Vice President, Business Development - Planning & Government Solutions

BKF•Costa Mesa, CA

8d•$170,000 - $250,000

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 expand market share, strengthen client relationships, and support profitable, sustainable growth across government, transportation, water, power/utilities, and land development markets. The VP directs the Division’s business development program and team, aligns regional efforts with company goals, builds strategic partnerships, advances priority client relationships, and identifies project and program opportunities. The position initially focuses on California, Oregon, and Washington, with a longer-term goal of growth across the broader Western Region. It is an external-facing leadership role with regular travel throughout the region. The position reports directly to the Chief Business Development Officer and indirectly to the EVP, Planning and Government Solutions. The typical annual base salary range is $170,000 to $250,000, depending on skills, experience, education, and geographical location. This is a salary position paid biweekly.

Requirements

At least 15 years of experience in business development, marketing leadership, and strategic planning within the A/E/C or infrastructure services sectors.
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 key 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.
Demonstrated ability to create impactful, differentiated value propositions.
Skill in coaching seller-doers and others in client relationship development and management.
Must be able 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 is preferred.
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 Division financial goals, including bookings, book-to-burn, and weighted pipeline.
Lead the Planning and Government Solutions Division’s business development strategy, initially focusing on California, Oregon, and Washington, and support longer-term growth across the 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 new business opportunities in water and transportation and foster 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 procurement methods, as well as collaborative and alternative project delivery methods.
Uncover and lead strategic pursuits to wins.
Partner with the Chief Business Development Officer 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 brand visibility and thought leadership, including 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 client relationship activities are captured in the CRM.
Communicate and collaborate with the internal Marketing & Business Development Team.
Maintain an updated and accurate Division pipeline.