What is the opportunity?
We are a firm that does things a little differently. This is your opportunity to join our high-calibre, experienced group of professionals on a mission to re-imagine the future by changing the way that buildings are conceived and constructed.
Requirements
What will you do?
Reporting to the Director of BD Enablement (DBD), the Business Development Manager (BDM) manages firmwide business development plans and strategies that align with the goals and aspirations of Entuitive. This role manages the BD budget and is ultimately responsible for BD Enablement planning and initiatives with the input and support of regional representatives, sector/service leaders, and other key stakeholders. They will recommend timelines for BD initiatives based on enablement priorities and what requires urgent action to realize firmwide objectives. They support the Proposal Team Manager(s) and act as an Advisor for Regional BD Leads and other BD leaders.
Annual BD Planning
- Develop annual BD scorecard with direction from the DBD to ensure alignment with firm strategy and objectives.
- Communicate regional priorities to BD regional reps and key leaders for inclusion and execution in BD plans.
- First pass at quarterly BD plan review of the BD enablement team and set follow-up with DBD as needed.
- Set quarterly Regional BD Plan Update and Presentation meetings to DBD
- Develop go to market framework/to do list with input from MarComm.
- Manage and oversee data analytics related to BD
Business Development Research and Strategy
- Provide coaching and support to members on client relationship management strategies and tactics per BD plans and individual goals.
- Complete ROI evaluation and recommendations based on dashboard analytics, research, and intel - set follow-up discussions with groups or individuals.
- Staying abreast of marketing best practices, market and industry trends, companies, and competitors to provide competitive intelligence to the Service and Industry
- Develop and execute BD communications (emails, Teams Page posts, roadshows), socialization and change management initiatives with direction from DBD.
- Facilitate strategy sessions based on go to market framework (SWOT, competitive analysis and go to market plans).
- With direction from DBD, support Portfolio Client strategy (identify primes and "portfolio client" definitions, set meetings and agendas, manage intel documents and actions plus regular check in).
- With direction from DBD, support Major Projects strategy (identify, definitions, set meetings and agendas, manage intel documents and actions plus regular check in).
- With direction from DBD create list, definitions, and decision process for clients not to work with.
Budgeting and Driving Financial Performance (DFP)
- Manage and maintain the BD budget, developing strategies to optimize time and expenses while ensuring adherence to budget limits
- Monthly and quarterly budget review and analysis (Op Ex and BD hours).
- Conduct BD dashboard analysis, insight, and conversations with BD'ers.
- Set meetings, agenda and participate in driving financial performance conversations.
- Conduct regular data-driven presentations/check-ins and flag/escalate issues to DBD, as needed.
- Develop BD expense guidelines and present to DBD, including event debriefs and follow ups
- Establish approval process for BD travel to other offices and use this to aid Regional BD Lead in coordination of trips.
BD Process, Tech and Tools
- Improve processes to scope opportunities more effectively and provide guidance on go/no-go procedures (Pursuit Decision Process)
- Work with key stakeholders for BD process improvements, communications, and implementation.
- Oversee development, QA and maintenance of tools that track BD metrics and effectiveness.
- Support DBD in creating summaries to be used for improving BD effectiveness of individuals and regions.
- Drive BD management platform (CRM) discovery, demo, decision, and implementation/training.
People Management & Leadership
- Review and refresh BD Enablement team organization, roles, and responsibilities
- Support Proposal Team Manager(s) and serve as advisor to Regional BD Leads, etc
- Define and communicate BD roles (Regional BD Lead, Pursuit Champion, BD Manager, Service Leads, Sector Leads, Emerging Market Leads, etc.).
- Manage BD Enablement team (direct reports between 3-6 employees)
- Assist with recruitment of BD team positions
Team Meetings & Events
- Coordinate regional BD meeting series and attendees, as needed.
- Attend all regional BD meetings, provide agenda items/updates related to BD enablement initiatives (tech, PH, analytics, process, training, roles, etc.)
- Set agenda, chair meetings and capture actions where needed (BD Regional Lead meetings, BD meetings, regional quarterly check-ins; as well as service, sector, and emerging markets meetings)
- Meet regularly with internal stakeholders (Marketing & Communications Manager, Proposal Team Manager(s) on joint initiatives.
- Ensure coordination of BD relationship development opportunities at client events, conferences, and speaking opportunities
- Participate in events representing Entuitive
Training, Succession Planning and Mentorship of BD Enablement team
- Help DBD execute succession planning.
- Identify BD training opportunities, priorities, and knowledge gaps
- Conduct BD enablement onboarding, presentations/chats for new hires, promotions, and new principals and associates (P&A)
- Source training programs and workshops for business developers (external and internal)
- BD Dashboard inspired coaching sessions and discussions.
- Encourage and connect business developers with mentors/mentees.
BD Initiatives
- Develop plan with input from DBD to support cross-leveraging efforts.
- Drive national BD strategies (i.e., existing buildings, portfolio/national clients, TODs, spectator sports, etc.)
Skills and Competencies
- 10+ years of progressive experience in leading and managing teams across business development, marketing, and/or operations.
- Ability to create and implement BD plans aligned with organizational objectives
- Proficiency in data analysis and expertise in using dashboards and data to inform decision-making and strategy development
- Exceptional written and verbal communication skills for presenting updates, leading meetings, and fostering collaboration
- Strong business acumen, and the ability to exercise sound judgment
- Proven ability to build relationships and develop networks
- Ability to manage complex situations with multiple stakeholders utilizing conflict resolution skills
- Ability to prioritize and multi-task in a fast-paced environment while juggling competing priorities
- The willingness to be Entuitive
Education
- Bachelor's or Master's Degree in Business Administration, Marketing, Engineering, or a related field (required)
- Certification in BD, Strategy, Change Management or Leadership considered an asset
Benefits
Why Entuitive?
- Flexible working hours
- Commitment to staff growth through mentoring and training
- Reimbursement of annual professional membership dues
- Employer paid medical, dental, and vision insurance premiums for employees and their dependents
- Generous parental leave policy
- RRSP matching up to 5%
- Participation in our discretionary profit-sharing plan
- Fun social events and team-building activities.
How does collaboration happen?
All positions require in-office presence 3 days a week. Building strong relationships and collaborating internally is important to us! Collaborate virtually for the remainder of the week.
About Entuitive
We are deeply committed to fostering an inclusive, equitable, and accessible environment where all employees and clients feel valued, respected, and supported. Entuitive will ensure that reasonable accommodations are made to persons with disabilities during the recruitment and assessment processes.
If you are excited about this opportunity and are interested in learning more about Entuitive, please check out our About Us page.
At Entuitive, we prioritize human-centric evaluation methods and do not utilize AI for screening or recruitment processes.
