Description Our transportation practice is looking for a proven professional who can build and sustain high-value, strategic deal flow to support the growth of our team of professional builders, engineers, and consultants in the Kansas City Region.The position will be based in the company's headquarters in Kansas City and supporting offices in Springdale, Arkansas and Omaha, Nebraska, that deliver transportation and other infrastructure for public and private clients throughout the Midwest and Mid-South, with this position focusing on expanding our portfolio of work for private clients. This position will report directly to the leadership of the integrated engineering and construction Transportation practice in Kansas City.You will be integral to achieving our three-year vision, and since we are a 100% employee-owned company, when we are successful you will get to realize the benefits of becoming one of our employee-owners.
A Brief Overview The Business Development Manager is responsible for the overall management of direct award or competitive collaborative delivery projects for private clients and may support projects within DOT and Tollways, Local Government, Rail, and Ports sectors. The Business Development Manager will be client facing to identify, negotiate and close deals with the strong support of an established civil engineering and construction team.
Beginning with an established network and customer relationships, the Business Development Manager will identify opportunities with customers and lead the team from the direct award or request-for-proposals through the contract close and early stages of project development, after which project supervision will transfer to the Project Execution team. The Business Development Manager will closely engage with the established engineering and construction execution teams and the individual project managers to create, facilitate and manage consistent and coherent project pursuits and startup processes.
What you will do
- Establish, develop and maintain the sales engine for Collaborative Engineering and Construction projects in the Kansas City Region, with discretion afforded to specific pursuits Nationwide. Pursuit examples may include mass grading, site utilities, potable water and sanitary sewer transmission and process elements, stormwater infrastructure, bridges, cast-in-place or pre-cast structures, paving, or other horizontal construction elements primarily within the private, development sector, but the position could also support strategic pursuits in other business lines.
- Develop and maintain relationships with preferred construction execution partners aligned with Burns & McDonnell's safety, financial, and execution culture.
- Collaborate with Business Development Managers in adjacent business units on strategic pursuits and clients for Power, Industrial, Mission Critical, Vertical, and Process facilities.
- Provide deal flow support to adjacent business units, leveraging the unique strengths of our infrastructure and site construction team.
- Identify potential business deals by educating new and existing customers on collaborative delivery approaches, identifying strategic teaming agreements, and shaping project development to successfully win new work.
- Screen potential business deals by analyzing commercial feasibility, deal requirements, and risk-adjusted return.
- Drive pursuit strategy and preconstruction feasibility by leveraging robust understanding of heavy civil preconstruction processes and partnering with existing preconstruction and estimating teams to
- Close new business deals by coordinating requirements, developing and negotiating contracts, and integrating contract requirements with business operations.
- Oversee technical proposal development including scope, budget, schedule and resources. Direct and oversee management of technical proposal resources, in partnership with the pursuit manager.
- Serve as a Client Account Manager and engage other Client Account Managers to help drive client-focused strategies and action plans that respond to client challenges and create a competitive advantage for the firm to successfully obtain the work.
- Develop technical staff to pursue and capture projects including guiding development of technical and cost proposals and presentations.
- Analyze project-specific risks and contribute to internal risk management processes led by project and Executive level leadership.
- Lead go/no-go analyses and decisions.
- Facilitate and lead or oversee contract reviews and negotiations. Collaborate with marketing and executive leadership to review and approve all budgets and schedules for proposals efforts, including determining commercial strategy and pursuit profitability.
- Work with department and project management to ensure that staff resource assignments are aligned with the project requirements with respect to roles, skills and quantity.
- Lead client facing engagement and partner with Management to support overall client satisfaction.
- Monitor delivery progress through engagement with project management to understand and respond to successes and opportunities for improvement in current and future projects.
Qualifications
- Bachelor's or Associate degree in construction management, business, engineering or related degree and minimum 10 years of related professional experience with a broad and deep understanding of the public and private civil construction market within the Kansas City metro and broader region.
- Proven experience in selling collaborative delivery projects required.
- Expert experience in client relationships, business development and proposal development.
- Expert experience in project management including planning, design and construction team coordination and communication, budgeting, schedule management, and client management.
- Experience in contract negotiations.
- Demonstrated ability to identify profitable deals through proven financial and client success on completed projects.
- Ability to thoughtfully and positively influence, lead and manage.
- Excellent facilitation, collaboration, organization, and problem-solving skills.
- Excellent planning and analytical skills.
- Excellent oral and written communication skills, and able to clearly and effectively present complex information to all levels of employees, management, and clients.
- Strong interpersonal skills.
- A Professional Engineer license is optional.
This job posting will remain open a minimum of 72 hours and on an ongoing basis until filled.
EEO/Disabled/Veterans
Job Business Development/Sales
Primary Location US-MO-Kansas City
Other Locations United States
Schedule: Full-time
Travel: Yes, 50 % of the Time
Req ID: 265131
Job Hire Type Experienced #LI-JH #TRN
