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Description

Description

1898 & Co. is a global business, technology, and security consultancy serving critical infrastructure industries. We partner with clients to plan, secure, and optimize their businesses across the full asset lifecycle.

The Business Development Director within 1898 & Co., part of Burns & McDonnell, is a senior leadership role responsible for driving strategic growth across power market clients. This role leads account development, cultivates executive-level relationships, and generates demand for integrated consulting, digital, and implementation solutions.

This position plays a critical role in expanding our presence with electric utilities, independent power producers, and grid operators by aligning client challenges with 1898 & Co.'s full suite of services. The Business Development Director operates early in the client lifecycle, often before formal opportunities exist, shaping demand, building consensus, and positioning 1898 & Co. as a trusted advisor.

This role works closely with Business Line Leaders, Client Engagement Leaders, Managing Directors, and delivery teams to drive coordinated growth strategies and long-term client partnerships.

What You'll Do

Market Growth & Strategy

+ Develop and execute targeted account growth strategies for power market clients within an assigned region and/or portfolio.

+ Align with Business Line Leaders and Managing Directors on priority markets, clients, and strategic growth initiatives.

+ Identify, shape, and convert new business opportunities across consulting, technology, planning, digital, cybersecurity, and implementation services.

+ Provide market insight, client intelligence, and competitive perspective to inform strategy, offerings, and positioning.

Opportunity Shaping & Demand Creation

+ Identify latent client needs and develop opportunities before formal procurement or RFP processes begin.

+ Lead executive-level discovery conversations to understand business priorities, operational challenges, regulatory drivers, and technology gaps.

+ Diagnose client problems and translate broad challenges into actionable advisory and implementation engagements.

+ Frame the value of change by articulating business impact, risk, and opportunity.

+ Support clients in building internal alignment across executive, operational, technical, and financial stakeholders.

+ Shape engagement strategies, roadmaps, and phased approaches that move clients from strategy to execution.

+ Partner with internal subject matter experts and delivery leaders to develop compelling solutions, value propositions, and measurable outcomes.

+ Convert early-stage conversations into qualified pipeline and revenue-generating work.

Client Engagement & Relationship Management

+ Build and maintain trusted advisor relationships with senior decision-makers across utilities, independent power producers, grid operators, and regulatory organizations.

+ Partner with Client Engagement Leaders to expand and deepen relationships within strategic accounts.

+ Lead high-impact client meetings, workshops, and executive discussions.

+ Coordinate with Managing Directors on key client interactions and priority pursuits.

+ Represent 1898 & Co. at industry conferences, events, and forums to strengthen brand presence and expand networks.

Cross Functional Collaboration

+ Collaborate with Business Line Leaders, Client Engagement Leaders, and Managing Directors to align client strategies and pursuit priorities.

+ Partner with consulting, engineering, and delivery teams to align client needs with high-quality, integrated solutions.

+ Coordinate with marketing, account teams, and leadership throughout the business development lifecycle.

+ Leverage the broader Burns & McDonnell platform to deliver cross-functional and cross-selling opportunities.

Sales Process & CRM Utilization

+ Lead the full sales lifecycle from lead generation and contract negotiation through execution.

+ Maintain accurate pipeline tracking, forecasting, and client activity within the Client Relationship Management (CRM) system.

+ Provide regular updates, insights, and pipeline visibility to senior leadership to support decision-making.

+ Drive disciplined opportunity progression and alignment across internal stakeholders.

What Success Looks Like

+ Builds and sustains a strong, multi-million-dollar pipeline within assigned accounts or markets.

+ Successfully converts early-stage advisory discussions into funded engagements.

+ Expands relationships and increases share of wallet within key clients.

+ Establishes trusted advisor status with senior client leadership.

+ Drives measurable revenue growth aligned with 1898 & Co. strategic priorities.

+ Other duties as assigned.

Qualifications

+ Bachelor's degree in engineering, architecture, construction or related degree from an accredited program and 13 years related professional experience in marketing, business development or sales promotion environment (experience in the A/E/C industry preferred) required.

+ 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.

+ Must have advanced knowledge in the use of basic computer software (i.e., Microsoft Word, Excel, PowerPoint).

+ Previous experience developing and delivering training presentations related to proposal communications, proposal strategies, business development and/or pursuit strategies.

+ Deep experience within power markets, electric utilities, independent power producers, or grid operators, with strong understanding of market structures, regulatory environments, and industry drivers.

+ Demonstrated success in consultative business development, including shaping opportunities prior to formal RFPs and influencing client decision-making at early stages.

+ Proven ability to build and maintain executive-level client relationships and operate as a trusted advisor.

+ Experience developing and converting complex, multi-disciplinary engagements involving strategy, advisory, technology, and/or implementation services.

+ Strong understanding of grid operations, resource planning, market participation, transmission, or generation concepts within organized markets (e.g., MISO, SPP, PJM, ERCOT).

+ Ability to translate technical, operational, and regulatory challenges into business-driven solutions and clear value propositions.

+ Experience working in a matrixed organization, collaborating across business lines, technical teams, and leadership to deliver integrated solutions.

+ Track record of managing and growing a sales pipeline, including opportunity shaping, qualification, and progression through the sales lifecycle.

+ Strong executive communication and presentation skills with th...

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Business Development Director - Power Markets - 1898 & Co.

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Business Development Director - Power Markets - 1898 & Co.