Position SummaryThe Director of Business Development leads P&C's business development strategy and manages relationships throughout the client lifecycle. The role develops new relationships, strengthens existing client relationships, re-engages priority historical accounts, qualifies opportunities, and coordinates P&C's pursuit efforts. Responsibility continues through project delivery and post-project follow-up to support client satisfaction, retention, repeat work, and account growth.
Success requires consistent market presence, disciplined follow-through, clear qualification standards, reliable CRM information, and effective alignment with leadership, preconstruction, marketing, and operations. The role is accountable for client satisfaction, relationship continuity, strategic-account performance, credible opportunity reporting, qualified pursuits, and accepted work that meets P&C's strategic and economic expectations.
Essential Responsibilities- Strategic account management. Manage a portfolio of strategic accounts that includes prospective, active, completed, and repeat clients. Strengthen executive relationships, monitor relationship status and client satisfaction, identify at-risk accounts, and ensure appropriate remediation is initiated when needed.
- Ongoing client relationship management. Maintain intentional contact with clients during pursuit, active project delivery, and post-project periods to understand satisfaction, address concerns, identify future needs, and increase client retention and ongoing business.
- New and historical account development. Develop relationships with priority prospective clients and re-engage historical accounts that have current strategic value, converting qualified client needs into active opportunities.
- Market intelligence and growth strategy. Establish a consistent market intelligence process and reporting cadence covering priority sectors, geographies, clients, referral channels, development activity, competitors, and specialty opportunities. Provide structured market intelligence reports and recommendations that guide where P&C focuses its time, relationships, and resources.
- Opportunity identification and qualification. Monitor relevant public bid notices and private-market sources, identify opportunities early, and evaluate each opportunity against P&C's strategy, client access, capabilities, schedule, funding, procurement path, competitive position, margin potential, and delivery capacity.
- Pipeline management and forecasting. Maintain a disciplined, stage-based pipeline supported by complete, current, and well-developed opportunity information. Ensure each opportunity includes actionable detail regarding value, timing, probability, client access, funding, procurement path, competitive position, and next steps. Provide reliable forecasts and pipeline analysis designed to enhance leadership decision-making, resource planning, and pursuit prioritization.
- Pursuit accountability. Ensure qualified opportunities advance to timely leadership decisions and, when approved, to well-coordinated pursuits with clear commercial objectives, responsible owners, and accurate status reporting.
- Business development systems and information. Ensure P&C's CRM and business development reporting provide accurate, current, and actionable information about accounts, opportunities, pursuit status, projected work, wins, and losses. Establish and maintain the business requirements for the strategic growth operating system.
- Leadership reporting and accountability. Provide timely, concise, decision-ready reporting on strategic accounts, client satisfaction, market changes, opportunities, projected work, performance, and risks, in order to have a clear and identifiable pipeline. Identify required decisions promptly. This role reports to the Executive Vice President.
