The Director of Business Development - Construction is a sales leader responsible for generating, developing, and securing new business for Premier Construction & Design. This person will actively prospect for opportunities, make cold calls, build and manage a durable pipeline, cultivate market relationships and convert qualified pursuits into profitable awarded work and long-term client partnerships.
The successful candidate is an accomplished sales professional who understands the commercial construction market, earns credibility with sophisticated clients and brings the persistence and discipline required to open doors and advance opportunities. This person will combine relationship-based selling with consistent outbound activity, consultative discovery, creative pursuit strategies and strong follow-through from first contact through contract award.
The role reports to the VP, Sales and will regularly liaise and strategize with construction division leadership and the estimating, preconstruction, project management, operations and design teams. This close partnership will ensure that pursuits align with division priorities, company capabilities, client needs and delivery expectations. The role's title level may be calibrated to the successful candidate's experience.
Key Responsibilities
- Own new business origination for the construction division and be accountable for sourcing, advancing and closing opportunities that support growth and profitability goals.
- Execute consistent outbound prospecting, including cold calls, targeted outreach, networking, referrals and in-person relationship building, to generate meetings and qualified opportunities.
- Build, manage and advance a high-quality pipeline from initial lead through qualification, pursuit strategy, proposal, negotiation and close.
- Develop and nurture relationships with property owners, developers, corporate occupiers, healthcare organizations, Tier 1 automotive suppliers, referral partners, brokers, architects, consultants and other decision-makers and influencers.
- Identify Build-To-Suit opportunities and stay actively engaged in the real estate market.
- Lead consultative sales conversations that uncover a client's business objectives, challenges, decision criteria, project needs, timing and broader priorities.
- Partner regularly with construction division leadership and internal subject-matter experts to qualify opportunities, shape solutions, establish pursuit strategy, assess risk and position the firm to win.
- Prepare and deliver compelling presentations, proposals, responses to Requests for Proposals and Requests for Qualifications and other pursuit materials in coordination with estimating, project management, operations, design and marketing.
- Think creatively about new markets, partnerships, services, pursuit strategies, and business development channels; test new approaches and use results to continually refine tactics.
- Conduct market research and maintain awareness of industry trends, competitor activity, client capital plans and emerging opportunities.
- Maintain accurate and timely CRM records, sales forecasts, probability assessments, next steps and pipeline reporting; use this information to prioritize effort and maintain forward movement on key opportunities.
- Negotiate business terms and support contract development in partnership with construction leadership and other internal stakeholders.
- Represent the company at industry events, conferences, association meetings, networking functions and client activities to expand relationships and strengthen market visibility.
- Provide input into marketing strategies, campaigns, thought leadership and sales tools that support construction business development.
- Maintain and expand client relationships after award to support repeat business, referrals and additional services.
- Travel locally as needed, primarily throughout Southeast Michigan, with potential travel to West Michigan and Mid-Michigan.