Business Development Director - Development Solutions

Southern California Business Development Director

BKF is a multi-service infrastructure consulting firm providing civil engineering, construction management, environmental, planning, and surveying services across California, the Pacific Northwest, and beyond. With offices throughout California and the Portland area, BKF has served transportation, water resources, land development, government, and federal clients for over 110 years.

At BKF, you'll find a unique opportunity to grow your career with intention. Our culture values professional autonomy, innovation, and meaningful collaboration across offices. We are proud to be recognized with the Great Place to Work certification for the second year in a row.

The Southern California Business Development Director is an external-facing growth leader responsible for building and converting a qualified regional pipelinedriving opportunity creation, pursuit leadership, and client relationship development in alignment with the Development Solutions Division's strategic goals. The role reports directly to the Vice President of Business Development Development Solutions and partners closely with regional technical leaders, seller-doers, marketing, and key client leaders to execute client plans, strengthen market presence, and deliver on bookings, win rate, and pipeline health targets.

Responsibilities

• Build and maintain strong relationships with division clients, increasing share-of-wallet and repeat business across key markets such as healthcare, education, civic, and science & technology.
• Expand priority and emerging client accounts through strategic planning, regular touchpoints, and opportunity identification.
• Represent the firm externally through industry events, networking, and strategic partnerships to enhance market presence and generate new opportunities.
• Collaborate with seller-doers, client leaders, marketing, and operations teams to align messaging, client strategies, and engagement approaches across regions and service lines.
• Identify and drive cross-selling opportunities across business lines and geographies to maximize revenue potential.
• Develop and execute regional business development plans aligned with divisional strategy, including target markets, clients, and pursuit strategies.
• Build and maintain a strong, qualified pipeline of opportunities through proactive relationship management, market intelligence, and partner networks.
• Lead and support major pursuits from early-stage opportunity through award, including go/no-go decisions, win strategies, teaming, proposal development, interviews, and negotiations.
• Track and manage all business development activities within the CRM system, using data and insights to guide forecasting, prioritization, and strategic decisions.
• Monitor and deliver on regional revenue goals, including bookings, win rates, and pipeline health metrics.
• Provide coaching and guidance to seller-doers and pursuit teams to strengthen overall business development effectiveness.
• Report regularly to leadership on pipeline status, key pursuits, client risks, and emerging opportunities while developing and managing regional BD budgets.