CRB's nearly 1,500 expert professionals drive innovative, life-changing and life-saving solutions for manufacturers in the life sciences and food and beverage industries. Our mission, vision, and core values put client satisfaction and employee experience at the center of everything we do.
As an AEC firm, we proudly specialize in industries that inherently carry important social responsibility - we recognize our impact and influence in the communities we serve and pursue corporate responsibility through the lens of people, community, and planet. From oncology and rare disorders to COVID-19 or alternative proteins, our design and construction projects are pioneering solutions addressing important issues such as food scarcity and global health.
Job Description
The Senior Director Business Development will report directly to the Vice President of Business Development and will be responsible for delivering profitable and sustainable business growth in a specific region or Industry vertical. Overnight travel requirements may exceed 30 - 50%.
This position will work in a team environment with other Senior Directors and the Vice President to implement consistent business development processes, procedures, standards and workflows. The other functions include but aren’t limited to go-to-market planning and execution, revenue generation, constantly seek new opportunities, engage potential customers or partners, and close deals to grow the business.
This position is a senior business development professional that consistently deliver and close high value opportunities. They shall display high levels of energy and drive go-to-market planning and execution, revenue generation, constantly seek new opportunities, engage potential customers or partners, and close deals to grow the business. This includes developing and executing strategic business development strategies that align with the business plans of specific offices, regions, Industry verticals and the Company. These strategies will include identifying (market research), prospecting, development of new and existing clients, suppliers, trade partners, and communicating CRB's value proposition to win new business for design, construction, consulting services, modular design/construction and/or ONEsolution services.
Customers will span the life sciences, food + beverage, and future sectors should the company diversify into other markets.
Knowledge, Skills and Abilities:
Expert business development skills
Track record of closing $100M+ EPC or Design-Build deals, preferred
Proven experience selling at senior client levels
Strong experience with account planning, lead generation, implementing and sustaining use of sales processes and tools in a dispersed team and driving sales excellence throughout the team with individual and team Key Performance Indicators (KPIs)
Strong experience with CRM (Microsoft Dynamics, Salesforce)
Strong experience with at least one account planning process (e.g., Miller-Heiman, S-P-I-N Selling, etc.)
Strong relationship builder; able to nurture and evolve client relationships
Responsibilities
Create and manage business development strategy
Develop and manage sales pipeline and KPIs for employees and region
Develop long term client relationships that lead to new business opportunities delivering profitable business growth
Develop and execute annual business development plans that align with the office, region and company growth goals
Lead and coordinate the efforts of the seller-doer program
Qualify opportunities and inform others during go/no-go meetings to increase the win ratio on project pursuits
Provide intelligence from clients to assist in RFI responses and proposal submissions including, project execution plans and staffing, presentation development, and commercial offering.
Build the CRB brand via coordination with business development coordinators and marketing staff to organize and attend tradeshows, networking events, client entertainment and participate in social media strategies
Join, participate and attend industry associations, boards and/or committees that will further enhance your network and further build the industry brand for CRB
Collaborate with strategic marketing, sales and service teams, BD team and other CRB leadership
Evaluate local, regional and national competition and identify their strengths and weaknesses
Develop and manage expense budget
Develop and produce monthly activity reports
Develop and implement regional sales processes, tools, workflows and standards
Maintain and update CRM to track client activity, leads and opportunities
Coordinate and participate with in-house recruiting staff to recruit new talent to the Company
May lead and manage regional business development team
Qualifications
Bachelor's Degree in Engineering, Architecture, Construction, Marketing, or Business Administration, preferred
Minimum10 years’ experience in a business development role
Excellent interpersonal communication skills, including great listening skills
Strong leadership/coordination ability in a matrixed environment
Highly motivated self-starter
Excellent skills in the areas of time management and organization
Additional Information
All your information will be kept confidential according to EEO guidelines.
CRB is committed to hiring and retaining a diverse workforce. We are proud to be an Equal Opportunity/Affirmative Action Employer and it is our policy to provide equal opportunity to all people without regard to race, color, religion, national origin, ancestry, marital status, veteran status, age, disability, pregnancy, genetic information, citizenship status, sex, sexual orientation, gender identity or any other legally protected category. Employment is contingent on background screening.
CRB does not accept unsolicited resumes from search firms or agencies. Any resume submitted to any employee of CRB without a prior written search agreement will be considered unsolicited and the property of CRB. Please, no phone calls or emails.
CRB offers a complete and competitive benefit package designed to meet individual and family needs.
If you are unable to complete this application due to a disability, contact this employer to ask for an accommodation or an alternative application process.
Seniority level
Director
Employment type
Full-time
Job function
Business Development
Industries
Mechanical Or Industrial Engineering
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