Are you looking for a highly rewarding opportunity that provides extensive career growth opportunity? Gilbane is seeking aSr. Business Development Professionalto beresponsible 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.

• Consistently delivers and books an annual average of $4M in total anticipated feein 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 6national and regional 6 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 L1/L2/L3/ERR process and documentation for pursuits
• Guides, informs, and is actively engaged in commercial strategy for pursuits including fee, general conditions, profit levers and enhancements that commercially competitive
• 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
• Coaches and mentors less experienced team members
• Supports a positive and inclusive work environment

EXPERIENCE/EDUCATION

• Bachelor99s or Master99s 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 financialsand project risk

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 San Jose, CA this ranges from $180,000.00 - $255,000.00 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 employees99 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.