Business Development Manager (Richmond, VA)

Koontz Bryant Johnson Williams (KBJW) is seeking a Business Development Manager to join our team in our Richmond, VA office.

Named a 2023 Top Workplace by the Richmond Times-Dispatch, KBJW is a fun, family-oriented business, dedicated to the success of our employees, clients, and our communities. For more than 30 years, we have served as a leading engineering firm in the Mid-Atlantic Region. With our rapid growth and several strategic acquisitions there is an excellent opportunity to begin a fulfilling career at KBJW.

KBJW offers interesting projects, a friendly atmosphere, professional development, and a competitive benefits package. We are looking for employees who are willing to work hard, solve problems and help us grow.

Position Summary:

The Business Development Manager is responsible for developing and executing strategic growth initiatives across targeted service sectors to drive revenue generation and expand the firm's market presence. Reporting directly to the CEO, this role leads business development efforts through client relationship management, market strategy, and pursuit support.

Based in Richmond, Virginia, the Business Development Manager serves as a key external representative of the firm throughout the Commonwealth. This position works closely with firm leadership and sector leaders to strengthen market positioning, identify growth opportunities, and align business development activities with the company's long-term strategic goals.

This role requires regular travel throughout Virginia, with approximately 40% travel outside of the Richmond area expected.

Key Responsibilities:

Strategic Growth & Market Development:

• Partner with executive leadership to develop and execute business development strategies, growth plans, and revenue targets.
• Identify, pursue, and secure new business opportunities that align with company growth and profitability goals.
• Expand the firm's market presence across Virginia and targeted geographic regions by identifying new market sectors, client types, and service opportunities.
• Support strategic growth initiatives and work with senior leadership to provide input for future planning.

Client & Partner Relationship Management:

• Develop and maintain strong relationships with clients, architects, developers, contractors, municipalities, economic development authorities, and other strategic partners.
• Serve as a trusted advisor and primary external ambassador for the firm.
• Identify opportunities in the earliest planning stages and cultivate relationships that position the firm for future work.
• Leverage existing industry relationships and networking activities to generate new business opportunities and strengthen the company's market visibility.
• Develop and maintain teaming partner and subcontractor relationships to support pursuit and project success.

Business Development Operations & Pursuits:

• Collaborate with sector leaders and technical staff to align business development activities with firm capabilities and market demand.
• Support technical staff within a "doer-seller" environment by coaching relationship development and client engagement strategies.
• Track business development activities, client interactions, and pursuit efforts through the CRM system.
• Monitor and report on pipeline activity, opportunity tracking, and business development performance metrics.
• Partner with marketing team to strengthen company positioning through collateral, public relations, and strategic communications.
• Attend client meetings, industry conferences, networking events, and related functions to promote the firm and build relationships.

Additional Responsibilities:

• Manage the assigned business development budget and resources effectively.
• Perform other related duties as assigned.

Job Qualifications:

• Bachelor's degree in Business, Marketing, Engineering, or a related field preferred. Equivalent experience may be considered in lieu of a degree.
• Minimum of 5 years of business development experience within the architecture, engineering, and construction (A/E/C) industry.
• Strong understanding of the A/E/C industry, including market trends, client needs, and project delivery methods.
• Proven ability to build and maintain long-term client and partner relationships.
• Strong leadership, communication, presentation, and interpersonal skills.
• Experience working collaboratively with executive leadership and technical teams.
• Familiarity with CRM systems, proposal development, and opportunity tracking.
• Highly organized, self-motivated, strategic, and collaborative.

Accountabilities & Key Performance Indicators (KPI's):

Achievable performance metrics will be established annually with the CEO and tracked throughout the year. They will include the following objectives:

• Qualified business opportunities generated
• Growth of strategic client relationships
• Support of market and geographic expansion initiatives
• Pursuit win rates
• CRM utilization and reporting accuracy
• Revenue growth and pipeline development

Work Requirements:

• Position is based in Richmond, Virginia, with regular in-person engagement required.
• Ability to travel frequently throughout Virginia and the Mid-Atlantic region, including occasional overnight travel.
• Ability to attend offsite meetings, networking events, and conferences, including events outside normal business hours.
• Position may require extended periods of sitting, standing, walking, and occasional lifting of 10–30 pounds.

Why KBJW?

KBJW employees receive competitive compensation as well as the following benefits:

• Comprehensive group medical insurance including health, dental, vision and life.
• Paid vacation and sick time
• Short and long-term disability coverage
• 401K retirement
• Opportunity for professional growth and advancement
• Tuition reimbursement
• Flexible work hours
• Profit-sharing and bonuses

KBJW is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, disability, or protected Veteran status.

Reasonable accommodations will be made for persons with disabilities as defined by the ADA.