Vice President, Business Development - Planning & Government Solutions

BKF•Los Angeles, CA

8d•$170,000 - $250,000•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, and corporate business development leaders to expand market share, strengthen client relationships, and support sustainable, profitable growth across government, transportation, water, power and utilities, and land development markets. The VP provides direction for Division growth, builds and leads the business development team, and aligns regional business development efforts with company goals. The initial focus is growth across California, Oregon, and Washington, with a longer-term objective of expanding across the broader Western Region. The role works with senior leadership, the Key Client Team, Marketing Leadership, and other BD leaders to form strategic partnerships, advance priority client relationships, and identify project and program opportunities. The position reports directly to the Chief Business Development Officer and indirectly to the EVP, Planning and Government Solutions. It is an external-facing leadership role that requires regular travel throughout the Western Region.

Requirements

At least 15 years of experience in business development, marketing leadership, and strategic planning in the A/E/C or infrastructure services sectors.
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 project lifecycle, including planning, design, construction, and land development.
Leadership experience in client relationship management, strategic planning, strategic teaming, proposal strategy, and negotiation.
Ability to leverage contacts with 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.
Ability to create impactful, differentiated value propositions.
Ability to coach seller-doers and others in client relationship development and management.
Ability to regularly travel throughout California, Oregon, and Washington.
Ability to regularly talk, hear, and operate a computer, keyboard, and mouse; occasionally lift, pull/push, and carry up to 20 pounds, with accommodations.

Nice To Haves

Experience in Western U.S. markets.
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 set 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, initially focused on California, Oregon, and Washington, with a long-term goal of 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 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 opportunities while fostering client relationships and partnerships.
Lead the Pursuit to Win process from opportunity creation and identification 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.
Uncover strategic pursuits and lead them 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, to execute growth strategies and client engagement initiatives.
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 all touchpoints.
Represent BKF at industry events, conferences, and client meetings to promote brand 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 updated and accurate pipeline for the Planning & Government Solutions Division.
Travel regularly throughout California, Oregon, and Washington to support client engagement, market development, and Division growth initiatives.