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Business Development Mgr II - Transition Project Management in Arlington, VA at Gilbane

Date Posted: 6/19/2018

Job Snapshot

Job Description

At Gilbane we’re building more than buildings, we’re helping create schools, hospitals, laboratories and other facilities that will be helping people live better for decades to come. As a fifth generation family business we’ve built the best team in the industry with a culture of caring that treats every one of our employees as a trusted member of the Gilbane family. We also invest in our employees’ education and have built Gilbane University into the top training organization in the construction industry. If you have the desire to make a real difference in people’s lives and become part of a growing organization that treats you like member of the family – you will feel right at home at Gilbane.  

GENERAL

The Business Development Manager is the representative of the Company responsible for contacting, meeting and establishing new business relationships in various markets for the purpose of securing profitable relationships

  • Full-time, salaried position with semi-annual incentive bonus
  • Reports to the Sr. Director of Business Development, Transition Planning & Management
  • Required presence in the Gilbane Arlington office 3-4 days a week and Baltimore office 2 days per month

EXPERIENCE

  • Preferred 10-15 years’ experience in increasing levels of responsibility with proven success in business development or marketing. Strong sales background, particularly in architecture, design, construction, furniture and/or transition planning services, and selling to the commercial and federal markets. Candidate must possess excellent communication skills, both verbal and written, with the ability to produce highly professional proposals and presentations. Maintain memberships and participate in, hold leadership positions in industry organizations.

EDUCATION REQUIREMENT

  • The successful candidate should be a BS or MS graduate [Business, Marketing or Design / Construction related field preferred]

RESPONSIBILITIES

  • Responsibilities include, but are not limited to, the following: Generate a specified volume of business within an established time frame, report on planned and executed sales activities to appropriate levels of management, lead development of client deliverables such as proposals and presentations that demonstrate innovation and differentiate Gilbane in the marketplace, maintain records with the company CRM system to track opportunities, keep management apprised of current and anticipated market conditions, maintain a strong network, and support ongoing client relationships after project start-up. Regional and occasional outside region travel is required.

       Relationship Building / Presell

  • Participate as member of BD team specializing in the Washington DC Metro Area and East Coast - Generate Leads/ Cultivate new prospect relationships
  • Use current relationships to cultivate leads and future opportunities for the company as a whole
  • Monitor and leverage federal lead sources to identify and presell federal opportunities
  • Form relationships with national COE and BD representatives to help position TPM services on Gilbane pursuits for the benefit of the business unit and the company
  • Coach and lead TPM staff and BD staff in professional development and Doer Seller technique - Work closely with related TPM Ops team to maintain past client relationships
  • Report as required in corporate format on BD activity as part of the larger BD team
  • Attend weekly TPM BD/Sales coordination meetings and periodic Mid-Atlantic and/or business unit specific BD/Sales coordination meetings
  • Attend annual sales training and cultivate relationships with companywide BDM’s for support of national opportunities, when called upon
  • Keep current on industry information and share what is learned with the sales/ops team
  • Proactively cultivate key strategic accounts as assigned
  • Cultivate new alliances and partnerships that will lead to new work with proven firms
  • Ensure all teaming, NDA’s and related agreements are in place if required
  • Ensure small businesses that we are planning to be a subcontractor for are amenable to the escrow agreement and provide necessary documentation for Gilbane Go/No Go process
  • Industry organizations (networking)
  • Entertainment of Clients, prospects, etc. as appropriate
  • Schedule and attend sales appointments. Work with Business Unit Leader / Sr. Director of BD in selection of Ops team partner for pursuit
  • Take the lead in preparation of sales meeting materials in consultation with the assigned TX/Consultant
  • Initiate and maintain CRM records for all active pursuits and provide support to Sr. Director of BD on BD reporting including Roadmaps, Corporate Reports, etc.
  • Manage ongoing requirements of GSA schedules and BPA contracts
  • Implement Gilbane Sales and Marketing Process for maximum success

Proposals | Presentations | Close

  • Receive and analyze RFPs. Work with Sr. Director of BD and TPM Sales & Marketing Specialist (TPM SMS) to schedule production support and any required GSMS resources
  • Ensure RFPs/sample contracts are sent to corporate legal and insurance for review and ensure all appropriate language for proposal/task order is incorporated in submission
  • Orchestrate Go/No Go procedure
  • Work with TPM SMS to develop proposal matrix
  • Hold proposal strategy meeting to orient the team, call out differentiators and win strategy and ensure everyone is comfortable with their assignments and timeframes
  • Prepare the cover letter focused on the key points that will make the sale; primary responsibility for win strategy development and inclusion throughout the proposal
  • Work with TPM SMS to pull together proposal organization, resumes, PDS, comparison graphics, and corporate information and Ops team for the technical approach, scope, schedule and fee pro
  • Monitor Ops team and TPM SMS work to ensure things are on track
  • Schedule and lead Red/Green Team Review
  • Secure outside reviewers where appropriate
  • Proof read and edit all information formatted by TPM SMS and Ops team prior to Red Team Review and/or client delivery – inserting prospect specific language and strategy as appropriate.
  • Review the fee pro and provide competitor rate input and strategic information prior to the green team review
  • If shortlisted, take the lead in establishing the presentation framework, populate presentation with marketing/sales information and advise on strategic targeted approach. Lead presentation practice activities to prepare the interview team and fully support the team through the interview

Doer Seller Leadership

  • Facilitate Doer/Seller program for Mid-Atlantic Ops team, working with Sr. Director of BD on program strategy and tactical implementation, meeting planning and facilitation

Provide coaching and mentoring to select Doer/Sellers at their respective level of activity including Doer/Seller plan monitoring, networking support and coaching through the sales process to enable their advancement to independent Doer/Seller activity

Excellent total compensation package which includes competitive health and welfare benefits, generous profit-sharing/401k plan, as well as technical and management training programs.  

Gilbane is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to age, color, national origin, race, religion, sex, sexual orientation, gender identity, protected veteran status, or disability status.

Gilbane has an unwavering focus on safety, the environment and caring about everyone involved in our work.

Qualified applicants who are offered a position must pass a pre-employment substance abuse test.

Gilbane is not accepting unsolicited resumes from third party recruiters at this time. #Gilbane