Director of Business Development

Hoar•Richmond, VA

24d

About The Position

The Director of Business Development is responsible for all aspects of planning and executing sales efforts for assigned market sectors and regions. This position leads a pursuit team through all aspects of the sales process while coaching staff along the way. This individual must be able to participate in the division’s strategic planning and positioning, promote personal accountability and be highly energized with a focus on achieving positive business results and outcomes. This person will have the ability to flourish in a fiscally responsible operating environment. In this role you may be required to travel up to 60% of the time.

Requirements

Bachelor's Degree in Building Science, Construction Management, Civil Engineering or related field preferred
7-10 years of related experience and advanced knowledge of the construction industry
General knowledge of construction project processes including budgeting, scheduling and overall project management.
Advanced knowledge of RFP response principles and practices.
Experience with MS Office
Valid Driver's License required

Responsibilities

Provide direction and leadership for all aspects of business development on a day-to-day basis.
Identify, develop and close new business opportunities to meet company revenue and profit goals.
Work with the leadership team to develop business plans, growth plans and revenue targets.
Identify key geographies, market segments and target accounts. Execute division sales plans.
Develop relationships through networking and other business development activities that result in securing additional contracts within assigned market sectors and geographies.
Coach and mentor technical staff in a “doer-seller” environment. Support relationship development by project teams, ensuring effective outreach to current and past clients.
Identify new business opportunities while maintaining current client relationships.
Listen for and seek out new projects in their earliest planning stages. Develop relationships in anticipation of project opportunities.
Provide leadership to successfully win projects. Lead the capture planning process and drive execution of sales plans.
Initiate continuing market research to ensure technical staff is kept abreast of critical market trends. Work with marketing to position the company appropriately through collateral, PR and other tactics.
Assist with and/or drives go/no go decisions for project pursuits.
Lead the preparation of proposal responses, incorporating project staff as appropriate. Lead planning and preparation for interviews and other sales meetings. Support other marketing efforts such as PR and award submittals.
Maintain a working knowledge of all aspects of the organization as it relates to branding and positioning (i.e., history, capabilities, future goals, and client relationships).
Leverage current relationships with potential or current customers as well as collaborative relationships with other firms (architects, engineers, subcontractors, etc.) to generate new business opportunities.