving skills and ability to adapt to changing needs
• Experience coaching and leading a team
• Financial understanding
• Risk understanding
• Understanding of Contract Terms and Conditions/Contract Review

Gilbane offers multi‑dimensional training opportunities, competitive health and welfare benefits, a generous profit‑sharing/401(k) plan, and access to Gilbane University for ongoing professional development.

Gilbane is an affirmative action/equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, color, national origin, race, religion, sex, sexual orientation, gender identity, protected veteran status, or disability status.