Job Information
Burns & McDonnell Business Development Manager – Consumer Products (Multiple Locations) in Norfolk, Virginia
Description
At Burns & McDonnell's Consumer Products team, we put people first – ours and our Clients’. We help our consumer product clients improve lives and make the world a better place, by transforming their toughest manufacturing problems into opportunities for their trusted brands! From the soaps that clean your skin to the detergents that clean your clothes, these are the products that cater to our most basic human needs of health, hygiene, and self-care. With our team, you have the opportunity to deliver excellence on manufacturing design/build projects, for world-class companies that are household names in a consistently growing and evergreen market. Together, we will be the most sought-after design-builder in this industry.
Our broad sub-segments include: Personal Care, Beauty, Home Care, Nutraceuticals, Fine/Specialty Chemicals, Consumer Packaging, and Paper.
Reflect and inspire passion for the market.
Manage all national business development activities for the business lane, in alignment with overall national consumer products business strategy.
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.
Forecast and manage sales pipeline and client portfolio diversity.
Collect, Maintain and leverage market intelligence, competitor analysis and pursuit best practices.
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.
Qualifications
Bachelor's degree in engineering, architecture, construction or related degree from an accredited program.
Minimum of 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.
EEO/Minorities/Females/Disabled/Veterans
Job Business Development/Sales
Primary Location US-MO-Kansas City
Other Locations US-MO-Saint Louis, US-VA-Richmond, US-NC-Raleigh, US-VA-Arlington, US-VA-Roanoke, US-MD-Baltimore, US-VA-Norfolk, US-IL-Chicago, US-SC-Greenville
Schedule: Full-time
Travel: Yes, 75 % of the Time
Req ID: 241589
Job Hire Type Experienced #LI-MJ #GFS