Director, Business Development

EMCOR Facilities Services; Tempe (AZ); On-site; USD 140,000 - 200,000; Full time

Job summary

EMCOR Facilities Services in Tempe, AZ seeks a Business Development Director to lead strategic growth in the Integrated Facilities Management (IFM) market. You will identify, shape, and pursue complex opportunities, translate customer needs into differentiated IFM solutions, and build executive-level relationships to drive pursuit success.

The role requires hands-on leadership across strategy, scope development, pricing coordination, and proposal strategy, coordinating across operations,

Qualifications

• BS/BA degree in business, marketing, engineering, facilities management, construction management, finance, or related field preferred; equivalent combination of education and relevant work experience may be considered.

Responsibilities

• Leads strategic IFM business development pursuits from qualification through award, including opportunity strategy, customer discovery, executive engagement, competitive positioning, solution development, proposal direction, and commercial alignment.
• Develops hands-on IFM solutions in partnership with operations, estimating, finance, safety, transition, and subject-matter experts, including service delivery models, self-perform versus subcontract strategies, staffing assumptions, governance structures, implementation approach, and value creation themes.
• Owns the development of pursuit deliverables, including RFI/RFP responses, scope narratives, pricing inputs, executive summaries, oral presentation strategy, customer-facing messaging, and internal approval materials; ensures all content is accurate, differentiated, operationally credible, and aligned to customer outcomes.
• Leads strategy for commercial and contract negotiations for IFM pursuits, including pricing approach, margin expectations, scope boundaries, risk allocation, service‑level commitments, fee structures, contractual assumptions, and customer‑facing commercial discussions in partnership with finance, legal, operations, and executive leadership.
• Builds and maintains relationships with senior customer stakeholders, advisors, channel partners, and internal leaders to uncover needs, validate solution assumptions, communicate value, and advance qualified IFM opportunities through the sales process.
• Promotes a strong safety and compliance culture by incorporating safety expectations, regulatory requirements, transition risks, and operational controls into IFM pursuit strategies and proposed service delivery models; performs other duties as assigned.

Skills

Strategic pursuit leadership

Executive-level relationship building

Complex IFM deals

Proposal strategy

Pricing coordination

Cross-functional collaboration

Strong written and verbal comms

Willingness to travel

Education

BS/BA degree in business/related field

Industry certifications (preferred)

Tools

Microsoft Office

CRM platforms

Proposal tools

Data analysis

Job description

From commercial office space and manufacturing to multi-site retail portfolios, we manage and support over 1 billion square feet of facilities space for the nation’s leading organizations. We provide comprehensive facility services ranging from mechanical maintenance and self‑performed, site‑based operations to energy‑efficiency upgrades and supplier‑managed interior/exterior maintenance.

Job Summary

The Business Development Director is responsible for leading strategic growth within the Integrated Facilities Management (IFM) market by identifying, shaping, and pursuing complex new business opportunities. This role requires a hands‑on business development leader who can translate customer needs, site conditions, operating requirements, and commercial objectives into practical, differentiated IFM solutions. In addition to building executive‑level relationships, the Director will actively lead pursuit strategy, scope development, solution design, value proposition development, pricing coordination, proposal strategy, and internal alignment across operations, estimating, finance, legal, safety, and transition teams. The ideal candidate is not only a relationship builder, but also a solution‑oriented pursuit leader who can develop credible operating models, challenge assumptions, and help convert opportunities into executable, profitable business.

Essential Duties & Responsibilities

• Leads strategic IFM business development pursuits from qualification through award, including opportunity strategy, customer discovery, executive engagement, competitive positioning, solution development, proposal direction, and commercial alignment.
• Develops hands‑on IFM solutions in partnership with operations, estimating, finance, safety, transition, and subject‑matter experts, including service delivery models, self‑perform versus subcontract strategies, staffing assumptions, governance structures, implementation approach, and value creation themes.
• Owns the development of pursuit deliverables, including RFI/RFP responses, scope narratives, pricing inputs, executive summaries, oral presentation strategy, customer‑facing messaging, and internal approval materials; ensures all content is accurate, differentiated, operationally credible, and aligned to customer outcomes.
• Leads strategy for commercial and contract negotiations for IFM pursuits, including pricing approach, margin expectations, scope boundaries, risk allocation, service‑level commitments, fee structures, contractual assumptions, and customer‑facing commercial discussions in partnership with finance, legal, operations, and executive leadership.
• Builds and maintains relationships with senior customer stakeholders, advisors, channel partners, and internal leaders to uncover needs, validate solution assumptions, communicate value, and advance qualified IFM opportunities through the sales process.
• Promotes a strong safety and compliance culture by incorporating safety expectations, regulatory requirements, transition risks, and operational controls into IFM pursuit strategies and proposed service delivery models; performs other duties as assigned.

Qualifications

• BS/BA degree in business, marketing, engineering, facilities management, construction management, finance, or related field preferred; equivalent combination of education and relevant work experience may be considered.
• Minimum 7 to 10 years of progressive B2B business development, solution development, facilities management, outsourcing, or complex services sales experience. Experience pursuing IFM, facilities services, multi‑site services, technical operations, workplace services, or related outsourced service solutions strongly preferred. Demonstrated experience leading complex pursuits, building customer‑specific solutions, coordinating pricing inputs, developing proposal strategy, and working across cross‑functional teams.
• Valid driver’s license required. Relevant industry certifications such as Core Net MCR IFMA FMP, CFM, PMP, LEED, or comparable facilities, project management, or technical credentials preferred but not required.
• Strong written and verbal communication skills required, including the ability to develop executive‑level messaging, facilitate customer discovery, lead internal strategy sessions, present complex IFM solutions clearly, and translate operational concepts into compelling business language.
• Proficiency with Microsoft Office, CRM platforms, proposal tools, and data analysis required. Ability to interpret RFP documents, site lists, scopes of work, staffing models, service‑level requirements, pricing assumptions, and commercial terms. Working knowledge of IFM operating models, technical services, soft services, subcontractor management, transition planning, governance models, and customer value drivers preferred.
• Strategic pursuit leadership: able to qualify opportunities, shape deal strategy, identify customer decision drivers, anticipate competitive positioning, and lead the organization through complex IFM sales cycles.
• Hands‑on solution development: comfortable working directly with operational, financial, and technical inputs to build practical IFM solutions, staffing concepts, scopes of work, transition plans, governance approaches, and value propositions.
• Operational credibility: understands how facilities services are delivered in the field and can engage confidently with customers, operations leaders, subject‑matter experts, and pricing teams to validate assumptions and develop executable recommendations.
• Executive communication and facilitation: able to lead discovery meetings, internal strategy sessions, proposal reviews, customer presentations, and negotiation discussions with clarity, confidence, and commercial discipline.
• Commercial acumen: understands pricing strategy, margin expectations, risk allocation, scope boundaries, contract terms, fee structures, and the connection between proposed solutions and profitable execution.
• Cross‑functional influence: demonstrates the ability to align internal stakeholders without direct authority, manage deadlines, resolve competing priorities, and keep pursuit teams focused on customer outcomes and deal strategy.
• Adaptability and continuous improvement: learns quickly from customer feedback, win/loss outcomes, operational input, and market trends; applies those insights to improve future pursuits, messaging, solution quality, and sales effectiveness.

Physical Demands

• Extensive travel required on short notice.

Equal Opportunity Employer

As a leading provider of mechanical and electrical construction, facilities services, and energy infrastructure, we offer employees a competitive salary and benefits package and we are always looking for individuals with the talent and skills required to contribute to our continued growth and success. Equal Opportunity Employer/Veterans/Disabled.