Director of Business Development

Adolfson & Peterson Construction; Tempe (AZ); On-site; USD 137,000 - 231,000; Full time

Benefits offered by this job

Medical, Dental, Vision and Life Ins.

Health Savings Account

401(k)

Flexible Spending Accounts (Dependent)

Paid Time Off (PTO) and Holidays

Tuition Assistance Program

Employee Referral Bonus

Job summary

Adolfson & Peterson Construction seeks a Director of Business Development to shape and execute a regional growth plan. You will identify opportunities, cultivate executive relationships, and drive complex sales with multi-disciplinary teams across markets.

The role emphasizes strategic market development, COI networking, and collaboration with marketing to win opportunities, while upholding AP’s ethics and safety culture.

Qualifications

• Bachelor’s degree in business, marketing, economics, or related discipline and 6+ years of experience with at least 3 years of demonstrated success in selling and developing new business with revenues ranging from $5 million to over $100 million.
• MBA preferred.
• Experience with A/E/C industry is preferred.
• Proficiency with consultative selling approaches and CRM tools.

Responsibilities

• Develop and execute a comprehensive strategy to identify new business, markets and clients in the region.
• Build and maintain relationships with COIs, owners, architects, engineers and other influencers.
• Lead pursuit teams, manage multiple decision makers, and drive opportunities to a win.
• Partner with marketing on market segmentation, value proposition and branding strategies.
• Present AP’s capabilities and value proposition to potential clients.

Skills

Leadership experience

Consultative selling

Strategy development

Communication

Education

Bachelor’s degree in business, marketing, economics, or related discipline

MBA preferred

Tools

CRM databases

Job description

We build trust among our communities and our people by cultivating the right team for every job. We are committed to fostering a creative and collaborative culture with a focus on career growth and balance in the workplace.AP has diligently built a strong foundation of expertise, experience and exceptional results. We continually invest in our talented team by providing the latest tools, technologies and training necessary to stay ahead of the curve. We set our employees up for long-term success through mentorship opportunities and professional growth and advancement for every person in every role.We recognize the contributions of our team members with unique experiences and capabilities and strive to establish a work environment that maximizes our collective potential. Going beyond the build for our employees lays a strong foundation for success across AP. We commit to a balanced, value-centered work environment for meaningful projects, careers and talent.Job Description:Job Description:Adolfson & Peterson Construction, one of the nation’s top contractors, is recruiting for an experienced Director of Business Development to develop and execute a comprehensive strategy to identify new business, markets, and/or clients in the region while ensuring profitable growth and alignment with the company’s strategic goals and mission.Responsibilities:Take personal responsibility for working safely within an Incident and Injury Free (IIF) culture.Be a champion to support IIF efforts for working safely and building a culture of care and concern within the organization that reinforces the behavioral aspects of working and living safely.Maintain a relationship with safety to hold responsibility for personal safety, the safety of each person in the company, and the IIF performance of the entire workforce.As a leader, consistently communicate and reinforce the tenets of an IIF workplace. Be willing to discuss a personal commitment and desire for all team members to work safely and attain an IIF workplace.As a leader, ensure that processes and procedures that support an IIF culture are maintained and reviewed for continuous improvement.Develop new business through pursuit of strategic targets and relationship building.Develop a network for active and quality lead gathering that creates opportunities to prospect, contact, and meet potential clients; build positive relationships.Initiate a sales/business development strategy to create and convert opportunities into new business.Pursue business opportunities with strategic targets in key industries and cultivating relationships with existing clients.Deliver compelling calls and presentations to introduce AP’s capabilities and value proposition.Positively demonstrate AP’s mission, vision, value statements, reputation, code of ethics, standards, policies, and procedures internally and throughout the marketplace.Plan and oversee sales processes including strategy development, opportunity pursuit, proposal communications, and project negotiation.Ensure strategic objectives are understood and executed by the pursuit team.Partner with the marketing team to create effective marketing strategies to win in the marketplace, including market segmentation, value proposition development, technology positioning, pricing strategies, branding strategies, channel strategies, and communications strategy development.Manage resources within budgetary guidelines according to company policy and within ethical corporate governance guidelines.Complete new market research, industry and market competitive analyses, and customer needs assessments to successfully define, test, refine, and implement strategic plans to achieve opportunities for AP’s core business segments.Lead internal staff to identify and evaluate new markets and partnership opportunity-specific strategy, selection of pursuit team, and manage the entire sales process.Provide marketing expertise and partnership for preparation of bid packages, proposal development, and other marketing priorities.Lead research and provide key information for RFPs and presentations; provide comprehensive understanding of the customer needs to the project sales team.Provide client specific opportunity assessment, market evaluation, market research, financial evaluation, and other marketing needs required throughout the proposal preparation and delivery process.Other duties as assigned .Requirements:History of progressively more responsible leadership experience and proven results including:Bachelor’s degree in business, marketing, economics, or related discipline and 6+ years of experience with at least 3 years of demonstrated success in selling and developing new business with revenues ranging from $5 million to over $100 million. Experience and familiarity with the A/E/C industry preferred.MBA preferred.Proficiency using consultative selling approach strategies and techniques.Proficiency using CRM databases.Significant management experience and strategy development/deployment with a construction firm and experience developing new markets or businesses is preferred.Demonstrated experience leading complex sales processes that involve multiple team members and multiple decision makers (primarily at the C-suite level).Extensive network of COI’s (Centers of Influence) to include developers, owners and their representatives, architects, engineers, and other professional relationships that can be leveraged to create business opportunities.Substantial and broad experience in Business Development or Product Development.Demonstrated integrity and ethical standards.Ability and willingness to travel.Experience in a complex business as a driver of growth and change; demonstrated effectiveness in creating leads and converting into sales.Capability to identify and capitalize on opportunities quickly; ability to maintain effective balance between strategic and tactical priorities.Experience in driving accountability for financial and operational effectiveness, integrating and aligning efforts across units, monitoring results, and tackling problems directly.Experience cultivating an active network of relationships, driving collaboration and alignment, relating well to key colleagues, and connecting with employees at all levels.Ability to drive to the core of complex issues and provide insightful and constructive feedback.Estimated Pay:$137,000.00 - $231,000.00Benefits:Medical, Dental, Vision and Life InsuranceHealth Savings Account401(k)Flexible Spending Accounts (Dependent & Medical Reimbursement)Paid Time Off (PTO) and HolidaysTuition Assistance ProgramEmployee Referral BonusAdolfson & Peterson Construction’s (AP) ability to adapt and innovate has driven our success for more than 80 years. We are consistently ranked among the top construction managers and general contractors in the nation while maintaining one of the safest records in the industry. We bring positive and measurable change to the communities where we live, work and build. And we invest in new processes and technology to be operationally excellent and remain at the forefront of the ever-changing industry.We have been committed to quality, innovation, safety and strong relationships since our beginning in 1946. AP offers preconstruction, construction and contracting services to commercial, education, healthcare, hospitality, industrial, multifamily, municipal, data center, and senior living markets with offices across Arizona, Colorado, Minnesota, North Dakota, Texas, and Wyoming. We employ more than 850 team members who strive for excellence and embody loyalty, trust and genuine love for what they do.We go beyond the build for our communities and our people.Adolfson & Peterson Construction is an Equal Employment Opportunity Employer