Business Development Leader - Capture & Strategic Accounts

About the role

Burns Engineering, a full-service engineering design and project management firm for transportation, facilities and infrastructure, is seeking an accomplished Business Development leader for Southern California or Philadelphia. The role strengthens and leads the processes, disciplines and operating rhythms that drive enterprise growth, overseeing a high-quality pipeline of opportunities and improving capture management and strategic account management. It works in a matrix organization alongside senior executives, P&L owners and business-unit leaders.

Key responsibilities

• Build scalable go-to-market processes, stage gates, tools, templates and performance measures for capture managers, account leads and business-unit leaders
• Manage the pipeline, forecast accuracy and conversion, and partner with P&L owners on sales priorities
• Lead capture management for complex, competitive RFPs, coach capture managers and run structured capture reviews
• Provide enterprise-level oversight of Tier 1-3 strategic account leads, set account plans and review account progress
• Create playbooks, training and lessons-learned sharing across business units

Required profile

• 10+ years in the AEC industry, including at least 5 years of progressive leadership in business development, capture/account management, sales operations or go-to-market
• Experience leading capture managers, account leads or similar commercial teams in a matrix organization
• Demonstrated track record of successful competitive pursuits, RFPs and sales growth
• Experience in transportation, healthcare, higher education or data center markets; public-sector procurement experience is highly desirable