Note: The job is a remote job and is open to candidates in USA. Burns Engineering, Inc. is a professional engineering design and project management firm specializing in infrastructure projects. They are seeking a Business Development Leader to drive revenue growth, expand market presence, and build a strong pipeline of new and repeat business within their Healthcare team.
Responsibilities
- Execute the Business Unit’s growth strategy in partnership with the Business Unit Leader, with primary accountability for revenue growth, market expansion, and development of a strong, sustainable sales pipeline
- Translate Business Unit objectives into business development priorities, including target markets, key accounts, strategic pursuits, and long-term growth investments
- Own the Business Unit’s three (3) year growth outlook, including sales and revenue targets, “must-win” pursuits, client development strategies, and investment priorities
- Provide forward-looking insight into market trends, competitor positioning, client needs, and funding environments to proactively position the firm for growth
- Establish and monitor business development KPIs — including sales performance, pipeline health, win rates, client diversification, and revenue growth — and report progress regularly to Business Unit and Group leadership
- Develop and execute business development goals and strategies focused on growth that align with the Company’s overall objectives
- Lead all front-end business development activities for the Business Unit, including opportunity identification, qualification, positioning, and pursuit strategy
- Achieve individual and Business Unit sales and revenue goals as defined in the annual business plan
- Develop and implement client capture plans for strategic accounts and major pursuits
- Identify, cultivate, and close opportunities with new clients while expanding services and relationships with existing clients
- Serve as the primary pursuit leader, guiding go/no-go decisions, pursuit strategies, and teaming approaches in alignment with Business Unit priorities
- Leverage personal, client, industry, and teaming partner networks to generate and convert business development opportunities that provide a competitive advantage
- Build a strong brand for the Department through personal and team promotion in the industry
- Build and maintain strong, multi-level relationships with strategic clients and prospects, serving as the senior relationship lead during the business development and pursuit phases
- Strengthen Burns’ market presence by establishing trusted advisor relationships with client decision-makers and influencers
- Ensure smooth transition of awarded work and established client relationships to delivery leadership, while remaining engaged at a strategic level to support ongoing growth and repeat business
- Serve as the first point of escalation for significant client-related issues that may impact future business opportunities or long-term client relationships, partnering with the Business Unit Leader and operational leadership as appropriate
- Ensure negotiated contracts with potential and existing clients are favorable terms and in compliance with Burns practice of protecting the company
- Support client engagement related to change order approvals and accounts receivable recovery by addressing client-side issues that may delay revenue realization or payment
- Be accountable for Department-level commercial performance related to sales, revenue growth, and pipeline visibility
- Support pricing and commercial strategy development during pursuits to align profitability goals and market positioning
- Participate in review and negotiation of pursuit-related commercial terms in coordination with operations, legal, and risk management teams, ensuring alignment with company policies
- Provide accurate revenue forecasts and pipeline reporting to support Business Unit planning and decision-making
- Ensure all business development activities, pursuits, reporting, and client engagements are conducted in compliance with Burns policies, standards, and risk management requirements
- Ensure all contracts comply with Burns Risk Management procedures and protocols
- Adhere to all Human Resources policies and procedures
- Partner with Human Resources Business Partner to ensure adherence to all federal, state, and local employment regulations
- Complete special duties as assigned
Skills
- Bachelor's (B.S.) degree, preferably in Engineering or Business Management, from an accredited university or college is strongly preferred, or an equivalent combination of education and relevant experience
- Minimum of 10 years of progressive experience in business development, sales, or strategic growth roles, including leadership responsibility for revenue generation and client acquisition
- Proven track record of developing and executing business development strategies, leading complex pursuits, and achieving revenue growth
Company Overview