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Burns & McDonnell Business Development Manager - New Markets - Life Sciences & Technology (Multiple Locations) in Kansas City, Missouri


The Business Development Manager – New Markets will identify and develop emerging opportunities in support of Project and new Client expansions. The development focus will increase Burns & McDonnell’s visibility to new industries through Clients & Partnerships throughout North America.

Within the broadly defined "Technology" manufacturing industry, identify potential markets and classify those with most significant opportunity to Burns & McDonnell, areas with compelling ROI, with greatest adjacencies to existing Burns & McDonnell skills. The markets complementing our existing project execution strategies are preferred. (examples are EPC for manufacturing of: Lithium-Ion Batteries, semiconductors, etc).

For potential New Market sectors it is understood the Business Development Manager – New Markets will be responsible for initiating Burns & McDonnell’s overall business identification and strategy development. The position will generate qualified sales pipeline and develop / lead client relationships in the emerging sector(s).

Key areas of initial market investigation and understanding:

  • Identify significant US based and OCONUS based participants (clients) especially those focused on large facility expansion and/or greenfield development.

  • Chair and develop a stakeholder group comprised of professionals from multiple GPs and ROs.

  • Coordination of findings and market assessment throughout Burns & McDonnell with active stakeholder group.

  • Assess market trends and emerging tech commercialization trends.

  • Understand clients typical contract type and methodology.

  • Confirm market specific project execution strategy.

  • Identify collaborators in each phase of capital design and construction.

  • Consider development of relationships with consultants / EDCs / RE Brokers in support of broadening Burns & McDonnell market knowledge

  • Build awareness of total project pipeline and participants

Strategy Development. Consider the following:

  • Recruiting strategy (skills, expertise) and specific individual based plan.

  • Client selection and acquisition strategy.

  • Marketing materials and SOQ incorporating entirety of BMcD capabilities in support.

  • Competitor analysis with locations, business drivers, their capabilities.

  • BMcD team enabled with appropriate (identified skills) and execution capabilities (ie – EPC project development and conversion).

This position is based on the Business Development Manager job description and the following attributes valued in that position are valuable and included as responsibilities.

Participate in the strategic planning and development of sales and marketing plans and activities related to trade shows, trade journal advertisements, and customer relationship functions.

  • Perform and coordinate all business development activities in assigned geographic/industry territory in accordance with overall corporate business strategy.

  • 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 successfully obtain the work.

  • 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.

  • Identify trendsetter ideas by researching industry and related events, publications, and announcements; track individual contributors and their accomplishments.

  • Locate or proposes 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.

  • Update job knowledge by participating in educational opportunities, reading professional publications, maintaining personal networks, and participating in professional organizations.

  • Enhance the organization's reputation by accepting ownership for accomplishing new and different requests; exploring opportunities to add value to job accomplishments.

  • Identify new, non-traditional and compelling solutions to a customer's stated project scope of work to differentiate Burns & McDonnell.

  • Research trade shows for potential attendance and/or participation through speaking, presentations, client events, and arranging a booth. Recruitment of presenters and/or making presentations at the tradeshow. Become an active member of relevant industry associations.

  • 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 in order to further BMcD’s marketing efforts.

  • Understand and communicate ongoing sales/marketing initiatives with other BMcD organizations.

  • Responsible for communicating regularly with Business Development Leads and Project Managers throughout Burns & McDonnell. 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.

All other duties assigned.


  • Bachelor Degree in engineering, architecture, construction or related degree from an accredited program. and 5 years related professional experience in marketing, business development or sales promotion environment, experience in the A/E/C industry preferred. 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 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.


Job Business Development/Sales

Primary Location US-MO-Kansas City

Other Locations US-MO-Saint Louis, US-GA-Atlanta, United States, US-IL-Chicago, US-SC-Greenville

Schedule: Full-time

Travel: Yes, 50 % of the Time

Req ID: 240788

Job Hire Type Experienced #LI-MJ #GFS