National Director of Business Development Operations
About The Position
ARCO is a national design/build construction company delivering complex commercial and industrial facilities across a wide range of product types, including distribution, cold storage, food and beverage, manufacturing, life sciences, multifamily, sports, and data centers. Projects average $15–25M, with many exceeding $100M and select projects reaching up to $1B. As our growth has outpaced our systems, we are looking for a National Director of Business Development Operations to standardize and scale how business development operates across the organization. Sitting between Business Development Executives and all other BDs, this is a senior, non-selling leadership role responsible for building the operating system behind business development.
Requirements
- 10+ years in Business Development Operations, Commercial Operations, or Revenue Operations
- Demonstrated success building scalable Business Development systems
- Strong CRM expertise (Pipedrive)
- Strong skills in other tools, including ZoomInfo, CoStar, REM, LinkedIn Navigator, AI, etc.
- Leadership presence and strong change-management skills
Nice To Haves
- Experience in design/build construction, EPC, and/or construction sales training preferred
Responsibilities
- Establish a consistent national BD operating model
- Create clear KPIs, dashboards, and performance standards
- Drive CRM (Pipedrive) discipline and data integrity
- Professionalize training, SOPs, and BD onboarding
- Provide executives with reliable pipeline visibility and forecasting
- Translate growth objectives into measurable BD operating standards
- Define, document, and maintain the national BD process
- Establish standardized go/no-go decision frameworks
- Align pursuit strategy with company risk profile and capacity
- Define BD KPIs across activity, pipeline health, win rates, & forecasting accuracy
- Own dashboard development for BDMs, BD leadership, and executives
- Lead structured pipeline and forecast review cadences
- Ensure data-driven decision making, not anecdotal reporting
- Own CRM structure, rules, required fields, and stage definitions
- Ensure consistent pipeline structure across regions
- Drive adoption and hygiene without administrative burden
- Partner with IT or vendors on CRM enhancements
- Build and maintain a comprehensive Business Development Playbook
- Create SOPs for qualification, pursuits, handoff, and forecasting
- Design onboarding and ongoing training programs
- Capture and scale best practices nationally
- Align BD with preconstruction, estimating, operations, and finance
- Improve handoffs from BD to precon and execution
- Ensure early risk identification and leadership engagement
Benefits
- Industry-leading performance-based bonus program
- 100% employer-funded ESOP to all associates
- Traditional and Roth 401k
- 1-month paid sabbatical after every five years of employment, plus $5,000 for travel
- 3 weeks of vacation
- 1-week paid volunteer leave each year and 100% charitable match
- Medical, dental, and vision insurance coverage
- 100% paid 12-week maternity leave
- Scholarship for associates’ children up to $28,000 per child
- Tuition reimbursement for associates
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
