Overview As Business Development Director, you lead strategic growth for power market clients, shaping early opportunities and building trusted advisor relationships. You align with senior leaders to target utilities, IPPs, and grid operators, translating client challenges into integrated consulting, digital, and implementation engagements. You drive demand, craft value propositions, and expand cross-functional collaboration to convert opportunities into funded work. This role combines strategic market insight with executive stakeholder management in a matrixed Burns & McDonnell ecosystem.
Responsibilities- Develop and execute account growth strategies for power market clients in an assigned region
- Identify and shape opportunities across consulting, technology, planning, digital, cybersecurity, and implementation
- Lead executive-level discovery to understand priorities, challenges, regulatory drivers, and tech gaps
- Translate broad client challenges into actionable advisory engagements and measurable outcomes
- Frame value of change, articulating business impact, risk, and opportunity
- Support internal alignment among executives, operations, technical, and financial stakeholders
- Shape engagement roadmaps and move clients from strategy to execution
- Collaborate with subject matter experts and delivery leaders on solutions and outcomes
- Convert early conversations into a qualified pipeline and revenue-generating work
- Build and maintain trusted advisor relationships with senior decision-makers across utilities, IPPs, grid operators, and regulators
- Lead client meetings, workshops, and executive discussions; participate in industry events to strengthen brand
- Collaborate across functions to align strategies and pursue opportunities; leverage Burns & McDonnell platform for cross-selling
- Lead full sales lifecycle from lead generation to contract execution; maintain accurate CRM pipeline and reporting
Key requirements- Bachelor's degree in engineering or related field with 13 years of relevant experience in marketing, business development, or sales (A/E/C experience preferred)
- Excellent oral and written communications; ability to present complex information to all levels
- Advanced knowledge of Microsoft Word, Excel, and PowerPoint
- Experience developing and delivering training on proposals, strategies, and pursuit processes
- Deep experience in power markets, with understanding of market structures and regulatory environments
- Proven ability to shape opportunities before formal RFPs and influence early client decisions
- Proven track record of building executive relationships and acting as a trusted advisor
- Experience delivering multi-disciplinary engagements involving strategy, advisory, technology, and/or implementation
- Strong understanding of grid operations, market participation, transmission, or generation concepts in organized markets (e.g., MISO, SPP, PJM, ERCOT)
- Ability to translate technical/regulatory challenges into business-driven value propositions
- Experience in a matrixed organization; cross-functional collaboration across business lines and leadership
- Track record of managing and growing a sales pipeline with qualification and progression
- excellent communication
- executive relationship building
- stakeholder alignment
- CRM systems
- Microsoft Word
- Microsoft Excel
