Director of Business Development

Job description

BRPH is a technically focused, creative architecture, engineering, and construction company with over six decades of expertise in helping mission-driven clients in the aerospace, defense, manufacturing, commercial, education, entertainment, hospitality, and federal markets identify gaps in their program delivery and develop innovative solutions to their most challenging problems across the U.S. and around the world. Consistently ranked among the nation’s top firms, we take pride in solving complex challenges with forward-thinking solutions. **About Orlando:** Located in the heart of Orlando’s Baldwin Park district, BRPH’s Orlando office is a dynamic regional hub supporting some of our most innovative work across education, entertainment, hospitality, and commercial markets. Our Orlando team brings together architects, engineers, designers, and project specialists in a highly collaborative environment that values creativity, technical excellence, and client service. **About Melbourne:** Our headquarters is located in Melbourne, Florida, a vibrant city on the Space Coast where high-tech innovation meets coastal living. Here, you’ll work on dynamic, impactful projects while enjoying front-row views of rocket launches from our rooftop and quick access to some of Florida’s most beautiful beaches. Just an hour from world-class attractions like Disney World and Universal Studios, Melbourne offers the perfect balance of career growth, family life, and fun, all in a warm subtropical climate with a relaxed, suburban feel. **Overview** The Director of Business Development leads the operating discipline and client-development activity behind BRPH's Architecture & Engineering growth. This leader translates strategy into focused account plans, a qualified multi-year pipeline, reliable forecasts, coordinated pursuits, and measurable sales results while leading the A/E business development team across markets, regions, and technical disciplines. **What You Will Lead:** **Growth Strategy and Sales Leadership** - Translate BRPH's strategic and annual business plans into clear market, account, pipeline, and sales priorities for the A/E organization. - Establish aligned individual and team sales goals, performance expectations, and growth budgets in partnership with A/E President and business-unit leaders. - Identify and evaluate priority markets, clients, geographies, and growth initiatives; recommend investment or corrective action based on evidence. **Client, Account, and Market Development** - Build and sustain relationships with client executives, teaming partners, and industry influencers; maintain an active presence in relevant professional and community organizations. - Guide strategic client account plans and equip business development team, business-unit leaders, and project executives to expand existing accounts, develop new clients, and advance priority opportunities. - Provide operational governance for the Client Account Plan (CAMP) program and maintain the list of accounts requiring formal CAMPs, collaborate with capture team for reporting schedules and action-tracking expectations. **Integration with Construction Services** - Identify shared AE-CS opportunities and establish consistent cross-company reporting and classification. - Support and collaborate on integrated account plans and track Integrated Services opportunities - Collaboration with CS Business Development and AE BUL team to support joint conferences, events, and industry organizations. - Make One BRPH measurable through pipeline, account, and cross-company sales reporting. **Pipeline, CRM, and Performance** - Lead the A/E business development operating process from opportunity identification and qualification and support team sales through capture, pursuit, award. - Serve as the A/E business owner for CRM data quality and adoption, including opportunity stages, ownership, probability, timing, required information, and update cadence. - Maintain pipeline, coverage, funnel, forecast, and growth scorecards; provide decision-ready insight on performance against plan and surface gaps and risks early enough for leadership action. **Pursuits, Integration, and Team Leadership** - Partner with Pursuits & Capture leadership (BUL, PX, PM, Marketing) to apply disciplined qualification and go/no-go decisions, align capture assessments with pipeline forecasts, and improve outcomes through win/loss lessons. When appropriate, assist pursuit and capture leadership team with identification of project teaming partners and subconsultants - Coordinate with Marketing & Communications and coordinate A/E and Construction Services opportunity activity so resources, ownership, client engagement, and handoffs align with priority growth objectives. - Lead, coach, and hold the business development team accountable for client activity, opportunity identification and advancement, collaboration, and results while minimizing unnecessary administrative burden. **Measures of Success** - Achievement of annual sales and year-over-year growth goals. - Healthy multi-year pipeline coverage, opportunity velocity, conversion, win rates, and forecast reliability. - Growth in strategic accounts, new clients, priority markets, and cross-company opportunities supported by accurate CRM data. - Support and foster a focused, accountable team that spends more time with clients and advances the firm's highest-priority opportunities. **Qualifications** - Bachelor's degree in business, marketing, architecture, engineering, construction, or a related field; an advanced degree is a plus. - Ten or more years of progressive business development, sales, client account, or growth leadership experience, preferably in architecture, engineering, construction, or professional services. - Demonstrated success building executive client relationships, developing new markets, expanding strategic accounts, and converting opportunities into revenue. - Strong knowledge of professional-services business development, qualification, capture, proposal and presentation practices, including public-sector selection requirements where applicable. - Experience leading and developing teams and influencing senior leaders across a matrixed organization. - Proficiency with CRM platforms and pipeline reporting (Deltek Vantagepoint preferred), combined with executive-level communication, facilitation, analytical, and presentation skills. **Physical Requirements** - The work is semi-sedentary work and requires the ability to lift up to 20 pounds. - Manual dexterity, hearing, mental acuity, typing, reaching, repetitive motion, speaking, talking, and visual acuity. - Ability to navigate and move around the construction site, which may involve walking, climbing ladders, and standing for extended periods on uneven surfaces. - Ability to operate a motor vehicle. - Ability to stand and sit for periods longer than 30 minutes but not to exceed two hours consecutively. - Ability to control behavior when encountering stressful situations or short deadlines and to maintain a high level of concentration. - Ability to print and draw letters, numbers, words, characters, and symbols that are legible and understood by others. - Ability to learn complex tasks and remember how to complete tasks without assistance once trained. - Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This job description may be changed to include new responsibilities and tasks or change existing ones as management deems necessary. *EOE, including Disability/Vets*