Business Development Director

Key Talent Group is a staffing and recruiting firm committed to establishing and maintaining positive relationships with both candidates and clients. We focus on win-win strategies and uncovering out of the box solutions. Our client, a design build general contractor located in north Denver, is seeking to hire a Business Development Manager.

Job Description:

Business Development Director

The primary function of the Business Development Director is to find, qualify, pursue and win new work. The BD Director owns the company's new work pipeline from the first conversation with a prospective client through a signed contract and is held accountable for revenue booked, not just activity. The Direcotor of BD is company's "Leader" for all pursuit efforts and will work in a collaborative enviornment alongside the design, precon, estimating, construction and finance teams to position company early, win negotiated and design-build work and build long-term client relationships. This is a self-directed role for a proven closer who plans their own week, tracks their own numbers and follows every lead to an answer.

Revenue Generation and New Business:

• 100% accountable for the annual new-work booking goal set by ownership and leadership. Focus on bringing new revenue and healthy margin to company.
• Prospect daily for new owners, developers, end users, brokers, and architects in core markets (industrial, warehouse/distribution, office, retail, self-storage, and tenant improvement) and in target growth markets.
• Qualify every lead against company fit criteria: market sector, project size, delivery method, client financial strength, and margin potential. Knows what a "good" opportunity for the company looks like and walks away from a bad one.
• Pre-position company with clients well before an RFP is issued so that pursuits are negotiated or shortlisted rather than open hard bid.
• Leads early client conversations on scope, budget, schedule, site, and program goals, and proposes design-build solutions that showcase company in-house design and preconstruction strengths.
• Negotiates and closes. Drives pursuits through to signed preconstruction, design-build, and construction agreements.

Pipeline Management & Reporting:

• Develops and maintains a BD Capture Plan for each target market sector and reports progress to the VP of Business Development/Design and ownership.
• Diligently enters and updates all contacts, conversations, leads, and opportunities in company CRM on a weekly basis. If it is not in the CRM, it did not happen.
• Maintains a qualified, weighted pipeline sized to hit the annual booking goal, and brings a refreshed pipeline and lead list to every weekly Sales Meeting.
• Provides a monthly BD report covering bookings, pipeline value, pursuits won and lost, and forecast against goal. Explains any shortfall and the plan to recover.
• Tracks competitors, market trends, land and permit activity, and developer's; upcoming projects, and shares market intelligence with leadership.

Pursuit Leadership And Internal Coordination:

• Leads the go/no-go decision on every opportunity and develops a written pursuit strategy, including win themes, team, schedule, and fee/margin approach, for each qualified pursuit.
• Brings Design, Preconstruction, Estimating, and Operations into each pursuit at the right time and holds the pursuit team accountable to the plan and deadlines.
• 100% accountable for RFQ/RFP responses and proposals. Works closely with Marketing, Design, and Estimating to produce winning submittals on time.
• Leads preparation for and fully participates in Owner interviews and presentations. Demonstrates confidence with new potential clients and represents company's capabilities with credibility.
• Debriefs every win and loss with the client and the internal team and applies the lessons to the next pursuit.

Preconstruction, Design And Contracts:

• Works with the Design team to develop cost effective, buildable concepts that meet client objectives.
• Partners with the Director of Preconstruction on conceptual estimates and pre-design budgets. Participates in plan flips as another set of eyes to identify missing scopes, buyout opportunities, and value engineering options.
• Establishes project scopes and client objectives, and assesses client and project risk during the pursuit process. Focuses on clients, markets, and project types most likely to be profitable.
• Collaborates with the operations team on constructability, project scope, and the construction schedule during the pursuit.
• Develops and delivers owner contracts and associated exhibits in coordination with the VP of Business Development/Design and ownership. Understands hot button Prime Contract items (Damages, Indemnity, Consequences, etc.).
• Ensures a clean handoff from pursuit to the Project Executive and Construction team, including client expectations, commitments made, and contract requirements.

Client Relationships And Market Presence:

• Builds and manages a personal client base. Develops trusted, executive-level relationships with owners, developers, brokers, and design firms.
• Stays in contact with clients after award and through project completion to protect the relationship and ensure company "gets the next job".
• Serves as face of the company in the market. Takes an active role in industry associations such as NAIOP Colorado, CREW Denver, ULI Colorado, AGC Colorado, and SMPS Colorado.
• Works with HR/Marketing on collateral, project case studies, website content, social media, and media campaigns.
• Fosters a culture of business development by coaching project, design, and precon staff to spot leads and grow client relationships.

Performance Expectations:

• Booked new contract value meets or exceeds the annual goal, at or above the target gross margin.
• Weighted pipeline maintained at [3x] the annual booking goal, with [X] new qualified opportunities added each quarter.
• Win rate on shortlisted pursuits at or above [X]%, with a documented go/no-go on 100% of pursuits.
• CRM current every week, pipeline report ready for every Sales Meeting, and a monthly BD report delivered on time.
• Four or more face-to-face owner/developer meetings per month and active involvement in at least two industry associations.

Qualifications And Experience:

• 10+ years of business development or client-facing experience with a commercial general contractor, developer, or AEC firm in Colorado.
• A documented record of closed work. Able to name the projects personally brought in, their value, and the role played in winning them.
• An established, active Colorado network of developers, owners, brokers, and architects.
• Working knowledge of negotiated, design-build, design-assist, CM/GC, and hard bid delivery methods and how each is won and priced.
• Ability to read plans and discuss conceptual estimates, schedules, and contract risk with clients and internal teams.
• Proficient with CRM software (Cosential/Unanet CRM, HubSpot, Salesforce, or similar) and Microsoft Office (Excel, Word, PowerPoint, Outlook).
• Degree in construction management, engineering, architecture, business, or a related field preferred. An existing book of business in core markets is strongly preferred.