Description Burns & McDonnell is seeking a seasoned business leader to build and lead our Distribution & Fulfillment offering, serving clients across Manufacturing, Retail Fulfillment, Foodservice Distribution, and Logistics verticals. This position could sit in any of our 60 Regional Offices across the United States.
This senior leadership role combines strategic business development, client relationship management, and project execution leadership, with full accountability for the business's growth, financial performance, successful project delivery, and client satisfaction.
The ideal candidate brings extensive experience in developing, designing, and executing large-scale automated distribution, fulfillment, and warehousing projects. They have a proven record of driving business growth, managing subcontractor networks, and leading cross-functional teams across the United States, with strong insight into regional market dynamics and competitive positioning.
Key Responsibilities
General Management
- Develop and execute the strategic growth plan for the distribution and fulfillment business segment.
- Develop and execute a go-to-market strategy to strengthen brand presence and capture emerging opportunities nationwide.
- Identify and cultivate relationships with key clients, automation manufacturers & integrators, subcontractors, and technology vendors.
- Lead overall financial and operational performance, ensuring sustainable growth, profitability, and client success.
- Build and lead a multidisciplinary team of business development, engineering, and construction professionals.
- Partner with other Burns & McDonnell business units to leverage Engineer, Procure, Construct (EPC) capabilities.
- Be a forward thinker who believes in innovation and creates a culture to develop, identify and implement new technologies and tools, furthering Burns & McDonnell's capabilities and market presence.
Business Development & Client Engagement
- Lead and develop a go-to-market strategy covering market knowledge, target clients, competitors, developers, automation OEMs, subcontractors, and other industry partners.
- Define and implement a strategy for client qualification, selection, and acquisition.
- Understand typical client contract structures, project execution strategies, and delivery preferences to ensure alignment with client needs and industry best practices.
- Enhance Burns & McDonnell's brand presence through target marketing and PR strategies.
- Actively participate in industry associations, networking events, trade shows, and exhibitions.
- Monitor current and emerging market trends to identify opportunities and risks.
- Lead deals for design-build and EPC projects for distribution and fulfillment centers.
- Lead proposal strategy, solution development, pricing, and commercial negotiations.
- Position Burns & McDonnell as a trusted partner for dirt-to-done solutions in the marketplace.
- Maintain and strengthen executive-level relationships with clients in Primary Distribution, Wholesale Distribution, Retail Fulfillment, and Manufacturing organizations.
Project Development and Execution
- Oversee the execution of major distribution and fulfillment projects - ensuring safety, quality, schedule adherence, and financial performance.
- Lead teams from concept through commissioning, integrating site selection, project development, material handling design, building design, permitting, procurement, construction, commissioning, and start-up.
- Champion innovation and digital transformation, including digital design tools, robotics integration, and smart warehouse technologies.
- Manage subcontractors and specialty vendors, ensuring alignment with project objectives and Burns & McDonnell's safety and quality standards.
- Drive a culture focused on successful project delivery and client satisfaction.
- Ensure compliance with all regulatory, safety, and operational requirements.
Team Leadership & Development
- Recruit, develop, and lead a high-performing multidisciplinary team of designers, engineers, project managers, constructors, and business development professionals.
- Maintain a culture of technological awareness for internal and external applications.
- Foster a culture of collaboration, accountability, and technical excellence.
- Drive continuous improvement and enhance organizational capability through recruitment, training, technology application, and acquisition.
Leadership Competencies:
- Strategic thinker with entrepreneurial drive.
- Strong commercial and financial acumen.
- Exceptional in relationship-building, aware of subcontractors and OEMs, and skilled in negotiation.
- Collaborative and influential leadership style.
- Excellent communication, presentation, and executive presence.
- Cultivates a culture of mentorship.
Qualifications - Bachelor's degree in engineering, architecture, construction or related degree from an accredited program and 13 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.
Preferred Qualifications:
- 15 years of experience in distribution center, fulfillment center, or warehouse project delivery for industrial clients.
- Demonstrated success in business growth, financial management, and cross-functional leadership.
- Strong experience in subcontractor management and execution of projects across multiple geographies.
- Deep understanding of automation systems, including fixed aisle ASRS, AGV/AMR, robotics, sortation, and WMS/WCS integration.
- Proven record in delivering EPC or design-build projects from concept through commissioning and start-up.
- Experience working with system integrators, OEMs, subcontractors, and automated material handling technology vendors.
- Established network within the Food & Beverage, Aerospace & Industrial, Consumer Products, and Life Sciences sectors.
- Demonstrated experience in organizational change management.
This job posting will remain open a minimum of 72 hours and on an ongoing basis until filled.
Job Business Development/Sales
Primary Location US-MO-Kansas City
Schedule: Full-time
Travel: Yes, 50 % of the Time
Req ID: 261712
Job Hire Type Experienced #LI-KJ #GFS N/A
