Regional Business Development Director - Infrastructure Solutions

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.

Help make BKF #1 in the West. The Regional Business Development Director is an external-facing growth leader responsible for building and converting a qualified regional pipeline-driving opportunity creation, pursuit leadership, and client relationship development in alignment with the Division's strategic goals. The role reports to the Vice President of Business Development -Infrastructure Solutions (water, transportation, energy, etc.) and partners closely with regional operations 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

Client Account Leadership

• Identify, prioritize, build and deepen relationships with top regional clients.
• Lead account strategies to grow designated key, emerging, and core clients to 40% of business.
• Strengthen client experience through consistent engagement and follow-through.

Market & Brand Leadership (External-Facing Presence)

• Represent the firm at regional industry events and cultivate strategic partnerships.
• Actively in and uses industry organizations to develop and maintain alliances with clients.
• Elevate brand visibility and identify new market opportunities

Regional Growth & Revenue Outcomes

• Own regional bookings, win rate, and pipeline health targets aligned to divisional goals.
• Translate divisional strategy into a regional business development plan (markets, clients, pursuits, positioning).
• Build and maintain a weighted pipeline through relationships, market intel, and partner networks.

Pursuit Leadership ("Pursuit to Win")

• Lead major pursuits in the region, including go/no-go, win strategy development, teaming, proposal strategy coordination, interviews, and negotiation support.
• Navigate traditional and alternative procurement and delivery methods.

Cross Functional Alignment

• Identify and coordinate cross-selling opportunities across service lines and geographies.
• Partner with seller-doers, operations, market, and client leaders to align messaging, client action plans, engagement, and pursuit strategy.

CRM and Data-Driven BD Discipline

• Ensure accurate CRM capture of all BD activities, client touchpoints, and pursuit stages.
• Use CRM and market/budget intelligence to guide prioritization, forecasting, and strategy adjustments.

Leadership, Coaching, and Influence

• Coachseller-doers and supports pursuit teams.
• Provide clear, upward reporting, to the VP, on pipeline, key pursuits, risks, and required executive support.

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.

Help make BKF #1 in the West. The Regional Business Development Director is an external-facing growth leader responsible for building and converting a qualified regional pipeline-driving opportunity creation, pursuit leadership, and client relationship development in alignment with the Division's strategic goals. The role reports to the Vice President of Business Development -Infrastructure Solutions (water, transportation, energy, etc.) and partners closely with regional operations 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

Client Account Leadership

• Identify, prioritize, build and deepen relationships with top regional clients.
• Lead account strategies to grow designated key, emerging, and core clients to 40% of business.
• Strengthen client experience through consistent engagement and follow-through.

Market & Brand Leadership (External-Facing Presence)

• Represent the firm at regional industry events and cultivate strategic partnerships.
• Actively in and uses industry organizations to develop and maintain alliances with clients.
• Elevate brand visibility and identify new market opportunities

Regional Growth & Revenue Outcomes

• Own regional bookings, win rate, and pipeline health targets aligned to divisional goals.
• Translate divisional strategy into a regional business development plan (markets, clients, pursuits, positioning).
• Build and maintain a weighted pipeline through relationships, market intel, and partner networks.

Pursuit Leadership ("Pursuit to Win")

• Lead major pursuits in the region, including go/no-go, win strategy development, teaming, proposal strategy coordination, interviews, and negotiation support.
• Navigate traditional and alternative procurement and delivery methods.

Cross Functional Alignment

• Identify and coordinate cross-selling opportunities across service lines and geographies.
• Partner with seller-doers, operations, market, and client leaders to align messaging, client action plans, engagement, and pursuit strategy.

CRM and Data-Driven BD Discipline

• Ensure accurate CRM capture of all BD activities, client touchpoints, and pursuit stages.
• Use CRM and market/budget intelligence to guide prioritization, forecasting, and strategy adjustments.

Leadership, Coaching, and Influence

• Coachseller-doers and supports pursuit teams.
• Provide clear, upward reporting, to the VP, on pipeline, key pursuits, risks, and required executive support.

• Bachelor's degree in Business Administration, Marketing, Communications, Journalism, or a related field
• Minimum of 10+ years of relevant experience within an A/E/C firm
• Proven track record of successful business development leadership and client relationship management
• Strong client relationships with architects, contractors, and owners in water, transportation, energy, and other related markets.
• Experience working in a fast-paced, deadline-driven environment
• Exceptional interpersonal, organizational, written, and verbal communication skills
• Strong organizational skills with high attention to detail
• Ability to manage multiple priorities and deadlines in a dynamic environment
• Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)
• Proficiency in Adobe Creative Suite (InDesign, Photoshop, Illustrator)
• Active participation and/or leadership in industry organizations
• Experience with Deltek VantagePoint (preferred)
• Experience with Client Experience (CX) strategies or programs (preferred)
• Ability to travel periodically and attend after-hours client events
• Ability to travel within the Southern California region, primarily based in Orange County with travel to Los Angeles, Inland Empire, and San Diego

Physical Demands: Must be able to regularly talk, hear and operate a computer, keyboard and mouse and occasionally lift, pull/push and carry up to 20 pounds with accommodations.

Work Conditions: Exposure to constant or intermittent sounds at a low or moderate level consistent with an office setting. Exposure to high-stress, fast-paced, deadline-oriented environment. Travel to other BKF locations and client sites may be required.

• The typical base salary range for this position is $140,000 - $195,000, annualized depending upon skills, experience, education, and geographical location. This is a salary position paid biweekly.
• Competitive salaries, profit sharing, and 401k.
• Generous paid time off packages.
• 9 Paid Holidays.
• Flexible schedules.
• Education reimbursement, paid annual dues for professional and societal organizations.
• BKF offers competitive and award-winning benefits and perks. To learn more click here.

BKF provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

BKF does not accept unsolicited resumes from recruiters or employment agencies. In the event a recruiter or agency submits a resume or candidate without a previously signed agreement and a specific solicitation for the position or other approved engagement request for the position with BKF, BKF reserves the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency. Any unsolicited submittals are done at the risk of the recruiter.

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