Director of Business Development

Lockwood Andrews & Newnam Inc•Houston, TX

89d•Onsite

About The Position

Lockwood, Andrews & Newnam, Inc. (LAN) is seeking a Director of Business Development to lead firm-wide pursuit excellence and revenue growth. This senior leadership role is responsible for developing and executing the firm’s business development strategy, with primary ownership of LAN’s Top 20 strategic opportunities each year. The Director of Business Development aligns business development, marketing, and government relations efforts to improve win rates, strengthen pipeline health, and support long-term growth.

Requirements

Strong leadership skills with the ability to influence across multiple business groups and locations
Demonstrated ability to lead multidisciplinary teams and manage complex pursuits
Proven analytical and data-driven approach to business development performance
Excellent communication, presentation, and relationship-building skills
Ability to work collaboratively with executive leadership, business group directors, and project teams
Bachelor’s degree (engineering preferred)
Minimum of 15 years of experience in A/E/C business development and pursuit leadership
Proven P&L management experience
Experience leading firm-wide or multi-market business development initiatives

Nice To Haves

Professional Engineer (PE) license
Experience leading major pursuit capture efforts and strategic opportunity management
Knowledge of public-sector procurement processes and client decision-making
Background in government relations or public-sector business development
MBA or advanced degree in business, marketing, or a related field

Responsibilities

Lead identification, capture strategy, and execution for LAN’s Top 20 strategic pursuits annually
Drive win rate performance targets of greater than 60% on Top 20 pursuits and greater than 50% firm-wide
Oversee Pursuit Readiness Analysis (PRA), capture planning for opportunities exceeding $2M in net fee, and Go/No-Go decisions
Build and maintain a qualified pipeline at four times annual Net Fee Earned (NFE) goals
Develop and implement firm-wide business development strategy aligned with LAN’s strategic plan
Align business development, marketing, and government relations into a coordinated growth approach
Implement LAN’s sales process and ensure consistent CRM utilization (Vantagepoint)
Hold Business Group Directors accountable for NBC goals and pursuit performance
Lead pursuit debriefs and apply lessons learned to improve future outcomes
Provide executive-level reporting on pipeline health, win rates, and growth performance