Director of Business Development

Api Hvac; Eden Prairie (MN); On-site; USD 140,000 - 170,000; Full time

Benefits offered by this job

Competitive salary and PTO package

Eligible for ESPP

Profit Sharing

Health, Dental and Vision Insurance

Educational Opportunities

Job summary

Api Hvac is seeking a Director of Business Development to lead its market strategy, focusing on large commercial and mission-critical projects.

The ideal candidate will have 7-10+ years in mechanical contracting with a proven track record in building relationships that convert into subcontract awards.

This role offers a competitive compensation package, including a salary of $140,000 to $170,000, profit sharing, and comprehensive health benefits.

Qualifications

• 7-10+ years of experience in mechanical contracting, construction, or related industry.
• Demonstrated success in converting relationships into mechanical subcontract awards.
• Strong understanding of mechanical systems and construction processes.

Responsibilities

• Own and execute the company's business development strategy for target markets.
• Identify and develop strategic relationships with general contractors.
• Participate in the final decision evaluation for project pursuits.

Skills

Relationship management

Communication

Market intelligence

Business development strategy

Mechanical contracting knowledge

Education

Bachelor's degree in Construction Management, Business, Engineering or related field

Tools

CRM tools

Microsoft Office Suite

Job description

Director of Business Development is the company's primary market-facing commercial leader, responsible for generating, qualifying, and advancing opportunities that align with the company's strategic growth targets in mission-critical and large commercial mechanical construction. This role owns the client relationship ecosystem — from initial market entry through project award — and serves as the liaison between the company's capabilities and the GCs, owners, developers, and design teams who award work.

The Director of Business Development works closely with the Director of Preconstruction, the Chief Estimator, and the Director of Operations to ensure that the opportunities brought to the table are winnable, deliverable, and margin‑accretive. This is not a passive pipeline management role — it requires an active, senior presence in the market and a track record of converting relationships into revenue.

• Own and execute the company's business development strategy for target markets, with a primary focus on large commercial, industrial construction, and mission‑critical/hyperscale data centers.
• Identify, qualify, and develop a robust forward‑looking pipeline of mechanical subcontract opportunities; maintain pipeline visibility through regular reporting to senior leadership.
• Conduct proactive outreach to general contractors, owners, developers, and real estate/capital groups to position the company early in the project lifecycle — before RFPs are issued.
• Monitor market intelligence: track regional construction activity, competitive landscape, client organizational changes, and emerging opportunities using industry databases, relationships, and direct engagement.
• Participate in the company's final decision evaluation in partnership with Preconstruction and Operations, ensuring pursuit commitments align with capacity, risk tolerance, and win probability.

Client & GC Relationship Management:

• Build and sustain executive-level relationships with key general contractor contacts, project executives, and owner‑side procurement and development teams across the company's target accounts.
• Serve as the primary point of contact for many key client relationships through pursuit, award, and project initiation; partner with Operations to transition relationships into execution phase.
• Develop and maintain a structured account management approach for top‑tier GC and owner accounts, with defined touchpoint cadences, relationship maps, and pursuit histories.
• Represent the company at industry events, client entertainment, and networking forums (AGC, SMACNA, MCAA, data center industry events, etc.) to sustain brand presence and relationship depth.
• Proactively gather and communicate voice‑of‑customer feedback on the company's reputation, capabilities, and areas for improvement relative to competitors.
• Collaborate with the Director of Preconstruction and Chief Estimator on proposal content, executive summaries, cover letters, and client‑facing presentation materials.
• Prepare and lead or co‑lead pre‑bid interviews, capability presentations, and shortlist interviews before GC and owner selection committees.
• Ensure that proposals and presentations accurately reflect the company's track record, team qualifications, and project approach in a compelling, client‑resonant format.
• Coordinate with Marketing (if applicable) on collateral, case studies, photography, and brand materials that support Business Development activities.

