DescriptionThe Director provides strategic commercial leadership, market positioning, business capture, and project solution governance for assigned industrial sectors within Burns & McDonnell's Industrial Water National Business Line. Reporting to Water Global Practice Leadership, this role drives strategic growth and technical solution development to capture high-margin, technically complex water opportunities across private sector and industrial markets.
Working within Burns & McDonnell's matrix organization, the Director aligns national sector growth strategies with regional offices and client centers. This leader builds key client relationships, leads pre-RFP capture strategies, collaborates with other Global Practices, and oversees project delivery workflows to ensure client satisfaction, execution quality, and profitable growth.
Market Sector Strategy & Business Capture - Strategic Business Line Growth: Define and execute the overall business strategy to achieve sales, revenue, and gross profit goals for assigned industrial market sectors, contributing to the practice's multi-year industrial revenue growth.
- Target Sector Leadership: Drive market positioning, client development, and technical solution delivery across key industrial verticals, including:
- Data Centers & Digital Infrastructure: Hyperscale cooling water, purple-pipe reclaim loops, zero-potable cooling systems.
- Semiconductor Fabs & Advanced Manufacturing: Ultra-Pure Water (UPW), heavy metal neutralization, high-recovery reclaim skids.
- Life Sciences & Bio-Pharma: Water for Injection (WFI), USP Purified Water, API neutralization, MBR biomanufacturing pretreatment.
- Mining & Critical Minerals: Tailings water recovery, heavy metal precipitation, high-pressure RO concentrate management.
- Airports & Federal Facilities: Deicing runoff management/recovery, PFAS treatment and remediation, cooling water systems, and federal design-build water mandates.
- Early Opportunity Vetting: Identify prospective clients and early-stage projects, facilitating formal Go/No-Go decisions in close collaboration with practice leadership and regional office leads.
- FEL Commercial Structuring: Align project development with industrial clients' capital stage-gate processes (FEL-1 Conceptual, FEL-2 Pre-FEED, FEL-3 FEED) to secure early advisory scope that converts into single-source Progressive Design-Build (PDB) or EPC execution.
Client Service Planning & Enterprise Account Stewardship - Client Coordinator Role: Serve as primary Client Coordinator for target industrial accounts-taking direct responsibility for client relationship health, service delivery excellence, and long-term client satisfaction.
- Vertical Client Relationship Plans: Create and execute structured client service plans, establishing executive-level and operational relationships across target client organizations.
- Cross-GP Collaboration: Approve and drive strategies for cross-selling water services across Burns & McDonnell's enterprise platform, partnering directly with account teams in Mission Critical, Power, OGC, Environmental, and Life Sciences & Commercial.
Pre-RFP Pursuit Strategy, Proposals & Contract Negotiations - Capture Plan Development: Lead pursuit strategies and capture plans to pre-sell projects well before RFP release.
- Proposal Leadership: Facilitate proposal development based on client feedback, competitive intelligence, and high-impact win themes.
- Contract Negotiation: Lead contract negotiations, risk allocation, and commercial terms post-selection to protect project profitability and manage risk.
- Monthly Financial Reporting: Present monthly sales, revenue, and pipeline forecasts to practice leadership, managing marketing and client maintenance budgets effectively.
Project Execution Controls & Technical Workflows - Execution Quality & Financial Controls: Implement project execution quality standards and financial controls tailored to industrial water projects.
- Advanced Solution Packaging: Position technical capabilities in high-barrier treatment trains (ZLD/MLD, MBR, high-recovery RO, PFAS separation/destruction, and resource recovery).
- Digital Integration: Embed digital twin tools, asset management frameworks, and remote operational analytics into project delivery packages to establish long-term client stickiness.
Regional Alignment & Resource Coordination - Regional Office Support: Ensure alignment with regional office leadership to support staff development, project quality control, and cross-office resource deployment.
- Global Resource Leverage: Connect client pursuits with engineering centers in Kansas City, Denver, and Virginia Beach, while leveraging global production teams in Mumbai for detailed modeling, CAD drafting, and I&C programming.
- Seamless Project Delivery: Maintain active oversight during project execution to ensure seamless delivery, direct technical support, and continuous client satisfaction.
Qualifications - Bachelor Degree in engineering, business, marketing or related degree from an accredited program and 13 years relevant experience, preferably in A/E industry required. 18 years of experience preferred.
- Advance experience in client and business development.
- Advance experience in managing business development efforts, which includes proposal development, contract negotiations, project planning, budgeting, and client coordination.
- Advance facilitation, collaboration, organization, and problem solving skills.
- Recognized expertise in industrial water/wastewater treatment, high-purity water, industrial reuse, or complex industrial project delivery across Technology, Industrial, Power, or OGC sectors preferred.
- Ability to collaborate seamlessly across matrixed regional offices and corporate practice groups preferred.
- Demonstrated success as to budget, savings and/or profit margins in completed projects.
- Ability to thoughtfully and positively influence, lead and manage.
- Excellent planning and analytical skills.
- 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.
- Professional Engineer (PE) License preferred.
This job posting will remain open a minimum of 72 hours and on an ongoing basis until filled.
Job Civil Engineering
Primary Location US-NC-Raleigh
Schedule: Full-time
Travel: Yes, 25 % of the Time
Req ID: 264447
Job Hire Type Experienced #LI-DNI #WTR N/A
