Senior Business Development Professional

Overview

Are you looking for a highly rewarding opportunity that provides extensive career growth opportunity? Gilbane is seeking a Senior Business Development Professional to be responsible for delivering new clients, new and repeat business, and leading the business development lifecycle, including: opportunity/client sourcing, positioning, risk analysis, business proposal strategy, competitor analysis, deliverables, negotiation and securing award.

 

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 someone who acts inclusively, showing empathy and treating others with respect and dignity in order to uphold Gilbane’s core value of Caring and “People First” workplace culture. You seek to listen in order to understand and can convey information clearly. You’re a strong problem solver who can identify, prioritize, and implement alternatives for solutions, and you demonstrate adaptability by collaborating with others and supporting team members to achieve excellence. A self-starter who shows passion, commitment, and ownership all while delivering on business outcomes and driving results. You’re someone who identifies opportunities for new and improved ways of doing things that result in value-add solutions.  

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

• Consistently delivers and books an annual average of $4M in total anticipated fee in alignment with gross profit targets on new sales
• Develops and executes a Business Development (BD) plan/pipeline with limited consultation and guidance from Director/Senior Director of Business Development, including: Individual BD Roadmap, Market Sector and Profit Lever Analysis, Focus/Must Win/Strategic/Strategic Few, Expected Hit Ratio aligned with BL market mix
• Serves as partner to operational counterparts to develop business plan aligned with growth and profitability goals
• Maintains benchmark of 8-10 focus prospects in CRM at all times, reflecting a mix of clients aligned with BU goals
• Demonstrates a mix of new and residual sales
• Creates and articulates capture and differentiation strategy for each focus pursuit 
• Develops champions on pursuits and completes majority of pre-sell steps regularly 
• Knows competitors – national and regional – that Gilbane encounters in the market, as well as basic competitive profile 
• Demonstrates the ability to articulate the principal Gilbane differentiators versus competitors 
• Demonstrates acumen in legal and risk review and participates with Project Executives (PXs) in contract negotiations 
• Manages Go-No Go process and documentation for pursuits
• Guides, informs, and is actively engaged in commercial strategy
• Manages and directs sales deliverables to support pursuits including planning and communications with operations, and sales and marketing support. 
• Creates suitable technical content and manages operations partners effectively in developing project-specific operations input to proposals/ presentations 
• Obtains debriefs on all wins and losses, and posts information to the competitive intelligence database 
• Maintains ongoing client relationships after project start-up 
• Participates with PIC/PX in client satisfaction process 
• Operates as local industry leader in suitable professional political, community organizations, with an increasing focus on client/market organizations 
• Maintains a strong network within local Architect, Engineer, Construction (A/E/C) community 
• Engages operations personnel and subject matter experts throughout the sales process 
• Coaches, mentors, trains Operations partners on matters related to business development? 
• Maintains CRM and personal roadmap regularly and accurately 
• Reports forecast and current sales activity 
• Supports a positive and inclusive work environment

Qualifications

EXPERIENCE/EDUCATION

• Bachelor’s or Master’s degree in Engineering, Architecture, Business, Marketing, or related industry experience 
• 8+ years of business development experience within the A/E/C industry
• Or equivalent combination of education and experience

KNOWLEDGE, SKILLS & ABILITIES

• Strong verbal and written communication skills 
• Ability to shape impactful client-facing deliverables 
• Closing and Negotiation skills 
• Ability to maintain long-term client relationships  
• Understanding of project financials and project risk

• Drive for Results ‐ Show passion and commitment while delivering on business outcomes. Create a sense of individual ownership and accountability. 

• Persistence, Resilience, and Positivity: A strong business development professional maintains a positive attitude through long sales cycles, handles rejection with professionalism and confidence, and continues to cultivate relationships and pursue opportunities despite setbacks, demonstrating the optimism, determination, and resilience needed to achieve long-term success.

•  

  Executive Presence and Networking: A successful business development professional is outgoing, approachable, and comfortable engaging with CEO-level clients and senior executives, building meaningful relationships that create trust, uncover opportunities, and strengthen long-term business partnerships.

• Communicate Effectively ‐ Listen to understand and clearly convey information in all forms based on the audience to ensure shared meaning of the message. 

• Act Inclusively ‐ Ensure that actions and behaviors are respectful; show empathy and treat others with dignity. Leverage capabilities and insights of individuals with diverse perspectives, abilities and motivation.  

• Demonstrate Agility/Adaptability ‐ Maintain effectiveness and adjust to change by exploring the rationale, trying new approaches, and collaborating with others to make the change successful. Create an atmosphere of open‐mindedness to change. 

• Champion Innovation ‐ Identify opportunities for new and improved ways of doing things that result in value added, unique and differentiated solutions.

 

Salary to be determined based on factors such as geographic location, skills, education, and/or experience of the applicant, as well as the internal equity and alignment with the team.

For Boston, this ranges from $180,000.00-$240,000.00 plus benefits and retirement program.

 

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. Click here to view the physical demands and working conditions required to perform this role. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential job functions.

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.