Burns & McDonnell Senior Business Development Manager - Consumer Products (Multiple Locations) in Morristown, New Jersey
The Consumer Products Business Lane in Burns & McDonnell is looking for a Senior Business Development Manager located in the Northeast, responsible for helping drive this market's strategic growth and supporting the national goal of becoming the most trusted design-build service provider in the Consumer Products market.
This individual will lead, manage and implement business development and marketing activities for engineering and construction consulting services specific to the consumer products market, in close collaboration with our local and national team. They will build a strong regional presence to service local consumer products clients. They will leverage the region's proximity to the many headquarters in the consumer products market, to create, lead and support national opportunities. They will exemplify world-class customer service, strategically grow new clients across target sub-segments and maintain strong long-term relationships that result in repeat business.
Consumer Products includes the following sub-segments in various stages of maturity: Personal care & beauty, home care, pet care, paper products, metal/cardboard consumer packaging, specialty/fine chemicals and nutraceuticals.
Reflect and inspire passion for the market.
Manage all business development activities in the Northeast, in alignment with overall national consumer products business strategy.
While located in the Northeast, create, lead and support national growth opportunities in the Consumer Products market.
Develop and increase customer awareness of Burns & McDonnell's value and capabilities by continually contacting new clients and maintaining existing client relations.
Identify and Qualify potential clients and build strategic relationships across their organization at all levels, including the highest possible strategic/business authority/decision-making level.
Manage client-focused strategies and action plans that respond to client challenges 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.
Support client-focused account and project leadership through project completion, in their quest for successful execution.
Review and approve trendsetting ideas by collecting internal best practices across silos, researching industry and related events, publications, and announcements; tracking individual contributors and accomplishments.
Screen/locate high-value business deals by contacting potential partners, analyzing market strategies, deal requirements, risks, potential, and financials; evaluating options; resolving internal priorities; recommending equity investments.
Close new business deals by coordinating requirements, having a clear understanding of partners' needs/positions, developing and negotiating contracts, and integrating contract requirements with business operations.
Position the execution teams for success in all business deals.
Protect the organization's value by keeping information confidential.
Inspire and 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 GFS Business Lanes, BMcD Global Practices and Regional Offices. Develop relationships to leverage one another's skills, abilities, and client contacts to further the sales/marketing effort in GFS.
Support ongoing sales/marketing initiatives with other BMcD organizations.
Responsible for communicating regularly with National Consumer Products Business Lead, Regional Office leadership, other Business Development Leads and Project Managers.
Contribute to the annual marketing and sales planning process.
Commit to personal sales and marketing goals, and develop a plan to achieve goals.
Prepare and present workload and monthly financial reports to national consumer products leadership, a global practice and/or regional management and applicable project managers.
Attract, recruit, develop, train, and retain high-caliber talent.
Responsible for collaborating with business development managers, business line lead, 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 where applicable.
All other duties as assigned.
Bachelor's degree in engineering, architecture, construction or related degree from an accredited program.
Minimum 10 years related professional experience in marketing, business development or sales promotion environment, 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.
Job Business Development/Sales
Primary Location US-CT-Wallingford
Other Locations US-NJ-Morristown, US-NY-Manhattan, US-MA-Newton, US-PA-Conshohocken
Travel: Yes, 50 % of the Time
Req ID: 224138