Director, Business Development
About The Position
The Director of Business Development leads NexGen’s business development strategy, customer relationships, and opportunity pipeline across its construction businesses. The role identifies and qualifies opportunities that align with NexGen’s capabilities, target markets, financial objectives, and execution capacity. The Director partners with operations, preconstruction, controls, finance, and talent to evaluate pursuits, develop proposals, and support the transition from customer opportunity to project execution. Success is measured by profitable, executable work secured, pipeline reliability, and durable customer relationships. NexGen Contracting, the self-perform arm of Gray, is based in Franklin, Tennessee, and specializes in turnkey project scopes including concrete, steel, millwright, and finishes. It is integrated with Gray Construction and serves as a preferred subcontractor. Its services include supervision, administration, craft labor, materials, tools, documentation, consumables, and safety devices. Gray is a global service provider in engineering, design, construction, smart manufacturing, and equipment manufacturing, serving markets including Food & Beverage, Manufacturing, Automotive, Distribution, Mission Critical, and Commercial.
Requirements
- Bachelor’s degree in business, marketing, construction management, engineering, or a related field and at least five years of progressively responsible experience in construction business development or related commercial leadership; or at least 10 years of relevant experience in lieu of a degree.
- Demonstrated success developing customer relationships, managing pursuits, and securing profitable construction work.
- Working knowledge of construction delivery methods, estimating, project execution, and commercial risk.
- Ability to interpret opportunity forecasts, project financial information, and market data.
- Strong communication, negotiation, presentation, and cross-functional leadership skills.
- Experience maintaining a disciplined CRM and opportunity reporting process.
- Ability to travel for customer meetings, industry events, pursuit activities, and project visits.
- Energetic, self-motivated approach and ability to work collaboratively in a team environment.
- Passion for collaboration and professional development.
Responsibilities
- Develop and execute a business development plan aligned with enterprise priorities and business unit growth objectives.
- Identify target customers, markets, sectors, and geographic opportunities.
- Establish and maintain relationships with owners, general contractors, developers, and strategic partners.
- Lead account planning and identify opportunities for repeat business and expanded services.
- Evaluate opportunities for strategic fit, customer alignment, delivery requirements, commercial risk, and execution capacity.
- Coordinate pursuit recommendations and bid/no-bid decisions through established approval processes.
- Maintain an accurate opportunity pipeline with documented scope, estimated value, stage, award likelihood, anticipated timing, and next actions; report changes, risks, and forecast assumptions.
- Coordinate customer engagement, proposals, presentations, and interviews with Preconstruction and business unit leaders.
- Ensure proposed solutions accurately represent NexGen’s capabilities and delivery approach.
- Partner with Finance, Controls, and Operations to evaluate pricing strategy, margin expectations, payment considerations, and commercial terms.
- Route commitments through approved decision authorities.
- Share anticipated opportunities and timing with Preconstruction, Controls, Operations, and Talent so workforce and capability constraints are identified early.
- Ensure awarded work transitions to Preconstruction and Operations with documented customer expectations, scope assumptions, exclusions, commitments, and material risks.
- Monitor customer investment plans, competitors, and industry trends; recommend adjustments to market positioning and pursuit priorities.
- Establish consistent business development practices, clarify responsibilities for pursuit contributors, coach assigned team members, and build processes that can be used across business units.
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What This Job Offers
Job Type
Full-time
Career Level
Director
