Regional Business Development Director

Christman•Lansing, MI

About The Position

Are you interested in becoming an employee-owner with a leading national general contractor that will provide you with opportunities to Build More in your professional career? The Christman Company is looking for a Regional Business Development Director to join our team in our Lansing, MI office to generate new and continued relationships in the central Michigan area. As a member of the regional leadership team, this role leads regional business development strategy, partnerships, and relationship building to win new construction projects. As part of Christman’s Copper Connect Team, the position cultivates owner, architect, and key partner relationships while collaborating with the Regional General Manager, operations, and marketing teams to identify target markets and pursue new work through RFQs, RFPs, and interviews. The role requires deep AEC business development expertise, including risk and profitability assessment, and supports a “seller-doer” culture by engaging operations leaders in relationship development. This position may also serve as a business development lead for select business lines or markets and is responsible for sharing insights on industry trends, client needs, and competitive activity. Develops a pipeline of desirable project opportunities to secure region’s annual project award goals.

Requirements

Bachelor’s degree in business administration, liberal arts, or related job field.
Ten (10) years of business development specific experience.
Fifteen (15) years of overall experience in related job field.
OR Equivalent combination of the above education, training, and experience.
Excellent oral and written communication skills.
Excellent organizational skills and attention to detail and ability to work with minimal supervision.
Strong project management and organizational skills, including attention to detail and ability to work with minimal supervision.
Strong interpersonal skills and effective relationship building capacity with internal team members at different levels in the organization as well as external partners.
Confident, consultative style in expressing opinions in a collaborative work environment.
Working knowledge of MS Office Suite applications.

Nice To Haves

Experience and relationships in the local Architect Engineering & Construction markets.

Responsibilities

Identifies target industry markets, clients, and projects.
Understands and effectively communicates Christman’s value proposition.
Nurtures relationships and supports the needs of current clients.
Initiates conversations with prospective clients regarding plans, objectives, and next steps.
Maintains regular communication with architect/engineering firms and other partners.
Serves as Christman’s ambassador in the community; engages and contributes as a thought leader and active participant within boards, committees, events, and the like.
With operations team members, supports, drives, and enables a strong culture of “seller-doer” client and partner relationship development activities.
Leads the development of “win” themes/strategies/differentiators, helps to identify staff to name on projects, reviews and writes proposal components, and helps to lead interviews and interview preparation.
Manages and supports the development of timely and accurate client and pursuit data.
Conducts risk management and potential profitability of opportunities and is involved in developing competitive fee proposals.
Develops strategic public-private partnerships that bring additional resources to assist with project success and identifies resources to remove barriers to potential projects.
Conducts market assessments to evaluate project feasibility and market strategies.
Gathers and synthesizes information to stay current with regional and industry trends, client needs and competitor offerings, and presents findings to relevant internal partners.
Contributes feedback into refining the brand with changes occurring in the industry.
Leads improvement initiatives both within the Copper Connect team and beyond.
Manages project-related Customer Relationship Management (CRM) database.
Leads k-12 and municipal bond campaign support services for referendums, as applicable.
Leads, supports, drives and/or enables other Christman business lines and/or markets outside of the immediate/dedicated geographic region.
Supports the Project Planning Group with projects that involve a high level of interaction and resources from public and other entities.