Sr Business Development Professional
The Opportunity
LVI Associates is partnering with a leading national construction management firm to appoint a Sr. Business Development Professional focused on the life sciences market in Raleigh, NC.
This is a highly rewarding, growth-focused role responsible for delivering new clients, new and repeat business, and leading the full business development lifecycle, from opportunity and client sourcing, positioning, risk analysis and competitor analysis, through to proposal strategy, negotiation and securing the award. Success in this role hinges on an established local network across the Raleigh/Research Triangle life sciences community.
About the Client
Our client is a well-established, nationally recognised general contractor with a strong reputation for delivering complex projects safely and on-time. With a broad national footprint and a deep project portfolio, they deliver across a diverse range of sectors, with a growing focus on life sciences, science & technology, and advanced manufacturing in the Research Triangle region.
Who You Are
You are a business development professional with deep roots in the Raleigh/Research Triangle life sciences market and the relationships to prove it. You act inclusively, showing empathy and treating others with respect and dignity, in line with a people-focused culture. You listen to understand, communicate clearly, and are a strong problem solver who can identify, prioritise and implement solutions. You're adaptable, collaborative and a self-starter who takes ownership and drives results - someone who continually spots opportunities for new and improved, value-add ways of working.
You bring strong personal values - integrity, teamwork, dedication to excellence, and an entrepreneurial mindset.
What's In It For You
Our client offers multi-dimensional training and development through a range of internal resources. Alongside your project responsibilities, you'll have access to structured leadership and technical development programmes, while working with an experienced team that helps you learn new industry skills every day. You'll protect and promote the interests of both the business and its clients, while developing the personal characteristics of a future leader.
Key Responsibilities
- Consistently deliver and book an annual average of $4M in total anticipated fee, aligned with gross profit targets on new sales
- Leverage existing local life sciences relationships to build and convert a strong pipeline across the Raleigh / Research Triangle market
- Develop and execute a BD plan/pipeline with limited guidance - including individual BD roadmap, market sector and profit lever analysis, and expected hit ratio aligned with the business unit's market mix
- Partner with operational counterparts to build a business plan aligned to growth and profitability goals
- Maintain a benchmark of 8-10 focus prospects in CRM at all times, reflecting a client mix aligned with business goals
- Demonstrate a healthy mix of new and residual sales
- Create and articulate capture and differentiation strategy for each focus pursuit
- Develop champions on pursuits and complete the majority of pre-sell steps regularly
- Know national and regional competitors and their competitive profiles, and clearly articulate the firm's key differentiators
- Show acumen in legal and risk review, and support Project Executives in contract negotiations
- Manage the internal pursuit review and approval process and associated documentation
- Drive commercial strategy for pursuits - fee, general conditions, profit levers and enhancements that remain competitive
- Manage sales deliverables, including planning and communication with operations, sales and marketing support
- Create suitable technical content and manage operations partners in developing project-specific proposal/presentation input
- Obtain debriefs on all wins and losses and maintain the competitive intelligence database
- Maintain ongoing client relationships post start-up and support the client satisfaction process
- Operate as a local industry leader in relevant professional, community and client/market organisations
- Maintain a strong network within the local life sciences and Architecture, Engineering & Construction (A/E/C) community
- Engage operations personnel and subject matter experts throughout the sales process
- Coach, mentor and train operations partners and less experienced team members on BD
- Maintain CRM and personal roadmap accurately, and report forecast and current sales activity
- Support a positive and inclusive work environment
Qualifications
Experience / Education
- Bachelor's or Master's degree in Engineering, Architecture, Business, Marketing, or related industry experience
- 8+ years of business development experience within the A/E/C industry
- Proven business development track record within the life sciences market (e.g. pharmaceutical, biotech, GMP, lab and R&D facilities) - required
- Established, active relationships within the Raleigh / Research Triangle life sciences community - required
- Or an equivalent combination of education and experience
Knowledge, Skills & Abilities
- Strong verbal and written communication skills
- Ability to shape impactful client-facing deliverables
- Closing and negotiation skills
- Ability to maintain long-term client relationships
- Understanding of project financials and project risk
- Deep knowledge of the local Raleigh life sciences market, key players and pipeline
FAQs
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