Director Of Business Development

BUSINESS DEVELOPMENT DIRECTOR

The primary role of the Business Development Director is to generate leads/opportunities through the development of new client relationships. Duties shall include strengthening existing relationships and maintaining positive business relations, strategic interactions and touch points on an ongoing basis. The position will require an effective strategy in generating business to support achieving of our financial revenue and profitability goals.

The Business Development Director will be instrumental in expanding McGough’s presence in the market sectors we serve and fostering new opportunities. The role will be responsible to manage leads and grow contacts utilizing our CRM database. This includes providing leadership to regional operations by generating pipeline reports, RFP/Solicitation management and Business planning for overall revenue projections for current and future years. The ideal candidate must effectively be able to engage clients and secure work with McGough.

The Business Development Director will work in concert with entire local office team, Corporate Office, Regional Offices, Marketing and other departments as needed to facilitate the development and execution of a regional strategic plan that supports the overall corporate plan for the company’s growth and profitability.

Qualifications:

Required:

• Good interpersonal abilities
• Knowledge of the local Architectural, Engineering and Construction (AEC) Industry
• Proven successful history of Business Development and company financial growth.
• Bachelor’s Degree
• Strong verbal and written communication, coaching and presentation skills
• Demonstrated teamwork and leadership skills
• 5-10 years of related experience and demonstrated history of driving profitable company growth

Preferred:

• CRM experience
• 15+ years of experience with at least two years in the Architectural, Engineering or Construction (AEC) Industry

Office and Travel:

Office: Based in regional office.

Travel: Attend regular business development meetings, overnight travel may be involved.

Responsibilities and Tasks:

New Business Development

• Set up meetings between client decision makers and company’s practice leaders/Principals.
• Meet potential clients by growing, maintaining, and leveraging your network.
• Identify potential clients, and the decision makers within the client organization.
• Work with team to develop proposals that speak to the client’s needs, concerns, and objectives.
• Present an image in alignment with McGough’s High Integrity Principles
• Provide strategic interview coaching to the team
• Prospecting for new clients and soliciting RFP’s for potential projects
• Track contacts and pursuits using CRM database
• Plan approaches and pitches.
• Research and build relationships with new clients.

Client Retention

• Arrange and participate in internal and external client debriefs.
• Work with technical staff and other internal colleagues to meet customer needs.

Business Development Planning

• Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels.
• Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.
• Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in revenue.
• Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.

Management and Research

• Ensure that data is accurately entered and managed within the company’s CRM or other sales management system.
• Submit progress reports including CRM activities and revenue projections based on pipeline volume and probabilities
• Understand the company’s goal and purpose so that we continue to enhance the company’s performance.
• Ensure all team members represent the company in the best light.
• Work with marketing staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.
• Research and develop a thorough understanding of the company’s people and capabilities.

Physical Requirements:

The physical requirements listed here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Position involves sitting for extended periods of time at employee's work station and during meetings as well as while traveling, either by plane or car. Employee needs to be able to lift up to 20 pounds as frequently as needed to move objects; dexterity to write and manipulate computer keyboard and mouse; ability to hear and speak clearly; and ability to distinguish between colors and graphs and charts.

Occasionally, employee will be required to visit construction jobsites which may expose the employee to dirt, dust, uneven surfaces, outdoor weather conditions and extreme temperatures.