Director of Business Development

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.

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.

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

THE ROLE

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.

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

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.

WHAT YOU’LL DO

Build the market and pipeline

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

Qualify and shape opportunities

• Assess opportunities based on strategic fit, commercial potential, competitive position, technical complexity and delivery risk .
• 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 .
• Understand client drivers and develop clear positioning and win strategies.
• Engage early with clients and design teams to help shape scope, budget and delivery approach.

Bring commercial & technical credibility

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

Turn pursuits into wins

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

Own the pipeline through handover

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

WHAT YOU BRING

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

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.