Director of Business Development

Job Description

For 75 years, Design & Production Inc. (D&P) has turned bold ideas into world-class museum and cultural experiences. Our work includes projects such as the National Museum of the United States Army and the National Center for Civil and Human Rights , with roots stretching back to the landmark Treasures of Tutankhamen exhibition.

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Today, as part of Museum Studio , D&P combines technical development, specialist fabrication, integration, installation and project delivery — backed by an international network of cultural, design and production expertise.

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We are looking for a senior Business Development Director to help build the next generation of D&P projects across the U.S.

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THE ROLE

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Reporting to the VP Business Development & Marketing , you will get D&P into the right conversations early, build relationships with the people shaping major projects and turn market intelligence into a strong, qualified pipeline.

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You will follow opportunities from early engagement through pursuit, proposal, negotiation and award , working closely with Estimating, Project Management, Production and leadership.

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You need to be equally comfortable building a relationship with a museum leader, discussing a project with an architect or exhibit designer, and sitting down with our estimators and project teams to understand scope, budget, schedule and risk.

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WHAT YOU’LL DO

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Build the market and pipeline

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• Identify, develop and convert major opportunities across the museum, cultural, exhibition and experiential sectors .
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• Build senior relationships with museum clients, architects, exhibit designers, consultants, construction managers, general contractors and industry partners .
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• Develop priority accounts and opportunities before formal RFPs hit the market .
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• Maintain strong intelligence on upcoming projects, funding, design teams, procurement strategies, schedules and competition.
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• Leverage the wider Museum Studio network to create opportunities where relevant.
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Qualify and shape opportunities

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• Assess opportunities based on strategic fit, commercial potential, competitive position, technical complexity and delivery risk .
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• Work with the local VP Business Development & the Group Director of business development in Paris and leadership on bid/no-bid decisions and pursuit strategy .
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• Understand client drivers and develop clear positioning and win strategies.
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• Engage early with clients and design teams to help shape scope, budget and delivery approach.
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Bring commercial & technical credibility

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• Understand drawings, specifications and design information sufficiently to identify scope, complexity, interfaces and key project risks .
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• Partner closely with Estimating, Project Management and Production to develop competitive and deliverable solutions.
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• Understand the implications of fabrication, specialist subcontracting, logistics, installation, schedule and incomplete design information .
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• Identify opportunities for value engineering and design-assist while protecting design intent and D&P’s commercial position.
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Turn pursuits into wins

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• Lead the strategic response to major RFPs, RFQs, tenders and negotiated opportunities .
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• Bring the right internal teams together around a clear proposal and win strategy.
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• Develop compelling client presentations and narratives.
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• Lead or participate in client interviews, pitches and commercial discussions .
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• Support negotiations around scope, price, schedule and key commercial terms.
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• Ensure commitments made during the pursuit are realistic, understood and deliverable.
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Own the pipeline through handover

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• Maintain a disciplined and credible pipeline and revenue forecast .
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• Track opportunities, conversion, secured revenue and key account development through the CRM.
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• Ensure a strong handover from Business Development into project delivery.
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• Maintain senior client relationships and identify repeat business and additional opportunities .
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WHAT YOU BRING

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• 10+ years of relevant experience , with significant Business Development experience in complex project environments.
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• Strong exposure to museums, exhibitions, cultural projects, experiential environments, specialist construction, custom fabrication, architectural interiors or related sectors .
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• A demonstrated ability to originate, develop and secure significant project opportunities .
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• Strong relationships within the U.S. museum, design, cultural or specialist-construction ecosystem.
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• Understanding of how complex projects move from concept and design through pricing, procurement, fabrication, installation and delivery .
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• Ability to understand architectural and technical drawings and specifications.
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• Experience with RFP/RFQ processes, competitive tenders and negotiated opportunities .
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• Strong commercial judgment and confidence discussing scope, schedule, pricing and project risk.
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• Excellent client-facing, presentation, negotiation and communication skills.
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You’ll work alongside an experienced VP of Business Development and D&P’s leadership and project teams to help bring the company’s next generation of landmark cultural projects through the door.

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