Burns & McDonnell Business Development Manager - Transmission & Distribution (California) in Concord, California
Burns & McDonnell is seeking an energetic professional to further build and develop our telecommunications business at electric and gas utilities nationwide with a focus on named accounts across the United States. This position will grow our diverse solutions across consulting, engineering and construction delivery models and focus on core telecom, operational technology (OT) and informational technology (IT) services, including communication site infrastructure, fiber-optic infrastructure, mission-critical networks, utility automation, and wireless networks.
This position will utilize direct-to-client and internal channel sales strategies and be responsible for creating, managing, and closing opportunities and new business deals. The focus will be to drive and deliver profitable growth of new services to existing clients and to develop new clients in a manner consistent with industry-standard development, pursuit and working winning processes. This includes prospecting, client relationship development, and assessing target markets that support sales and marketing strategies.
Additionally, this position will participate in the strategic planning, development of sales and marketing plans, activities related to trade shows, trade journal advertisements, and customer relationship functions for all associated regional offices. This position will report to the T&D Sales and Regional Operations Director. Coordination, support and communication with identified T&D sales leads, Regional Office leadership, Account Managers and other Global Practices will be crucial to success in this position.
This position will be based in California and will support Burns & McDonnell Western Enterprises.
Identify new business opportunities for Burns & McDonnell with existing and prospective utility clients.
Build strong relationships and trust with our client's through proactive, consistent, and ongoing contact with client stakeholders in the buying and decision-making value chains across the client's organization.
Assertively work towards a comprehensive understanding of the relevant parts of clients' organizations where Burns & McDonnell can deliver value.
Develop a strategic understanding of the client's organizational priorities, goals, problems, and opportunities.
Identify and align our capabilities to current market and client trends, informing business line offering creation and iteration. Support the business teams by tailoring service offerings to achieve the client's strategic objectives.
Identify new, non-traditional and compelling solutions to a customer's stated project scope of work to differentiate Burns & McDonnell.
Develop and maintain high levels of solution competency.
Perform and coordinate all business development activities in the assigned segment in accordance with the NIA business strategy.
Review, revise and advance the NIA marketing and sales planning process.
Increase customer awareness of the capabilities within Burns & McDonnell by continually contacting new clients and maintaining existing client relations both inside and outside of Burns & McDonnell.
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.
Support Business Lane Managers and Department Managers in key opening and middle game activities, including market research; analysis of clients and competitors; and collaborate to develop value propositions and pre-Request for Proposal (RFP) collateral.
Identify trendsetter ideas by researching industry and related events, publications, and announcements, tracking individual contributors and their accomplishments.
Locate and propose potential business deals by engaging strategic partners and discovering and exploring joint development opportunities.
Screen potential opportunities by analyzing market strategies, deal requirements, delivery model(s), and financials; evaluating options; resolving internal priorities; and recommending investments and alternative revenue opportunities.
Closes new business deals by coordinating requirements, developing and negotiating contracts, and integrating contract requirements with business operations.
Enhance the firm's brand and reputation by accepting ownership for accomplishing new and different requests; exploring opportunities to add value to job accomplishments.
Research trade shows for potential attendance and/or active participation through speaking, presentations, client events, and coordinating booth presence. Recruitment of presenters and/or making presentations at the tradeshow. Become an active member of relevant industry associations.
Identify synergies with other BMcD Global Practices and Regional Offices to develop relationships that leverage respective execution capabilities and target markets.
Track and support T&D sales efforts, including coordination of Account Management across T&D and Regional Offices.
Use and promote BlueKey CRM for activities including opportunities, client meetings, agreements, and contacts. Develop, manage and report metrics through the pursuit lifecycle.
Support development of appropriate marketing collateral with T&D and Corporate Marketing.
All other duties as assigned.
Possess a Bachelor's degree in engineering, business, economics, finance, or a related field from an accredited program.
Ten (10) years of related professional experience or relevant professional experience in marketing, business development or sales promotion environment. Experience in the Transmission & Distribution industry and/or A/E/C industry preferred.
Experience in a seller/doer or sales role with business development experience required.
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 expert knowledge in using basic computer software (i.e., Microsoft Word, Excel, PowerPoint).
Previous experience developing and delivering presentations related to proposal communications, proposal strategies, business development and/or pursuit strategy.
Ability to travel up to 50%.
Job Business Development/Sales
Primary Location US-CA-San Diego
Other Locations US-CA-Concord, US-CA-Brea
Travel: Yes, 100 % of the Time
Req ID: 230336 Job Hire Type Experienced