Compensation: 120.000 - 150.000
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.
Who are we?
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.
Who are you?
You are a coach/leader who leads with an inclusive and empathetic mindset. You provide feedback and guidance to help others excel in their current or future roles. You determine priorities, delegate work, and effectively communicate progress. You establish measures to assess the impact, quality, and timeliness of results while praising successes and sharing lessons learned. You build high performing teams by attracting, engaging, developing, and retaining talented individuals through motivation and discipline to maximize impact on the organization and the individual.
You leverage business insights by understanding industry trends, local market/economic conditions, and Gilbane’s business model to make critical decisions and create competitive advantage. You deploy a strategic mindset when considering solutions to long-term opportunities and risks that may develop in the future.
Your core values match Gilbane’s: Integrity, Caring, Teamwork, Toughmindedness, Dedication to Excellence, Discipline, Loyalty, and Entrepreneurship.
What’s in it for you?
Gilbane offers employees multi-dimensional training opportunities through a number of resources. While managing your responsibilities to projects, you will be able to enroll in trainings through our award-winning Gilbane University to build leadership and technical skills. In addition, you would work with an experienced team which provides you with the opportunity to learn new industry skills every day. You will protect and promote the interests of both Gilbane and the client in all matters as well as demonstrating the personal characteristics of a developing leader.
Responsibilities
- 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 goals for the assigned territory, market, and/or Business Unit
- Manage the operational and financial aspect 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
- Participates in the fee booking process to maximize profit potential and portfolio selling strategies
- Collaborates with National Client Team (NCT) to pursue NCT opportunities within the Business Unit
- May act as Principal-in-Charge for select clients
- Manages outside consultants, as required
- Conducts Lessons Learned sessions as required
- Manages departmental budget and monitor cost of sales to parallel internal benchmarks
- Participates in the hiring and on-boarding of BDMs
- Coaches, mentors, trains BDMs and Doer Sellers
- Accountable for CRM integrity and Sales roadmap reporting through Microstrategy dashboards
- Participates in national Senior Sales Leadership Peer Group and market sector focus groups
- May have direct report(s) and/or dotted line reports
Experience/Education / Qualifications
- 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 an excellent total compensation package which includes competitive health and welfare benefits and a generous profit-sharing/401k plan. We invest in our employees’ education and have built Gilbane University into a top training organization in the construction industry. Qualified applicants who are offered a position must pass a pre-employment substance abuse test.
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.
Note to Recruiters, Placement Agencies, and Similar Organizations : Gilbane does not accept unsolicited resumes from agencies. Please do not forward unsolicited agency resumes to our jobs alias, website, or to any Gilbane employee. Gilbane will not pay fees to any third party agency or firm and will not be responsible for any agency fees associated with unsolicited resumes. Unsolicited resumes received will be considered property of Gilbane and will be processed accordingly.
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