Director, Business Development

EMCOR Facilities Services•OH-Cincinnati US-PA-Norristown US-AZ-Tempe, OH

About The Position

The Business Development Director is responsible for leading strategic growth within the Integrated Facilities Management (IFM) market by identifying, shaping, and pursuing complex new business opportunities. This role requires a hands-on business development leader who can translate customer needs, site conditions, operating requirements, and commercial objectives into practical, differentiated IFM solutions. In addition to building executive-level relationships, the Director will actively lead pursuit strategy, scope development, solution design, value proposition development, pricing coordination, proposal strategy, and internal alignment across operations, estimating, finance, legal, safety, and transition teams. The ideal candidate is not only a relationship builder, but also a solution-oriented pursuit leader who can develop credible operating models, challenge assumptions, and help convert opportunities into executable, profitable business.

Requirements

BS/BA degree in business, marketing, engineering, facilities management, construction management, finance, or related field preferred; equivalent combination of education and relevant work experience may be considered
Minimum 7 to 10 years of progressive B2B business development, solution development, facilities management, outsourcing, or complex services sales experience.
Experience pursuing IFM, facilities services, multi-site services, technical operations, workplace services, or related outsourced service solutions strongly preferred.
Demonstrated experience leading complex pursuits, building customer-specific solutions, coordinating pricing inputs, developing proposal strategy, and working across cross-functional teams
Valid driver’s license required.
Strong written and verbal communication skills required, including the ability to develop executive-level messaging, facilitate customer discovery, lead internal strategy sessions, present complex IFM solutions clearly, and translate operational concepts into compelling business language
Proficiency with Microsoft Office, CRM platforms, proposal tools, and data analysis required.
Ability to interpret RFP documents, site lists, scopes of work, staffing models, service-level requirements, pricing assumptions, and commercial terms.
Strategic pursuit leadership: able to qualify opportunities, shape deal strategy, identify customer decision drivers, anticipate competitive positioning, and lead the organization through complex IFM sales cycles
Hands-on solution development: comfortable working directly with operational, financial, and technical inputs to build practical IFM solutions, staffing concepts, scopes of work, transition plans, governance approaches, and value propositions
Operational credibility: understands how facilities services are delivered in the field and can engage confidently with customers, operations leaders, subject matter experts, and pricing teams to validate assumptions and develop executable recommendations
Executive communication and facilitation: able to lead discovery meetings, internal strategy sessions, proposal reviews, customer presentations, and negotiation discussions with clarity, confidence, and commercial discipline
Commercial acumen: understands pricing strategy, margin expectations, risk allocation, scope boundaries, contract terms, fee structures, and the connection between proposed solutions and profitable execution
Cross-functional influence: demonstrates the ability to align internal stakeholders without direct authority, manage deadlines, resolve competing priorities, and keep pursuit teams focused on customer outcomes and deal strategy
Adaptability and continuous improvement: learns quickly from customer feedback, win/loss outcomes, operational input, and market trends; applies those insights to improve future pursuits, messaging, solution quality, and sales effectiveness

Nice To Haves

Relevant industry certifications such as Core Net MCR IFMA FMP, CFM, PMP, LEED, or comparable facilities, project management, or technical credentials preferred but not required
Working knowledge of IFM operating models, technical services, soft services, subcontractor management, transition planning, governance models, and customer value drivers preferred

Responsibilities

Leads strategic IFM business development pursuits from qualification through award, including opportunity strategy, customer discovery, executive engagement, competitive positioning, solution development, proposal direction, and commercial alignment
Develops hands-on IFM solutions in partnership with operations, estimating, finance, safety, transition, and subject matter experts, including service delivery models, self-perform versus subcontract strategies, staffing assumptions, governance structures, implementation approach, and value creation themes
Owns the development of pursuit deliverables, including RFI/RFP responses, scope narratives, pricing inputs, executive summaries, oral presentation strategy, customer-facing messaging, and internal approval materials. Ensures all content is accurate, differentiated, operationally credible, and aligned to customer outcomes
Leads strategy for commercial and contract negotiations for IFM pursuits, including pricing approach, margin expectations, scope boundaries, risk allocation, service-level commitments, fee structures, contractual assumptions, and customer-facing commercial discussions in partnership with finance, legal, operations, and executive leadership
Builds and maintains relationships with senior customer stakeholders, advisors, channel partners, and internal leaders to uncover needs, validate solution assumptions, communicate value, and advance qualified IFM opportunities through the sales process
Promotes a strong safety and compliance culture by incorporating safety expectations, regulatory requirements, transition risks, and operational controls into IFM pursuit strategies and proposed service delivery models.
Performs other duties as assigned