Business Development Leader

About Burns:

Burns Engineering provides professional engineering design and project management services for transportation, facilities, and infrastructure projects. We help our clients attain their strategic goals and initiatives through successful large-scale infrastructure projects.  Burns’ full-service capabilities include mechanical, electrical, civil, structural, transportation, and energy consulting engineering.

Recently voted a Top Workplace by Philly.com, we credit our strength as an organization to our talented, driven, vibrant team.  Burns is an ENR Top 500 Firm, and has been named an MEP Giant by Consulting-Specifying Engineer Magazine, as well as a Hot Firm by Zweig.  We are industry experts, proven leaders, innovative thinkers, and team players. We put our clients’ successes and best interests first, because their success is our success. We have fun at work because we love making a difference in the world.  We are looking for high-energy, bright, collaborative individuals who want the opportunity to “write their own story” with us.

Burns is currently seeking a Business Development Leader to join our Healthcare Team in Philadelphia, PA.

SUMMARY

The Business Development Leader is responsible for executing a Business Unit’s growth strategy, with primary accountability for driving revenue growth, expanding market presence, and building a strong pipeline of new and repeat business. Working closely with the Business Unit Leader, the Business Development Leader aligns departmental growth strategies with overall business unit objectives and contributes to long-term market positioning.

The Business Development Leader is accountable for achieving individual and team sales, revenue, multiplier, and profitability goals as outlined in the annual business plan, through new client acquisition, opportunity development, and strategic client relationship management. The role is entirely focused on front-end growth activities, including identifying target clients and markets, leading pursuits, strengthening key client relationships, and advancing opportunities through the sales pipeline.

The Business Development Leader has no direct operational or project delivery responsibilities. Project execution and day-to-day operational management are led by delivery and operations leadership. The Business Development Leader may engage at a high level to support client relationships or business development outcomes. The Business Development Leader serves as the first point of escalation for significant client-related matters that may impact business development, working in coordination with the Business Unit Leader and operational leaders as needed

ESSENTIAL DUTIES & RESPONSIBILITIES

• Strategic Leadership & Direction
• 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.

Business Development

• 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.

Client Acquisition & Management

• 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.

Financial & Risk Management

• 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.

Compliance

• 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.

SUPERVISORY RESPONSIBILITIES

• The Business Development Leader will not have any direct reports.

EDUCATION & EXPERIENCE

• 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.

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