Senior Business Development Manager - Food & Beverage

About the position

The Senior Business Development Manager will manage and implement business development and marketing activities for engineering and construction consulting services. As part of the organizational structure and philosophy, manage new clients and penetrate existing markets through assessments of marketing opportunities and target markets to support sales and marketing strategies. Additionally, the Senior Business Development Manager will manage the strategic planning and development of sales and marketing plans and activities related to trade shows, trade journal advertisements, and customer relationship functions.

Responsibilities

• Manage, perform and coordinate all business development activities in assigned geographic/industry territory following overall corporate business strategy.
• Develop and increase customer awareness of the capabilities within Burns & McDonnell Engineering by continually contacting new clients and maintaining existing client relations.
• Manage client-focused strategies and action plans that respond to client challenges and issues and create a competitive advantage for the firm to obtain the work successfully.
• Manage business development teams in key opening and middle game activities, including conducting market research, analyzing clients and competitors, and collaborating to develop value propositions and pre-Request For Proposal (RFP) collateral.
• Review and approve trendsetter ideas by researching industry and related events, publications, and announcements; tracking individual contributors and accomplishments.
• Locate or propose potential business deals by contacting potential partners and discovering and exploring opportunities.
• Screen potential business deals by analyzing market strategies, deal requirements, potential, and financials; evaluating options; resolving internal priorities; recommending equity investments.
• Develop negotiating strategies and positions by studying integration of new venture with company strategies and operations; examining risks and potentials; estimating partners' needs and goals.
• Close new business deals by coordinating requirements, developing and negotiating contracts, and integrating contract requirements with business operations.
• Protect the organization's value by keeping information confidential.
• Enhance the organization's reputation by accepting ownership for accomplishing new and different requests; exploring opportunities to add value to job accomplishments.
• Manage new, non-traditional and compelling solutions to a customer's stated project scope of work to differentiate Burns & McDonnell.
• Identify synergies internal to the Burns & McDonnell organization in other Global Practices and Regional Offices. Develop relationships to leverage one another's skills, abilities, and client contacts to further the marketing effort in GFS.
• Manage ongoing sales/marketing initiatives with other BMcD organizations.
• 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.
• Identify potential clients and build relationships at the highest possible corporate level.
• Contribute to the annual marketing and sales planning process.
• Commit to personal sales and marketing goals, and develop a plan to achieve goals.
• Manage department budget and expenditure of funds.
• Prepare and present workload and monthly financial reports to global practice or regional management and applicable project managers.
• Recruitment, development, training, and retention of staff.
• Responsible for conducting performance evaluations for department staff.
• Provide leadership, guidance, and instruction to the department.
• Responsible for interpreting policies, purposes and goals of the organization to staff.
• Responsible for collaborating with business development managers, business line leads, project managers, and proposal production staff on proposals to secure work for the staff.
• Responsible for overall QA/QC process adherence.
• Ensure compliance with company and site safety policies.
• Responsible for diversity initiatives.
• Performs other duties as assigned.
• Complies with all policies and standards.

Requirements

• Bachelor Degree in engineering, architecture, construction or related degree from an accredited program and 13 years related professional experience in marketing, business development or sales promotion environment required, experience in the A/E/C industry preferred.
• 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.
• Must have advanced knowledge in the use of basic computer software (i.e., Microsoft Word, Excel, PowerPoint).
• Previous experience developing and delivering training presentations related to proposal communications, proposal strategies, business development and/or pursuit strategies.