Business Development Manager - Heavy Civil Engineering & Construction

DescriptionJoin an established team of professional builders, engineers, and consultants in the North Texas Region, based out of the Dallas, Fort Worth, Austin, and Houston offices, to further expand a growing portfolio of Heavy Civil Construction work. As revenues have doubled in the last 2 years, Burns & McDonnell’s Integrated Design-Build Team is looking to add great talent that will continue to fill the pipeline of safe, successful, and profitable projects. This position will report directly to executive leadership in the North Texas Region.The Business Development Manager is responsible for the overall management of direct award or competitive collaborative delivery (Civil Engineering, Design-Build, Progressive Design-Build, Construction Manager At-Risk) heavy civil project pursuits for private business, developers, and industrial clients as well as select Heavy Civil public sector markets. The Business Development Manager will be client facing to identify, negotiate and close deals with the strong support of an established civil engineering and civil 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 process.Key ResponsibilitiesEstablish, develop and maintain the sales engine for Heavy Civil Engineering and Construction in the North Texas Region and surrounding regions, with discretion afforded to specific pursuits across Texas and 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 elements typically associated with Heavy Civil Construction.Develop and maintain relationships with preferred construction execution partners aligned with Burns & McDonnell’s safety, financial, and execution culture.Collaborate with North Texas Region Business Development Managers in adjacent business units on strategic pursuits and clients for Power, Industrial, Mission Critical, Vertical, and Process facilities.Provide Heavy Civil deal flow support to adjacent business units.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 toClose 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.Manage 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 lead 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.QualificationsBachelor’s degree in Construction Management, Engineering, or a related field with a minimum of 10 years of related professional experience. Or,Associate’s degree in a related field with a minimum of 12 years of related professional experience. Or,High school diploma or GED with a minimum of 14 years of related professional experience.Proven experience in executing collaborative delivery projects required.Expert experience in client and 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 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.Proven industry knowledge is desired.A Professional Engineer license is optional.Job Field: Business Development/SalesJob Type: ExperiencedSchedule: Full-timeTravel: Yes, 50 % of the Time