Vice President, Business Development - Planning & Government Solutions

BKF•Riverside, CA

8d•$170,000 - $250,000•Hybrid

About The Position

BKF is a multi-service infrastructure consulting firm providing civil engineering, construction management, environmental, planning, and surveying services across California, the Pacific Northwest, and beyond. With offices throughout California and the Portland area, BKF has served transportation, water resources, land development, government, and federal clients for over 110 years. At BKF, you’ll find a unique opportunity to grow your career with intention. Our culture values professional autonomy, innovation, and meaningful collaboration across offices. We are proud to be recognized with the Great Place to Work certification for the second year in a row. The Vice President of Business Development for the Planning and Government Solutions Division will lead the overall business development strategy for BKF across the Western Region. This role will partner closely with Division leadership, seller-doers, and Key Client Leaders to expand market share, strengthen client relationships, and position BKF for sustainable growth across government, transportation, water, power/utilities, and land development markets. As a key member of the corporate business development leadership team, the VP will provide direction for profitable Division growth, lead and build the business development team, and align regional BD efforts with BKF's broader company goals. This leader will work with senior leadership, the Key Client Team, Marketing Leadership, and other BD leaders to develop strategic partnerships, advance priority client relationships, and proactively identify project and program opportunities throughout the Western Region. This position reports directly to the Chief Business Development Officer and indirectly to the EVP, Planning and Government Solutions. The role will initially support growth across California, Oregon, and Washington, build and develop the Division's business development team, and serve as an external-facing leader with regular travel throughout the Western Region.

Requirements

Minimum of 15 years of experience in business development, marketing leadership, and strategic planning within the A/E/C or infrastructure services sectors, with experience in Western U.S. markets preferred.
Ability to travel regularly throughout California, Oregon, and Washington to support client engagement, market development, and Division growth initiatives.
Proven success leading business development programs and teams, managing client relationships, strategic selling, and driving revenue growth.
Bachelor's or Master's degree in Business Administration, Marketing, Communications, Civil Engineering, or a related field.
Deep understanding of the overall lifecycle of a project, including planning, design, construction, and land development.
Proven leadership in client relationship management, strategic planning, strategic teaming, proposal strategy, and negotiation.
Ability to leverage key contacts with private organizations and state and municipal agencies across the Western Region and build a robust sales pipeline for BKF.
Strong interpersonal, organizational, and communication skills.
Experience with CRM systems and data-driven business development practices.
Demonstrated ability to create impactful, differentiated value propositions.
Skilled in coaching seller-doers and others in client relationship development and management.
Established relationships with strategic clients and a broad network of contacts across the Western Region, with the ability to expand BKF's Planning & Government Solutions presence into new markets over time.

Responsibilities

Lead a comprehensive business development program and establish strategies to achieve annual financial goals, including bookings, book-to-burn, and weighted pipeline, for the Division.
Lead the overall business development strategy and program for the Planning and Government Solutions Division, with an initial focus on California, Oregon, and Washington and a long-term goal of expanding growth across the broader Western Region.
Develop and execute business development strategies for Planning and Government services sectors to enhance market share and profitability.
Partner with Division and executive leadership to establish and execute growth strategies across markets, geographies, and client segments.
Identify synergies for cross-selling existing and new service lines.
Build and implement effective sales and marketing initiatives to drive market growth.
Identify and pursue new business opportunities in water and transportation, fostering strong client relationships and partnerships.
Drive the Pursuit to Win process from opportunity creation and identification through contract negotiation.
Manage complex win strategies and proposal efforts involving conventional and traditional contract and procurement methods, as well as collaborative and alternative project delivery methods.
Uncover and lead strategic pursuits to wins.
Partner with the CBDO to help develop and execute corporate and Division growth strategy for Planning and Government Solutions.
Collaborate with other Division market leaders to maximize cross-selling opportunities.
Build, lead, and mentor the Division's business development team, including Regional BD Directors and Managers, to execute growth strategies and client engagement initiatives across the region.
Provide strategic direction to the Planning and Government Services Marketing Leader for key pursuits and go/no-go decisions.
Optimize the sales funnel and client engagement processes for sustainable growth.
Facilitate and improve the client experience, satisfaction, and loyalty through all touchpoints.
Represent the company at industry events, conferences, and client meetings to promote brand visibility and thought leadership, including attendance at after-hours client events.
Ensure business development plans and budgets are planned, executed, and captured in the CRM.
Ensure public agency and target client budgets are acquired and analyzed annually and used for business development planning.
Ensure all client relationship activities are captured in the CRM.
Actively communicate and collaborate with the internal Marketing & Business Development Team.
Maintain an updated and accurate pipeline for the Planning & Government Solutions Division.