Director of Business Development

Lockwood Andrews & Newnam Inc; Houston (TX); On-site; USD 150,000 - 210,000; Full time

Benefits offered by this job

401(k) with company match

Immediate vesting

Job summary

Lockwood, Andrews & Newnam, Inc. (LAN) seeks a Director of Business Development in Houston to lead pursuit excellence and revenue growth across the firm. You will own LAN’s Top 20 strategic opportunities and align business development with marketing and government relations to strengthen the pipeline.

The role requires 15+ years in A/E/C BD, P&L management, and the ability to lead cross-functional teams across multiple markets. This senior position sits in Texas with flexible location options.

Qualifications

• Bachelor’s degree, engineering preferred.
• 15+ years in A/E/C business development and pursuit leadership.
• Proven P&L management experience.
• Experience leading firm-wide or multi-market BD initiatives.

Responsibilities

• Lead identification, capture strategy, and execution for LAN’s Top 20 strategic pursuits annually.
• Drive win rate targets of >60% on Top 20 pursuits and >50% firm-wide.
• Oversee PRA, capture planning for opportunities >$2M net fee, and Go/No-Go decisions.
• Build and maintain a pipeline at four times annual Net Fee Earned goals.
• Develop and implement firm-wide business development strategy.
• Align BD, marketing, and government relations into a coordinated growth approach.
• Implement LAN’s sales process and CRM utilization (Vantagepoint).
• Hold Business Group Directors accountable for NBC goals and pursuit performance.
• Lead pursuit debriefs and apply lessons learned to improve outcomes.
• Provide executive-level reporting on pipeline health, win rates, and growth.

Skills

Leadership

Analytics

Communication

Relationship-building

Cross-functional teamwork

Education

Bachelor’s degree (engineering preferred)

Tools

Vantagepoint CRM

Job description

Description

Lockwood, Andrews & Newnam, Inc. (LAN) is a planning, engineering, and program management firm delivering infrastructure solutions that strengthen communities—since 1935. With 15 offices and more than 385 professionals, LAN serves clients across water, wastewater, stormwater, transportation, education, and other public-sector markets.

LAN is seeking a Director of Business Development to lead firm-wide pursuit excellence and revenue growth. This senior leadership role is responsible for developing and executing the firm’s business development strategy, with primary ownership of LAN’s Top 20 strategic opportunities each year. The Director of Business Development aligns business development, marketing, and government relations efforts to improve win rates, strengthen pipeline health, and support long-term growth.

Job Responsibilities

• Lead identification, capture strategy, and execution for LAN’s Top 20 strategic pursuits annually
• Drive win rate performance targets of greater than 60% on Top 20 pursuits and greater than 50% firm-wide
• Oversee Pursuit Readiness Analysis (PRA), capture planning for opportunities exceeding $2M in net fee, and Go/No-Go decisions
• Build and maintain a qualified pipeline at four times annual Net Fee Earned (NFE) goals
• Develop and implement firm-wide business development strategy aligned with LAN’s strategic plan
• Align business development, marketing, and government relations into a coordinated growth approach
• Implement LAN’s sales process and ensure consistent CRM utilization (Vantagepoint)
• Hold Business Group Directors accountable for NBC goals and pursuit performance
• Lead pursuit debriefs and apply lessons learned to improve future outcomes
• Provide executive-level reporting on pipeline health, win rates, and growth performance

Requirements

• Strong leadership skills with the ability to influence across multiple business groups and locations
• Demonstrated ability to lead multidisciplinary teams and manage complex pursuits
• Proven analytical and data-driven approach to business development performance
• Excellent communication, presentation, and relationship-building skills
• Ability to work collaboratively with executive leadership, business group directors, and project teams

Required Education & Experience

• Bachelor’s degree (engineering preferred)
• Minimum of 15 years of experience in A/E/C business development and pursuit leadership
• Proven P&L management experience
• Experience leading firm-wide or multi-market business development initiatives

Preferred Education & Experience

• Professional Engineer (PE) license
• Experience leading major pursuit capture efforts and strategic opportunity management
• Knowledge of public-sector procurement processes and client decision-making
• Background in government relations or public-sector business development
• MBA or advanced degree in business, marketing, or a related field

Why LAN

At LAN, our culture is built on collaboration, technical excellence, and long-term client relationships. We offer competitive compensation and benefits, including a 401(k) with company match and immediate vesting, and provide opportunities to lead meaningful work that shapes communities across Texas and beyond.

This position can sit within our Houston, Austin, Dallas, Frisco or Fort Worth location.

Lockwood, Andrews & Newnam, Inc. (LAN) is an Equal Opportunity Employer and gives consideration for employment to qualified applicants for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, citizenship, disability status, protected veteran status, genetic information, or any other characteristic protected by federal, status, or local laws and to prohibit discrimination and harassment based on any of these factors. Lockwood, Andrews & Newnam, Inc., is committed to ensuring equal employment opportunity, including providing reasonable accommodations to individuals with a disability. Applicants with a physical or mental disability who require a reasonable accommodation for any part of the application or hiring process may contact the Human Resources Department at 713-266-6900 or by email using [e-mail] . For more information about your rights under the law, see: Know Your Rights