Business Development
- Compensation
- Not disclosed
- Location
- Los Angeles, CA and Philadelphia, PA
- Work setup
- Not specified
- Seniority
- Not specified
- Employment
- Not specified
- Experience
- 5+ years
- Category
- Sales
- Posted
Skills
Must have
- 10+ years of experience in the AEC industry, including at least 5 years of progressive leadership experience in business development, capture management, account management, sales operations, go-to-ma
- Deep understanding of capture management and strategic account management practices within an AEC or comparable professional-services environment.
- Demonstrated experience designing, implementing, or improving business development, capture-management, and account-management processes.
- Experience providing leadership and oversight to capture managers, account leads, business development professionals, or comparable commercial teams in a matrixed organization.
- Demonstrated experience leading or materially contributing to successful competitive pursuits and RFPs.
- A track record of contributing to sales growth, pipeline conversion, improved win rates, or other measurable business development outcomes.
- Experience in one or more of the following markets:
- Proven ability to work effectively with senior executives and P&L owners within a matrix organization.
- Demonstrated ability to influence, align, and hold teams accountable without relying on direct reporting authority.
- Experience coordinating and program managing initiatives spanning multiple business units and functions.
- Strong facilitation, executive communication, presentation, and organizational skills.
- Ability to combine strategic thinking with detailed execution and follow-through.
Full description
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.
Position Summary
We are seeking an accomplished Business Development in Southern California or Philadelphia, to strengthen and lead the processes, disciplines, and operating rhythms that drive enterprise growth.
This executive will be responsible for achieving enterprise sales objectives by overseeing the development, maintenance, and conversion of a high-quality pipeline of opportunities and improving the organization's effectiveness in capture management and strategic account management.
The Business Development Leader will provide oversight in a matrix organization to capture managers and strategic account leads, establishing consistent processes, expectations, tools, training, performance measures, and accountability. Working closely with senior executives, P&L owners, and business-unit leaders, this role will ensure that account strategies and major pursuits are effectively managed and that commitments translate into action and measurable results.
A significant focus will be strengthening the organization's approach to capture management for complex, competitive RFPs, particularly within the transportation, healthcare, higher education, and data center markets. Experience with public-sector customers and procurement processes is highly desirable.
The ideal candidate is an experienced go-to-market leader and operator who brings deep knowledge of capture management and account management, along with a demonstrated track record of contributing to successful pursuits and business growth. This individual excels at bringing structure to complex organizations, developing repeatable processes, coaching teams, and coordinating execution across multiple business units.