Burns & McDonnell Facilities Solutions Business Development Manager in Seattle, Washington
Burns & McDonnell’s Business & Technology Solutions (BTS) division is seeking an energetic, accomplished sales & business development professional with demonstrated success in selling technology and professional services to facility owners and operators. The Business Development Manager will be responsible for growing BTS market share in existing food & beverage, industrial, manufacturing, and mission critical facilities . Utilizing direct to market and internal channel sales strategies, the Business Development Manager will be responsible for creating, managing and closing facility solution opportunities.
Facility solutions are comprised of partnered technologies, proprietary applications, and associated professional and consulting services.
The Business Development Manager will be responsible for creating a territory sales plan, incorporating sales enablement of internal channel partners, targeted account plans, and field marketing strategy.
This person will play a key role in developing new business and managing key facility and accounts working directly with BTS leadership to rapidly expand the global practice.This person will be responsible for implementing a structured sales plan aimed at generating new business and building strong, trust-based relationships with internal champions and customer decision makers at the “CXO” level.
Identify new business opportunities for facility solutions with current and prospective facility clients in order to drive pipeline growth
Create high activity levels in assigned region presenting BTS capabilities within sales meetings, external marketing events and internal enablement sessions
Collaborate internally with other Burns & McDonnell facility-centric business units and regional offices, with an external focus to maximize existing client opportunities and develop new clients
Collaborate with business development managers, business line leads, project managers, and proposal production staff on client proposals, RFI’s and RFQ’s
Utilize CRM for forecasting opportunities, contact management, sales notes, and campaign follow up
Identify and align BTS capabilities to current market trends, informing offering creation and iteration.Develop and maintain high levels of solution competency.
Identify opportunities by working with existing technology partners that include ESRI, OSIsoft, Oracle and others
Close new business deals by coordinating requirements, developing and negotiating contracts, and integrating contract requirements with business operations
Attend and participate in professional associations. Strive for leadership roles in select professional associations
Build relationships with clients at highest possible corporate level
Lead annual marketing and sales planning process for region
Meet and exceed sales targets
Execute assigned reporting – forecasting, expense, activity, etc.
Minimum 10 years related professional experience in marketing, business development/sales and at least 5 years of equivalent facility industry experience preferably in one of these markets(food & beverage, industrial, manufacturing or mission critical)
Must demonstrate solution selling capability inclusive of services and technology
Understand the core functions and business models of facility clients
Be able to identify opportunities by working with existing technology partners that include ESRI, OSIsoft, Oracle and others
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 expert knowledge in the use of basic computer software (i.e., Microsoft Word, Excel, PowerPoint).
CRM experience required
Ability to work collaboratively in a team selling environment
Must be proactive and organized
Must be a creative problem solver
Job Business Development/Sales
Primary Location US-MO-Kansas City
Other Locations US-MO-Saint Louis, US-AZ-Phoenix, US-TX-Houston, US-ME-Portland, US-FL-Orlando, US-WA-Seattle, US-CT-Wallingford, US-NY-Manhattan, US-GA-Atlanta, US-MN-Minneapolis/St Paul, US-TX-Dallas, US-IL-Chicago
Travel: Yes, 75 % of the Time
About Burns & McDonnell
Burns & McDonnell is making the world a more amazing place with more than 5,000 engineers, architects, construction professionals, scientists and consultants on staff and growing. We strive to create amazing success for our clients and amazing careers for our employee-owners. We take on some of the world’s toughest challenges with the industry’s best thinking.
We have offices and projects spanning the US and the globe. We are proud to rank among FORTUNE magazine’s 100 Best Companies to Work For. Our culture of 100% employee ownership plays a major role in supporting that outcome. Each employee shares in the ownership of the firm, bringing the commitment of an owner to our projects. Clients appreciate that and have rewarded us with a 90% repeat business rate and decades-long partnerships. Pretty cool for a 100 year old firm that grows organically.
At Burns & McDonnell, you’ll have the opportunity to make a difference every day while fulfilling your personal and professional ambitions. Our entrepreneurial culture lets you guide your destiny and shape the path your career travels. And with more than 350 service specialties, your career and development options are abundant.
Burns & McDonnell is an Equal Opportunity Employer Minorities/Females/Disabled/Veterans
Req ID: 182298