Vice President Business Development

The posting, as Burns Engineering, Inc. wrote it

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 Vice President 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.

Key Responsibilities

Go-to-Market Strategy, Processes & Operating Discipline

• Develop and institutionalize scalable go-to-market processes supporting business development, capture management, and strategic account ma

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t, and business-development training.

• Experience leading complex pursuits involving multiple operating businesses, technical disciplines, or geographic markets.
• Experience establishing enterprise sales and pipeline-management operating rhythms, metrics, and governance.

Education

• Bachelor's degree in engineering or business required.
• MBA a plus.

Success Measures

Success in this role will be measured by both commercial outcomes and improvement in the organization's ability to execute its go-to-market strategy consistently, including:

• Achievement of enterprise sales goals.
• Quality, value, and progression of the qualified pipeline.
• Conversion of pipeline into new business and revenue.
• Win rate on competitive pursuits.
• Capture rate on qualified strategic opportunities.
• Consistent adoption and effectiveness of enterprise capture-management processes.
• Consistent adoption and effectiveness of strategic account-management processes.
• Effectiveness of capture managers and strategic account leads in advancing priority opportunities and accounts.
• Forecast accuracy and visibility into pipeline health, risks, and required actions.
• Effectiveness of GTM training and capability development.
• Consistent execution of agreed-upon actions and milestones across priority accounts and pursuits.
• Effectiveness in coordinating senior executives, P&L owners, capture managers, account leads, and multiple business units around enterprise growth priorities.

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