Business Development Director - Development 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.

The Southern California 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 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.

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 pipeline-driving 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.

• 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 healthcare, education, civic, and science & technology 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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