Business Development Director

Role Summary

The Business Development Director leads the execution of the strategic plan for market growth within an assigned region, geography, or sector. The role is accountable for converting market intelligence and client relationships into opportunities that fit within the market’s strategic plan. The Business Development Director, with the support of the marketing team and the appropriate operations staff, leads the team’s efforts to convert opportunities into successful pursuit outcomes.

Core Responsibilities

• Develop and execute regional and sector specific business development strategies, annual tactical plans, and opportunity growth initiatives in partnership with the Group Business Development Director, Regional Manager, and Operations leadership.
• Lead client, partner, and market-development efforts by building relationships with owners, design engineers, OEMs, equipment vendors, construction partners, and strategic teaming partners. Represent Sundt at targeted industry events, client meetings, and outreach activities, and engage appropriate Sundt team members to maintain an active presence. These events, meetings, and outreach activities may occasionally occur outside traditional working hours.
• Direct market intelligence and opportunity qualification, including client capital-improvement programs, procurement practices, organizational structures, decision makers, project drivers, anticipated delivery methods, contract considerations, competitive conditions, and pre-positioning needs.
• Own opportunity management from lead identification through qualification, prioritization, opportunity approval, and pursuit progression; prepare opportunity overviews  and Go/No-Go discussions.
• Attend board meetings, as required, to gather competitive market intelligence and/or further develop the Sundt brand.
• Create, maintain, and execute Capture Plans for priority opportunities; ensure the plan defines client strategy, win themes, responsibilities, milestones, risks, decision rights, and required pursuit actions.
• Identify the Pursuit Lead early in the pre-win phase and establish clear proposal-development roles, review protocols, decision authority, and escalation paths.
• Lead complex pursuit strategy and execution, including positioning, differentiators, value propositions, storyboarding, proposal strategy, final review, compliant submissions, interview preparation, and interview coaching.
• Coordinate pursuit readiness with internal partners, including registration and licensing, solicitation and contract review, owner RFIs, bond/insurance requests, risk reviews, staffing concepts, and required Go/No-Go documentation.
• Lead the regional BD operating cadence, including coordination meetings, Capture Plan reviews, client-development discussions, and participation in enterprise BD meetings.
• Ensure accurate CRM, opportunity forecasting, market intelligence, and competitive intelligence; use those tools to guide growth decisions and share relevant opportunities across regions and business groups.
• Lead regional marketing and branding efforts with Marketing, Operations, and Preconstruction to improve market visibility, strengthen client engagement, and communicate Sundt’s market differentiators.
• Mentor BD Managers and Coordinators, setting performance expectations and developing team capability.
• Ensure client feedback, debriefs, and lessons learned are captured after each pursuit and at appropriate project milestones; communicate actionable feedback to Operations and incorporate insights into future capture efforts.

Minimum Job Requirements

• 10-15 years’ experience in business development/marketing in a construction related industry, with experience leading similar competitive qualification-based pursuits or in the procurement of projects, and 
• A bachelor’s degree in Engineering, Marketing, Construction Management, Urban Planning, Business, or a related field; 
• Specific experience in construction industry within Sundt’s core market sectors
• Strong leadership and strategic planning skills
• Extensive knowledge of construction industry markets and delivery methods
• Track record of success in past roles
• Strong business acumen both financially and operationally
• Clear understanding of primary industry delivery models
• Proactive and execution-oriented in approach to business development
• Demonstrated collaborative team leadership and team building characteristics
• Ability to influence up to senior levels in the organization to include peers, customers, partners and within and outside the organization
• Excellent communication skills to include strong listening skills
• Proficient use of all Microsoft Office Suite programs

The Business Development Director owns the regional market-facing BD process and pursuit coordination. The Director is accountable for generating a qualified funnel/pipeline of opportunities, effective capture plans, disciplined CRM data, strategic client and partner relationships, and coordinated pursuit execution. The BD Director may delegate research, recordkeeping, logistics, and administrative coordination, but remains accountable for the quality and strategic use of the information.

Typical experience: 10+ years’ experience with collaborative delivery, water/wastewater engineering and/or construction projects with basic understanding of water/wastewater treatment processes, proven and emerging technologies, and systems.