Business Development Associate - Architecture & Engineering Practice (Finance)

WHO WE ARE

Michael Baker International is a leading provider of Architecture, Engineering, and Consulting services , including design, planning, environmental, construction and program management. The company provides its comprehensive range of services and solutions to support U.S. federal, state, and municipal governments, foreign allied governments, and a wide range of private sector commercial clients. Michael Baker's more than 4,900 employees across nearly 90 office locations are committed to a culture of innovation, collaboration, and technological advancement to help solve challenges for clients and communities throughout the country. To learn more, visit https://mbakerintl.com/ .

INTEGRATED DESIGN and ADVISORY

The Integrated Design and Advisory business vertical is one of the business verticals at Michael Baker International with more than 850 professionals located across the country. Established as a national professional and consulting services delivery platform, we unite architecture and engineering design expertise with strategic advisory services to deliver holistic and innovative solutions that address the business and project objectives of our clients. We serve clients across various sectors, including industrial, defense contractors, data centers, aerospace, life sciences, healthcare, higher education, aviation, rail and transit, and the federal government.

Integrated Design leverages the early involvement of all project stakeholders and key disciplines such as mechanical, electrical, plumbing, structural and fire protection (MEP+S+FP) engineering, as well as architecture and planning. Our Advisory capabilities include providing solutions across the project life cycle along with resilience services. This offering showcases the firm's expertise in areas such as strategic consulting, planning, cybersecurity, building controls, cost management, commissioning, program management, construction support, building information modeling, digital twins, emergency response, disaster recovery, operational continuity, energy resiliency and more.

Over the past 85 years, Michael Baker has built a legacy of expertise, experience, innovation and integrity as we partner with our clients to solve complex built environment and critical infrastructure challenges. We have achieved success as a company by employing a solutions-oriented mindset and continually evolving our capabilities to best serve our clients. The Integrated Design and Advisory business vertical supports our long-term growth strategy, enhanced capabilities and unique areas of expertise that focus on high performance buildings, intelligent systems and critical infrastructure. We are focused on a holistic approach, informed decision-making and innovative solutions for our clients. This supports our goal to aggressively pursue, win and execute large, complex projects for government and private sector clients, as well as expand into new markets.

DESCRIPTION

Responsible for facilitating the Business Development Process in Integrated Design and Advisory business vertical, including the development/oversight of effective and innovative marketing and presentation materials from initial client engagement through the interview process, sales tracking management, capture planning, client and industry engagement, and miscellaneous marketing and business development tasks to achieve the local office and region's goals for new work added and strategic growth.

ESSENTIAL DUTIES

Marketing Collateral, Proposal Responses, and Presentations

• Responsible for leading the development of quality marketing collateral, proposal responses, and presentation materials to support all phases of the sales process - from initial client engagement through the interview phase and win.
• Coordinates with Business Development leads in multiple market sectors and Regional geographic market leads to prioritize and manage the development of marketing materials and proposal responses,
• Serves as a point of coordination with Michael Baker's Proposal Development team (PD) and Marketing Communications team to identify, coordinate, and deliver marketing materials and proposal responses in a timely manner.
• Leads and streamlines the Knowledge Management of IDA project experience and team qualifications to properly capture and organize content and materials.
• Primary responsibility in facilitating the development of written content used in proposals and interviews in coordination with Business Development leads and Practice Principals (Architects, Engineers, and Consultants)

Sales Tracking Management

• Ensures single sales opportunity (550) leads are timely and accurately entered into the sales tracking program, Oracle's Marketing & Sales Information System (MSIS)
• Follows MSIS (CRM currently being utilized) rules and procedures for entering and managing sales opportunities
• Understands the need and purpose of data requirements for each sales opportunity
• Maintains the accuracy of all sales records within their area of responsibility
• Generate reports from Oracle Analytics, as required
• Coordinates with IDA leadership team and finance team to maintain sales data integrity, including but not limited to coordinating with:
  • Sales Leads and other BD resources for updating all data fields
  • Project Accountants for 550 budgets, B&P numbers and Stage 5 master agreements
• Works with Business Development leads and Regional leads to prepare for internal strategy sessions and annual business planning.

Capture Management for Priority and Strategic Pursuits

• Develops living Capture Plans in conjunction with Business Development and Regional Leads - includes maintaining/updating all sections of the capture plan with latest intel, strategy development, action items, value propositions/win themes, teaming, client analysis, etc.
• Develop content for strategy and marketing presentations utilizing MBI-approved capture plan tools/templates
• Knowledge management of content and organization of the materials
• Sets capture schedule - includes scheduling Capture Meetings with capture team at agreed-upon intervals/frequency
• Co-facilitates capture meetings with Capture Manager and Business Development Lead
• Proactively coordinates with internal capture team members
• Thoroughly record and organize detailed information in the capture plan
• Organize information with great attention to accuracy, detail, and thoroughness
• Coordinates with Proposal Development team to assign proposal management resources and transfer capture strategy; provides weekly updates to Proposal Development team and Marketing Communications team on IDA priorities
• Works with proposal manager to ensure capture strategy is implemented into the proposal and interview presentation
• Coordinate with proposal manager on drafting strategic narratives for the proposal
• Ensure OE/RPLs/NPLs are aware of capture efforts and is given adequate opportunity to engage with the capture team

