Environmental Services Business Development Manager

Description

The ENS sales team (EST) Business Development Manager (BDM) role is the visionary in proactive, action-oriented sales for all ENS services (engineering and construction) as well as the appropriate focus areas related to a specific market, region, account, initiative, or technical service area. The BDM will have a well-established presence in the environmental services industry with established relationships and demonstrated success in building new client connections that lead to sales of consulting (engineering) or construction services.

The BDM responsibilities include, but are not limited to, the following:

• 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

This position will have a focus on the industrial market for environmental services - Industrial market sector, which includes 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.

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 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.

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.

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…