| Location | Raleigh, NC |
Description
The Director provides strategic commercial leadership, market positioning, business capture, and project solution governance for assigned industrial sectors within Burns & McDonnell's Industrial Water National Business Line. Reporting to Water Global Practice Leadership, this role drives strategic growth and technical solution development to capture high-margin, technically complex water opportunities across private sector and industrial markets.
Working within Burns & McDonnell's matrix organization, the Director aligns national sector growth strategies with regional offices and client centers. This leader builds key client relationships, leads pre-RFP capture strategies, collaborates with other Global Practices, and oversees project delivery workflows to ensure client satisfaction, execution quality, and profitable growth.
Market Sector Strategy & Business Capture
Strategic Business Line Growth: Define and execute the overall business strategy to achieve sales, revenue, and gross profit goals for assigned industrial market sectors, contributing to the practice's multi-year industrial revenue growth.
Target Sector Leadership: Drive market positioning, client development, and technical solution delivery across key industrial verticals, including:
Data Centers & Digital Infrastructure: Hyperscale cooling water, purple-pipe reclaim loops, zero-potable cooling systems.
Semiconductor Fabs & Advanced Manufacturing: Ultra-Pure Water (UPW), heavy metal neutralization, high-recovery reclaim skids.
Life Sciences & Bio-Pharma: Water for Injection (WFI), USP Purified Water, API neutralization, MBR biomanufacturing pretreatment.
Mining & Critical Minerals: Tailings water recovery, heavy metal precipitation, high-pressure RO concentrate management.
Airports & Federal Facilities: Deicing runoff management/recovery, PFAS treatment and remediation, cooling water systems, and federal design-build water mandates.
Early Opportunity Vetting: Identify prospective clients and early-stage projects, facilitating formal Go/No-Go decisions in close collaboration with practice leadership and regional office leads.
FEL Commercial Structuring: Align project development with industrial clients' capital stage-gate processes (FEL-1 Conceptual, FEL-2 Pre-FEED, FEL-3 FEED) to secure early advisory scope that converts into single-source Progressive Design-Build (PDB) or EPC execution.
Client Service Planning & Enterprise Account Stewardship
Client Coordinator Role: Serve as primary Client Coordinator for target industrial accounts-taking direct responsibility for client relationship health, service delivery excellence, and long-term client satisfaction.
Vertical Client Relationship Plans: Create and execute structured client service plans, establishing executive-level and operational relationships across target client organizations.
Cross-GP Collaboration: Approve and drive strategies for cross-selling water services across Burns & McDonnell's enterprise platform, partnering directly with account teams in Mission Critical, Power, OGC, Environmental, and Life Sciences & Commercial.
Pre-RFP Pursuit Strategy, Proposals & Contract Negotiations
Capture Plan Development: Lead pursuit strategies and capture plans to pre-sell projects well before RFP release.
Proposal Leadership: Facilitate proposal development based on client feedback, competitive intelligence, and high-impact win themes.
Contract Negotiation: Lead contract negotiations, risk allocation, and commercial terms post-selection to protect project profitability and manage risk.
Monthly Financial Reporting: Present monthly sales, revenue, and pipeline forecasts to practice leadership, managing marketing and client maintenance budgets effectively.
Project Execution Controls & Technical Workflows
Execution Quality & Financial Controls: Implement project execution quality standards and financial controls tailored to industrial water projects.
Advanced Solution Packaging: Position technical capabilities in high-barrier treatment trains (ZLD/MLD, MBR, high-recovery RO, PFAS separation/destruction, and resource recovery).
Digital Integration: Embed digital twin tools, asset management frameworks, and remote operational analytics into project delivery packages to establish long-term client stickiness.
Regional Alignment & Resource Coordination
Regional Office Support: Ensure alignment with regional office leadership to support staff development, project quality control, and cross-office resource deployment.
Global Resource Leverage: Connect client pursuits with engineering centers in Kansas City, Denver, and Virginia Beach, while leveraging global production teams in Mumbai for detailed modeling, CAD drafting, and I&C programming.
Seamless Project Delivery: Maintain active oversight during project execution to ensure seamless delivery, direct technical support, and continuous client satisfaction.
Qualifications
Bachelor Degree in engineering, business, marketing or related degree from an accredited program and 13 years relevant experience, preferably in A/E industry required. 18 years of experience preferred.
Advance experience in client and business development.
Advance experience in managing business development efforts, which includes proposal development, contract negotiations, project planning, budgeting, and client coordination.
Advance facilitation, collaboration, organization, and problem solving skills.
Recognized expertise in industrial water/wastewater treatment, high-purity water, industrial reuse, or complex industrial project delivery across Technology, Industrial, Power, or OGC sectors preferred.
Ability to collaborate seamlessly across matrixed regional offices and corporate practice groups preferred.
Demonstrated success as to budget, savings and/or profit margins in completed projects.
Ability to thoughtfully and positively influence, lead and manage.
Excellent planning and analytical skills.
Must demonstrate excellent oral and written communication skills; strong interpersonal skills; and the ability to clearly and effectively present complex information to all levels of employees, management, and clients.
Professional Engineer (PE) License preferred.
This job posting will remain open a minimum of 72 hours and on an ongoing basis until filled.
EEO/Disabled/Veterans
Job Civil Engineering
Primary Location US-NC-Raleigh
Schedule: Full-time
Travel: Yes, 25 % of the Time
Req ID: 264447
Job Hire Type Experienced #LI-DNI #WTR N/A