Vice President, Business Development - Planning & Government Solutions

BKF Engineers•Riverside, CA

7d•Hybrid

About The Position

The Vice President of Business Development for BKF’s Planning and Government Solutions Division leads the Division’s business development strategy across the Western Region. The role partners with Division leadership, seller-doers, Key Client Leaders, marketing, and corporate business development leaders to grow market share, strengthen client relationships, support profitable growth, and align regional business development with BKF’s company goals. Initial growth efforts focus on California, Oregon, and Washington, with a longer-term goal of expanding across the broader Western Region. The position builds and develops the Division’s business development team and serves as an external-facing leader, with regular travel throughout the region. It reports directly to the Chief Business Development Officer and indirectly to the EVP, Planning and Government Solutions. BKF is a multi-service infrastructure consulting firm providing civil engineering, construction management, environmental, planning, and surveying services. It serves transportation, water resources, land development, government, and federal clients across California, the Pacific Northwest, and beyond. The company describes its culture as valuing professional autonomy, innovation, and collaboration across offices, and notes that it has been Great Place to Work certified for the second year in a row.

Requirements

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

Nice To Haves

Experience in Western U.S. markets.

Responsibilities

Lead a comprehensive business development program and establish strategies to achieve annual Division financial goals, including bookings, book-to-burn, and weighted pipeline.
Lead the Planning and Government Solutions Division’s business development strategy and program, initially focusing on California, Oregon, and Washington and ultimately expanding growth across the broader Western Region.
Develop and execute business development strategies for Planning and Government services 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 opportunities to cross-sell existing and new service lines.
Build and implement sales and marketing initiatives to drive market growth.
Identify and pursue water and transportation business opportunities while fostering client relationships and partnerships.
Drive the Pursuit to Win process from opportunity identification and creation through contract negotiation.
Manage complex win strategies and proposal efforts involving conventional and traditional procurement methods as well as collaborative and alternative project delivery methods.
Identify and lead strategic pursuits to wins.
Partner with the CBDO to 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.
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.
Improve client experience, satisfaction, and loyalty across client touchpoints.
Represent BKF at industry events, conferences, and client meetings to promote visibility and thought leadership, including after-hours client events.
Ensure business development plans and budgets are planned, executed, and recorded in the CRM.
Ensure public agency and target-client budgets are acquired and analyzed annually and used for business development planning.
Ensure client relationship activities are recorded in the CRM.
Communicate and collaborate with the internal Marketing & Business Development Team.
Maintain an accurate, up-to-date pipeline for the Planning & Government Solutions Division.