The Vice President of Business Development will lead strategic growth initiatives and achieve annual financial goals (bookings, book-to-burn, and weighted pipeline within the Planning and Government Solutions Division. BKF's Planning and Government Solutions Division provides services across a wide range of markets including government, transportation, water, power/utilities and land development. In concert with the Planning and Government Solutions Division leadership team, select Division Priority and Emerging Clients annually and determine the annual financial goals for each client. Along with Regional Business Development Directors, this role involves working closely with seller doers and Key Client Leaders to develop and execute client-focused strategies to expand our market share and strengthen our brand across the West Coast.
As a key member of the corporate business development leadership team, you will provide overall direction to achieve sustainable and profitable growth within our Planning and Government Solutions Division. This role is responsible for driving market expansion, client acquisition, and revenue growth. The VP will oversee a team of Regional Business Development Directors and Managers, with whom they will work closely to execute each initiative. The VP will collaborate closely with senior leadership, the Key Client Team, Marketing Leadership, and other BD Leaders to align business development efforts with the company's overarching goals of growing BKF's reputation as a leader in the AEC industry. This includes developing and expanding the geographic market by effectively partnering with top client/agency leaders, as well as forming strategic industry alliances. Leverage your key contacts within government agencies and other engineering and construction companies to develop project and program opportunities proactively.
This position reports directly to Chief Business Development Officer and indirectly to EVP Planning and Government Solutions. This role is responsible for managing other Business Development leaders across our strategic geographies in Northern California. This is an external facing position that must be based in one of our Northern California office locations. While a combination of virtual and in-office presence is expected, frequent travel will be required across all BKF's regions.
Responsibilities- Lead a comprehensive BD program annual financial goals (bookings, book-to-burn, and weighted pipeline) for the Division.
- Develop and execute business development strategies for planning and government services sectors to enhance market share and profitability.
- Identify synergies for cross-selling existing and new service lines.
- Build and implement effective sales/marketing initiatives to drive market growth.
- Identify and pursue new business opportunities in water and transportation, fostering strong client relationships and partnerships.
- Drive the Pursuit to Win process of business development from opportunity creation/identification through contract negotiation.
- Manage complex win strategies and proposal efforts that entail both conventional/traditional contract and procurement methods as well as collaborative/alternative project delivery methods.
- Uncover and lead Strategic Pursuits to wins.
- Reporting to the CBDO, helping execute corporate strategy for the planning and government services vertical.
- Collaborates with other division market leaders to ensure cross-selling is maximized.
- Support and mentor Regional BD Directors in implementing regional growth plans and networking initiatives.
- Provide strategic direction to the planning and government services marketing leader for key pursuits and go/no-go direction.
- Optimize the sales funnel and client engagement processes for sustainable growth.
- Facilitate and improve client experience, satisfaction, and loyalty through all touchpoints.
- Represent the company at industry events, conferences, and client meetings to promote brand visibility and thought leadership, requiring attendance at after-hour client events.
- Ensures business development plans and budgets are planned, executed, and captured in CRM.
- Ensures public agency and target client budgets are acquired and analyzed annually and utilized for business development planning.
- Ensures that all client relationship activities are captured in CRM.
- Actively communicate and collaborate with the internal Marketing & Business Development Team.
- Ensure updated and accurate pipeline for the Planning & Government Division.
Requirements- Minimum of 15 years of experience in business development, marketing leadership, and strategic planning within the A/E/C or infrastructure services sectors, preferably in California.
- Located next to one of BKF's Northern California offices.
- Proven success in leading 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 over all life of a project (planning, design, construction/ and land development).
- Proven leader in client relationship management, strategic planning, strategic teaming and proposal strategy and negotiation.
- Ability to leverage your key contacts with private organizations and state and municipal agencies within the region and build a robust sales pipeline for BKF.
- Strong interpersonal, organizational, and communication skills.
- Experience with CRM systems and data-driven business development practices.
- Demonstrated ability to create impactful differentiated value propositions.
- Skilled in coaching seller/doers and others in client relationship development and management.
- Established relationship with strategic clients and a broad network of contacts in California relevant to the Planning & Government Division.
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 $174,000.00 - $250,078.00, 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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