Director of Business Development

Adolfson & Peterson Construction•Tempe, AZ

1d•$137,000 - $231,000

About The Position

Adolfson & Peterson Construction (AP) is seeking an experienced Director of Business Development to develop and execute a comprehensive strategy for identifying new business, markets, and clients in the region. The role is responsible for profitable growth aligned with the company’s strategic goals and mission. The Director develops new business through strategic pursuits and relationship building, leads sales processes from strategy and opportunity pursuit through proposals and negotiations, and partners with marketing and internal teams to identify opportunities and win work. The position also leads research, market analysis, pursuit planning, and client-specific opportunity assessments. As a leader, the Director supports AP’s Incident and Injury Free (IIF) culture and reinforces safe work practices. Travel is required.

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 with revenues ranging from $5 million to over $100 million.
A record of progressively responsible leadership experience and proven results.
Proficiency with 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.
An extensive network of Centers of Influence, including developers, owners and their representatives, architects, engineers, and other professional contacts 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, driving collaboration and alignment, connecting with colleagues and employees at all levels, and relating effectively to key colleagues.
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

Take personal responsibility for working safely within an Incident and Injury Free (IIF) culture and champion safety efforts throughout the organization.
Maintain a relationship with safety and take responsibility for personal safety, the safety of others, and IIF performance across the workforce.
Communicate and reinforce the tenets of an IIF workplace and support continuous improvement of related processes and procedures.
Develop new business through strategic target pursuits and relationship building.
Build a network for active, quality lead generation and develop positive relationships with potential clients.
Create and execute sales and business development strategies to 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, ethics, standards, policies, and procedures internally and in the marketplace.
Plan and oversee sales processes, including strategy development, opportunity pursuit, proposal communications, and project negotiations.
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 budget and in accordance with company policy and ethical corporate governance guidelines.
Conduct market research, competitive analysis, and customer needs assessments to define, test, refine, and implement strategic plans for AP’s core business segments.
Lead staff in evaluating new markets and partnership opportunities, developing opportunity-specific strategies, selecting pursuit teams, and managing sales processes.
Provide marketing expertise and support for bid packages, proposals, and other marketing priorities.
Lead research and provide information for RFPs and presentations, ensuring the project sales team understands customer needs.
Provide client-specific opportunity assessments, market evaluations and research, financial evaluations, and other marketing support during proposal preparation and delivery.
Perform other duties as assigned.