The Regional Business Development Director is an external-facing growth leader responsible for building and converting a qualified regional pipeline-driving opportunity creation, pursuit leadership, and client relationship development in alignment with the Division's strategic goals. The role reports to the Vice President of Business Development -Infrastructure Solutions (water, transportation, energy, etc.) and partners closely with regional operations leaders, seller-doers, marketing, and key client leaders to execute client plans, strengthen market presence, and deliver on bookings, win rate, and pipeline health targets.
ResponsibilitiesClient Account Leadership - Identify, prioritize, build and deepen relationships with top regional clients.
- Lead account strategies to grow designated key, emerging, and core clients to 40% of business.
- Strengthen client experience through consistent engagement and follow-through.
Market & Brand Leadership (External-Facing Presence)- Represent the firm at regional industry events and cultivate strategic partnerships.
- Actively in and uses industry organizations to develop and maintain alliances with clients.
- Elevate brand visibility and identify new market opportunities
Regional Growth & Revenue Outcomes- Own regional bookings, win rate, and pipeline health targets aligned to divisional goals.
- Translate divisional strategy into a regional business development plan (markets, clients, pursuits, positioning).
- Build and maintain a weighted pipeline through relationships, market intel, and partner networks.
Pursuit Leadership ("Pursuit to Win")- Lead major pursuits in the region, including go/no-go, win strategy development, teaming, proposal strategy coordination, interviews, and negotiation support.
- Navigate traditional and alternative procurement and delivery methods.
Cross Functional Alignment- Identify and coordinate cross-selling opportunities across service lines and geographies.
- Partner with seller-doers, operations, market, and client leaders to align messaging, client action plans, engagement, and pursuit strategy.
CRM and Data-Driven BD Discipline- Ensure accurate CRM capture of all BD activities, client touchpoints, and pursuit stages.
- Use CRM and market/budget intelligence to guide prioritization, forecasting, and strategy adjustments.
Leadership, Coaching, and Influence- Coachseller-doers and supports pursuit teams.
- Provide clear, upward reporting, to the VP, on pipeline, key pursuits, risks, and required executive support.
Requirements- Bachelor's degree in Business Administration, Marketing, Communications, Journalism, or a related field
- Minimum of 10+ years of relevant experience within an A/E/C firm
- Proven track record of successful business development leadership and client relationship management
- Strong client relationships with architects, contractors, and owners in water, transportation, energy, and other related markets.
- Experience working in a fast-paced, deadline-driven environment
- Exceptional interpersonal, organizational, written, and verbal communication skills
- Strong organizational skills with high attention to detail
- Ability to manage multiple priorities and deadlines in a dynamic environment
- Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)
- Proficiency in Adobe Creative Suite (InDesign, Photoshop, Illustrator)
- Active participation and/or leadership in industry organizations
- Experience with Deltek VantagePoint (preferred)
- Experience with Client Experience (CX) strategies or programs (preferred)
- Ability to travel periodically and attend after-hours client events
- Ability to travel within the Southern California region, primarily based in Orange County with travel to Los Angeles, Inland Empire, and San Diego
Physical Demands: Must be able to regularly talk, hear and operate a computer, keyboard and mouse and occasionally lift, pull/push and carry up to 20 pounds with accommodations.
Work Conditions: Exposure to constant or intermittent sounds at a low or moderate level consistent with an office setting. Exposure to high-stress, fast-paced, deadline-oriented environment. Travel to other BKF locations and client sites may be required.
Benefits- The typical base salary range for this position is $140,000 - $195,000, annualized depending upon skills, experience, education, and geographical location. This is a salary position paid biweekly.
- Competitive salaries, profit sharing, and 401k.
- Generous paid time off packages.
- 9 Paid Holidays.
- Flexible schedules.
- Education reimbursement, paid annual dues for professional and societal organizations.
- BKF offers competitive and award-winning benefits and perks. To learn more click here.
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