Client and Industry Engagement

• Supports/attends industry meetings, events and conferences
• Assists with development of marketing collateral and customer presentations
• Tracks upcoming customer pitches and works with BD and PD to coordinate resources
• Supports development of new business relationships including content development
• Knowledge management for relevant content
• Holds pre-engagement meetings/calls with Sales Leads/PMs/RPLs to discuss objectives of the engagement
• For engagements with clients that require gathering multiple pieces of intel, completes Client Engagement Sheet before meeting/call with client
• Records, organizes and disseminates information from engagement activities to appropriate personnel­ includes detailed intel gathered for capture efforts

Miscellaneous

• Market and needs analysis (clients/opportunities, CIP analysis, industry trends)
• Ability to gather, create an image and graphics library that enables our collateral and proposals to be compelling and represent the IDA brand.

Supervisory Responsibilities

• Normally does not require direct supervisory responsibilities.
• If required, carries out supervisory responsibilities in accordance with the organization's policies and applicable laws.

Qualifications

• Must have strong and effective communication skills and knowledge of and relationships with external clients and teaming partners.
• Must be a proven self-starter, capable of formulating strategies, goals and objectives resulting in financial benefits to the organization.
• A significant degree of skills, knowledge, expertise, creativity, collaboration and latitude is required.
• Strong graphics and technical skills in Microsoft Office and other relevant software programs.

Licenses Registrations

• None required

REQUIRED QUALIFICATIONS

• Minimum of 10 years of relevant experience marketing and proposal development experience in related services in the AEC industry.
• Bachelor's degree in Marketing, Communications, or Business Administration, or equivalent work experience.
• Past relevant experience in AEC industry and market sectors is a must.
• Technical excellence with the development of major proposals and pursuits.
• Strong verbal, written and communication skills especially in developing multi-media presentations development and other marketing and communications materials.
• Demonstrated business development / proposal development experience with multiple A/E end user clients, A/E firms and GCs.
• Experience working with private sector, federal, state/local and other general clients in the AEC industry.
• Past demonstrated experience with quality management and implementation/enforcement of QA/QC standards.
• Ability/willingness to travel.
• Work closely with sales leads to track and support opportunities and BD funnel.

COMPENSATION

The approximate compensation range for this position $100,000 - $155,000 per year. This compensation range is a good faith estimate for the position at the time of posting. Actual compensation is dependent upon factors such as education, qualifications, experience, skillset, and physical work location.

BENEFITS

We offer a comprehensive benefits package including:

• Medical, dental, vision insurance
• 401k Retirement Plan
• Health Savings Account (HSA)
• Flexible Spending Account (FSA)
• Life, AD&D, short-term, and long-term disability
• Professional and personal development
• Generous paid time off
• Commuter and wellness benefits

About us

Michael Baker International, a leading provider of engineering and consulting services, including design, planning, architectural, environmental, construction and program management, has been solving some of the world's most complex infrastructure challenges for more than 85 years with a legacy of expertise, experience, innovation and integrity.

Based in Pittsburgh and with nearly 100 offices nationwide, we partner with clients on everything from roads, bridges, tunnels, mass transit, and airports, to water treatment plants, arctic oil pipelines, environmental restoration and specialized overseas construction. We serve as a trusted adviser to the communities we serve, making them safer, more accessible, more sustainable and more prosperous.

We provide visionary leadership in facilitating transformational change for our clients. Our work delivers differentiating innovations and dedicated experts who challenge the status quo and share a world of diverse experience and an impassioned entrepreneurial spirit. We deliver quality of life.

We Make a Difference.

Michael Baker International is proud to be an Equal Opportunity Employer. Michael Baker International provides equal employment opportunity for all persons, in all facets of employment. Michael Baker International maintains a drug-free workplace and performs pre-employment substance abuse testing and background checks. We encourage all qualified applicants to apply for any open position for which they feel they are qualified and all will receive consideration for employment without regard to race, color, religion, age, gender, sexual orientation, gender identity, national origin, citizenship status, marital status, genetic information, disability, protected veteran status or any other legally protected status.

EEO is the Law. Applicants to and employees of Michael Baker International are protected under Federal law from discrimination.

*It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

*There is no current application deadline. Michael Baker will continue to accept applications on an ongoing basis until the position is filled or no longer needed.

Michael Baker International is seeking a qualified Business Development Associate, responsible for facilitating the Business Development Process in Integrated Design and Advisory business vertical, including the development/oversight of effective and innovative marketing and presentation materials from initial client engagement through the interview process, sales tracking management, capture planning, client and industry engagement, and miscellaneous marketing and business development tasks to achieve the local office and region's goals for new work added and strategic growth.