Director of Business Development

Adolfson & Peterson•Tempe, AZ

21d

About The Position

Adolfson & Peterson Construction (AP) is seeking an experienced Director of Business Development to develop and execute a regional strategy for identifying new business, markets, and clients while supporting profitable growth and alignment with the company’s strategic goals and mission. The role develops strategic targets and client relationships, creates and converts business opportunities, and leads sales processes from strategy and pursuit through proposals and negotiation. It also partners with marketing and internal teams on market research, positioning, bids, proposals, and client-specific opportunity assessments. As a leader, the Director promotes AP’s Incident and Injury Free (IIF) culture, supports safe work practices, communicates its principles, and helps maintain and improve related processes. The position manages resources within budget and ethical governance guidelines and represents AP’s mission, values, reputation, and standards internally and in the marketplace. Travel is required. The estimated pay range is $137,000 to $231,000.

Requirements

Bachelor’s degree in business, marketing, economics, or a related discipline.
At least 6 years of experience, including at least 3 years of demonstrated success selling and developing new business involving revenues ranging from $5 million to over $100 million.
Progressively responsible leadership experience with proven results.
Proficiency in consultative selling strategies and techniques.
Proficiency using CRM databases.
Demonstrated experience leading complex sales processes involving multiple team members and decision-makers, primarily at the C-suite level.
Extensive network of centers of influence, including developers, owners and their representatives, architects, engineers, and other professional relationships that can generate business opportunities.
Substantial and broad experience in business development or product development.
Demonstrated integrity and ethical standards.
Ability and willingness to travel.
Experience driving growth and change in a complex business, including creating leads and converting them into sales.
Ability to identify and capitalize on opportunities quickly and balance strategic and tactical priorities.
Experience driving accountability for financial and operational effectiveness, aligning efforts across units, monitoring results, and addressing problems directly.
Experience cultivating relationships, promoting collaboration and alignment, relating to key colleagues, and connecting with employees at all levels.
Ability to analyze complex issues and provide insightful, constructive feedback.

Nice To Haves

Experience and familiarity with the A/E/C industry.
MBA.
Significant management experience and experience developing and deploying strategy with a construction firm.
Experience developing new markets or businesses.

Responsibilities

Promote and personally model safe work within AP’s Incident and Injury Free (IIF) culture; reinforce its principles and support continuous improvement of related processes and procedures.
Develop new business through strategic target pursuits and relationship building.
Build a network for gathering qualified leads and creating opportunities to contact and meet potential clients.
Create and execute sales and business development strategies that convert opportunities into new business.
Pursue opportunities with strategic targets in key industries and cultivate relationships with existing clients.
Deliver calls and presentations that communicate AP’s capabilities and value proposition.
Represent AP’s mission, vision, values, reputation, code of ethics, standards, policies, and procedures internally and throughout the marketplace.
Plan and oversee sales processes, including strategy development, opportunity pursuit, proposal communications, and project negotiation.
Ensure pursuit teams understand and execute strategic objectives.
Partner with marketing to develop strategies involving market segmentation, value propositions, technology positioning, pricing, branding, channels, and communications.
Manage resources within budgetary guidelines and company policy, consistent with ethical corporate governance guidelines.
Conduct market research, competitive analyses, and customer-needs assessments to define, test, refine, and implement strategic plans for AP’s core business segments.
Lead internal staff in evaluating new markets and partnership opportunities, developing opportunity-specific strategies, selecting pursuit teams, and managing the sales process.
Provide marketing expertise and support for bid packages, proposals, and other marketing priorities.
Lead research and provide key information for RFPs and presentations; ensure the sales team has a comprehensive understanding of customer needs.
Provide client-specific opportunity assessments, market evaluations and research, financial evaluations, and other marketing support throughout proposal preparation and delivery.
Perform other duties as assigned.