Managing Director/Industry Leader

At EBI we're committed to providing deep technical, industry and commercial real estate expertise to help our clients navigate complexity and realize maximum value for their assets. For 35 years we've been helping investors, lenders, owners, developers, contractors, and property managers mitigate risk and optimize their built facilities for maximum economic, safety, and environmental value. We're unique in our ability to deliver high quality, responsive services across the entire asset lifecycle, from rapid assessments, to advisory, to implementation and verification services, nationwide. Unlike other environmental consulting firms, we provide the full suite of commercial real estate and asset management services through to improvement and verification. Our experts leverage our proprietary assessment methodologies, benchmarking, regulation, and analytics tools across six core domains.

EBI is your environmental, sustainability, engineering and health and safety partner, nationwide.

Assess. Advise. Improve. Verify.

Position Summary

EBI Consulting is seeking a full-time Managing Director/Industry Leader to serve in a nation-wide business development position and bolster EBI's growth in the commercial and retail industries, with a primary focus on healthcare, industrial manufacturing, pharmaceutical manufacturing, biotech, secondary education (colleges and universities), property management, and construction & development. The successful candidate will actively cross-sell and introduce our varied service lines to customers in the commercial and retail industries. The ideal candidate will have experience selling and marketing professional services, with strong existing relationships in this sector.

This position reports to the Senior Vice President of Sales. As this position will serve clients throughout the United States, the ideal candidate will be comfortable with nationwide travel, with the expectation being approximately 30%-50%. Frequent collaboration with the Leadership Team will be a part of this position, so travel to our corporate headquarters in Burlington, MA will be expected on a quarterly basis as well.

Essential Duties and Responsibilities

• Anticipate opportunities and trends within the Commercial Industry, e.g., business line, market segment(s), market sector and in adjacent market sectors
• Develop annual market penetration plans based on market trends to increase market share in the above Industry and market segments
• Work closely with Service Line Leaders on go-to-market plans to ensure alignment across Sales & Operations
• Work with Financial Planning and Analysis (FP&A), Sales and Operations to develop Industry annual sales targets, budgets and reforecasts
• Work with Sales to ensure the sales process is sufficiently implemented and executed in support of goals/objectives




• Strategy planning, territory planning, account planning, account strategy, campaigning etc.




• Work closely with marketing to execute the go-to-market plan through marketing campaigns, brand awareness, market research, etc.
• Build strong relationships and interact regularly with clients, teaming partners, industry groups and stakeholders, which may include attending conferences, professional events or on-site meetings with clients as needed
• Develop and approve major pursuits and provide oversight of capture plans that align with the business development strategy and technical capabilities
• Draw in technical expertise from across the organization to support pursuits
• Negotiate favorable contract terms and conditions, manage and report upon cost of sales and other related financial and business goals
• Manage and develop sales staff in accordance with EBI core values and performance objects, including managing talent and proactively supporting the performance management process
• Reinforce collaboration and team building, ensure client focus, demonstrate commitment to excellence and innovation, and motivate others to ensure positive morale and engagement
• Collaborate with and support Service Line Leaders to align skills with market trends
• Manage the team's opportunity pipeline, achieve sales and bookings targets, and track and report win/loss

Qualifications and Capabilities

• A Bachelor's Degree is required with focus in Business, Marketing, Engineering, Environmental Science, or similar fields

• Minimum of 8+ years of professional experience with proven success in a business development position related to professional services with strong existing relationships in healthcare, life sciences or manufacturing. Experience working with colleges and universities is a plus

• Team player with a mature, positive, collaborative attitude and passion to meet the challenges and opportunities of a growing organization

• Experience using a CRM (experience using NetSuite is a plus)

Application Disclaimer

At EBI, we cultivate a welcoming and collaborative culture. We are proud to be an Equal Employment Opportunity employer and encourage diverse candidates to apply. We do not discriminate against qualified individuals based on their status as a protected veteran or individuals with disabilities, nor do we discriminate based on sex, race, color, religion, national origin, age, marital status, gender identity, gender expression, or sexual orientation. All vendors are expected to maintain a working environment free from discrimination or harassment.

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