Regional Business Development Director

Company Profile: 

Congruex provides digital infrastructure solutions through engineering and construction services that connect communities nationwide. This includes wireline, wireless, data centers, and utility services from initial concept to market go-live. 

With employees across the United States and India, the work we do enables essentialinfrastructure for the future of communications. 

Build a Career. Build What Matters.

Position Summary

The Regional Business Development Director is responsible for driving growth by acquiring new customers within an assigned geographic market. This role will identify, develop, and convert high-potential prospects into new customer relationships for Congruex.

This is a market-facing, new-business development role designed for a proactive “hunter” who can build local relationships, uncover construction and infrastructure opportunities early, and coordinate internal resources to convert those opportunities into profitable sales.

Key Responsibilities

New Customer Acquisition

• Develop and execute a regional business development plan focused on acquiring new logos within the assigned market.
• Identify and prioritize target customers that align with Congruex’s capabilities, geographic footprint, and growth strategy.
• Build relationships with prospective customers and key decision-makers through direct outreach, referrals, industry events, and local market engagement.
• Create awareness of Congruex’s engineering, construction, program management, and related infrastructure capabilities.
• Qualify opportunities based on strategic fit, scope, timing, funding, competitive position, execution feasibility, and profitability.

Market Development

• Develop a strong understanding of the regional digital infrastructure market, including planned investments, network expansion, permitting activity, and competitive dynamics.
• Build relationships with regional network operators, municipalities, utilities, developers, general contractors, engineering firms, and other market participants that may generate direct or referral opportunities.
• Identify upcoming projects before formal bid or procurement processes begin.
• Maintain a defined list of target accounts and regularly update account-specific pursuit strategies.
• Represent Congruex at relevant regional conferences, association meetings, customer events, and networking activities.

Opportunity Development and Conversion

• Lead early-stage customer conversations to understand business needs, project requirements, buying processes, and decision criteria.
• Coordinate with operations, estimating, engineering, commercial solutions, legal, and executive leadership to develop competitive and executable customer solutions.
• Facilitate customer introductions, discovery meetings, capability presentations, site visits, and proposal discussions.
• Support proposal development, pricing strategy, contract negotiations, and commercial approvals.
• Maintain ownership of each opportunity through qualification, proposal, negotiation, and award.
• Ensure an effective transition of newly acquired customers and awarded projects to the appropriate operational and account-management teams.

Pipeline and Performance Management

• Maintain accurate and timely prospect, contact, activity, opportunity, and forecast information in the CRM.
• Build and manage a healthy pipeline sufficiently to achieve regional new-logo and sales targets.
• Provide regular updates on target accounts, opportunity progression, competitive intelligence, risks, and expected awards.
• Track performance against defined business development objectives and adjust regional pursuit strategies as needed.
• Follow established sales governance, approval, and reporting processes.

Performance Measures

Success in this role will be measured primarily by:

• Number of qualified new logos acquired
• New sales bookings from new customers
• Qualified pipeline created
• Pipeline-to-award conversion rate
• Revenue and gross margin generated from newly acquired accounts
• Progression of target accounts through the sales funnel
• Accuracy and quality of CRM and forecast information
• Effectiveness of new-customer handoffs to operations and account management

Qualifications

• Five or more years of experience in business development, sales, construction, telecommunications, utilities, engineering, or a related industry.
• Demonstrated ability to develop new customer relationships and convert prospects into revenue-generating accounts.
• Strong knowledge of the assigned regional market and an established local network are highly preferred.
• Experience selling construction, engineering, infrastructure, or other project-based services is preferred.
• Ability to understand customer requirements and coordinate technical, operational, and commercial resources.
• Strong communication, relationship-building, presentation, and negotiation skills.
• Disciplined approach to account planning, pipeline management, and CRM utilization.
• Ability to operate independently while working effectively across multiple internal functions.
• Willingness to travel regularly throughout the assigned region.

Core Competencies

• New-business development
• Prospecting and relationship building
• Regional market knowledge
• Customer and opportunity qualification
• Consultative selling
• Commercial judgment
• Pipeline management
• Cross-functional coordination
• Negotiation and influence
• Accountability for results