at Burns & McDonnell in Chicago, Illinois, United States
Job Description
Description
The Environmental Services Business Development Manager (BDM) role will be a national role focused on the electric utility and renewables markets. The BDM will be both clients focused with action-oriented sales and client relationship management, while also providing internal operational support with recruiting and mentoring of staff and execution of projects in the areas of electric transmission line routing and siting, environmental permitting, public engagement, and real estate acquisition services. The BDM will have a well-established presence in the electric utility services industry with established relationships and demonstrated success in building teams and new client relationships that lead to sales of various environmental services. The BDM responsibilities include, but are not limited to, the following:
+ Developing and implementing business development and marketing plans for environmental services
+ Identifying new business opportunities through new and established relationships
+ Leading and actively participating in the pursuit process for significant projects
+ Supporting internal operations and project execution
+ Identifying and communicating industry trends
This position is a strategic and people leadership role. The BDM will perform business development activities and client relationship management; identify and develop go-to market strategies; contribute to the overall environmental business plan; and lead, motivate, coordinate, and support a team of national planners, scientists, and public outreach and real estate professionals.
General Description of Job Duties:
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 a personal sales goal for environmental 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 seller-doer).
+ 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.
ENS Leadership: Lead by example (as an authentic leader) a client oriented and Seller/Doer mindset that is driven by maintaining client relationships, mentoring staff and in expanding market share based on ‘value creation’ for clients.
+ 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.
Qualifications
+ 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
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