Senior Business Development Leader: Grow & Win Major Projects

Overview Are you looking for a highly rewarding opportunity that provides extensive career growth opportunity? Gilbane is seeking a Sr. Business Development Professional to be responsible 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. Who are we? As a Top-10 ENR Contractor, Gilbane is a family‑owned business with 45 offices that has been shaping communities since 1870. Consistently recognized as one of the most reputable construction management firms in the country, Gilbane is committed to delivering projects safely and on‑time. You will have the opportunity to build schools, labs, hospitals, corporate offices, sports arenas, and more! Who are you? You act inclusively, show empathy, and treat others with respect and dignity in order to uphold Gilbane’s core value of Caring and the “People First” workplace culture. You are a strong problem solver who can identify, prioritize, and implement alternatives, and you demonstrate adaptability by collaborating with others and supporting team members to achieve excellence. A self‑starter who shows passion, commitment, and ownership while delivering on business outcomes and driving results. You identify opportunities for new and improved ways of doing things that result in value‑add solutions. What’s in it for you? Gilbane offers multi‑dimensional training opportunities through our award‑winning Gilbane University to build leadership and technical skills. You will work with an experienced team that provides opportunities to learn new industry skills every day. Protecting and promoting the interests of both Gilbane and the client is a core part of the role. Responsibilities Consistently delivers and books an annual average of $4M in total anticipated fee in alignment with gross profit targets on new sales Develops and executes a Business Development plan and 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—national and regional—so Gilbane can compete effectively Articulates principal Gilbane differentiators versus competitors Demonstrates legal and risk review acumen and participates with Project Executives 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 commercial enhancements that remain 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 and 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 community Engages operations personnel and subject matter experts throughout the sales process Coaches, mentors, trains Operations partners on business development matters 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 Bachelor’s or Master’s degree in Engineering, Architecture, Business, Marketing, or related industry experience. 8+ years of business development experience within the A/E/C industry. Experience developing and growing business across K‑12, higher education, and healthcare construction sectors. 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 financials and project risk Compensation and Benefits Salary is determined based on geographic location, skills, education, experience, and internal equity, with a pay range of $172,000‑$256,080 plus benefits and a retirement program. Gilbane offers a comprehensive benefits package, including health and welfare benefits, a generous profit‑sharing/401(k) plan, and extensive training through Gilbane University. Qualified applicants are required to pass a pre‑employment substance abuse test. Gilbane is an affirmative action/equal opportunity employer. All qualified applicants will receive consideration for employment regardless of age, color, national origin, race, religion, sex, sexual orientation, gender identity, protected veteran status, or disability status. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential job functions. #J-18808-Ljbffr Gilbane Building