Strategic Partnerships & Alliances:

• Identify and develop strategic relationships with MEP design firms, commissioning agents, equipment vendors, and specialty subcontractors that create mutual pursuit advantages or early project access.
• Evaluate and pursue teaming opportunities with sister companies (e.g., Northern Air Corporation, Grunau, Tessiers, Merit) where a combined APi HVAC platform offering would be advantageous in larger or multi‑site pursuits.
• Develop relationships with real estate developers, data center operators, and hyperscale tenants/owner‑operators who influence mechanical contractor selection earlier in the project decision chain.
• Maintain awareness of joint venture, design‑build, and design‑assist delivery vehicles that create differentiated access to projects not available through traditional bid markets.
• Provide regular market intelligence updates to executive leadership covering pipeline trends, GC workload, competitor activity, labor market conditions, and emerging client priorities.
• Contribute to annual strategic planning by quantifying addressable market, recommending target account investments, and sizing Business Development (BD) resource requirements against growth goals.
• Partner with the Chief Estimator and Director of Preconstruction to ensure pricing strategy and proposal positioning reflect current market conditions and competitive dynamics.
• Track and report on BD metrics: pipeline value by stage, hit rate by client type and delivery method, revenue booked vs. target, and client relationship health scores.

Team & Organizational Leadership:

• Build and lead a Business Development (BD) function appropriate to the company's growth stage, including potential direct reports (BD managers, proposal coordinator, marketing support).
• Develop and document BD processes: CRM discipline, pursuit tracking, relationship documentation, and post‑award debrief practices.
• Act as an internal advocate for client needs and market feedback, ensuring Operations, Preconstruction, and leadership understand how the company is perceived and what it takes to win.
• Partner with HR and executive leadership on BD team hiring, compensation benchmarking, and professional development.

Requirements:

• 7‑10+ years of experience in mechanical contracting, construction, or related industry, with at least 5 years in a client‑facing business development, sales, or senior estimating role.
• Demonstrated track record of building and converting GC and owner relationships into mechanical subcontract awards on large, complex projects ($20M+).
• Strong working knowledge of mechanical systems and construction processes sufficient to credibly represent the company in technical client discussions.
• Excellent written and verbal communication skills; polished presenter with experience leading capability presentations and shortlist interviews.
• Proficiency with CRM tools and Microsoft Office Suite; ability to maintain disciplined pipeline tracking and reporting.
• Self‑directed and comfortable operating with a high degree of independence while keeping leadership informed and aligned.

Preferred:

• Background in mechanical contracting, MEP engineering, or general contracting — someone who has been in the field or in the estimating room and can speak the language.
• Existing relationships with regional and national GCs active in healthcare, large commercial, or data center construction.
• Bachelor's degree in Construction Management, Business, Engineering, or related field.
• Familiarity with design‑assist, design‑build, and CMAR delivery models and how mechanical contractors position for early engagement in these vehicles.
• Experience working within a multi‑entity or multi‑OpCo contracting platform, with the ability to articulate a combined‑capability value proposition.
• Experience selling or developing work in the mission‑critical/hyperscale data center sector; familiarity with key GCs, developers, and owner-operators in this space.

Work Environment & Physical Requirements:

This position involves frequent travel to client offices, project sites, and industry events — up to 40% of working time. Office‑based work includes pipeline management, proposal development, and internal reporting. Site visits may involve exposure to active construction environments. The role requires the ability to work flexible hours around client schedules, including occasional evenings for relationship‑building events.

Benefits:

• Estimated Salary range of $140,000 to $170,000 (depending on experience) plus Incentive.
• Competitive salary and PTO package.
• Eligible for ESPP (Employee Stock Purchase Plan).
• Profit Sharing.
• Health, Dental and Vision Insurance.
• Incentives for environmentally‑friendly behavior.
• Educational Opportunities.

EEO Statement

APi Group is an equal opportunity employer. We are committed to creating an inclusive environment for all employees and applicants. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

Equal Opportunity Employer, including disabled and veterans.