Director of Business Development | America

at  Populous

WHO WE ARE:

Populous has designed and delivered some of the world’s most memorable civic, sports and entertainment buildings, from iconic stadia to ground-breaking live music venues. Populous is where architects and designers of all kinds create moments bigger than ourselves. We’re a global specialized design firm with local roots in 11 cities across the Americas. Populous offers the best of both worlds: the resources and impact of the design giants and the tightly knit atmosphere and growth opportunities of smaller firms.

WHO WE ARE LOOKING FOR:

The Director of Business Development plays a pivotal role in driving strategic growth and expanding market presence for Populous. Responsible for developing and implementing comprehensive business development strategies, this role focuses on cultivating and nurturing client relationships, overseeing the Pursuits process, conducting market research, and fostering collaboration with Practice Leads. Key performance indicators include revenue growth, client acquisition, proposal success rate, market penetration, and client satisfaction. Managing a team of Business Development Specialists (Regional and Market specific) and collaborating cross-functionally with Practice Leads, the Director of Business Development ensures alignment between business development efforts and the specialized expertise within each practice area, ultimately driving the firm’s success in targeted markets.
Our preferred candidate will have prior experience in the AEC industry, and an interest in working in a dynamic global design environment with a diverse range of public assembly building types, including sports venues, convention centers, and transportation facilities.

REQUIREMENTS FOR SUCCESS:

• Revenue Growth: Measure the increase in revenue generated from new and existing clients in each of the markets across the firm.
• Client Acquisition: Track the number of new clients acquired and the value of new contracts secured.
• Proposal Success Rate: Monitor the success rate of RFP responses and direct selects, ensuring a high conversion rate.
• Market Penetration: Evaluate the firm’s market share and penetration in each of the served markets across the firm.
• Client Satisfaction: Measure client satisfaction through feedback surveys and reviews to ensure high levels of client retention and loyalty.
• Team Performance: Assess the performance of the business development team based on targets achieved, pipeline development, and collaborative efforts with Practice Leads.
• Systems: Microsoft Dynamics experience helpful, but not required.
• Communications: Excellent communication skills: verbal, technical writing, and creative writing as well as proofreading and editing.
• Independence: Ability to work independently, multi-task/manage multiple projects simultaneously and achieve successful results within project deadlines.
• Personality: Positive attitude, resourceful nature, and excellent problem-solving capabilities.

ESSENTIAL QUALIFICATIONS:

• A bachelor’s degree in architecture, business administration, marketing, or a related field is required, and a master’s degree or MBA is preferred.
• A strong background in AEC is essential to understand the intricacies of the industry, project requirements, and client needs.
• Proven experience in business development, preferably within the AEC industry, with a track record of successfully identifying and securing new business opportunities.
• Ability to think strategically and develop comprehensive business development strategies aligned with the firm’s goals and market trends.
• Excellent interpersonal and communication skills, with the ability to cultivate and maintain relationships with clients at all levels.
• Experience in managing the RFP process, including proposal writing, reviewing, and submission, with a focus on delivering high-quality and compelling proposals.
• Strong analytical skills and experience conducting market research to identify emerging trends, competitor strategies, and potential business opportunities.
• Proven leadership skills with the ability to lead and motivate a team of business development professionals, fostering a collaborative and high-performance culture.
• Strong networking skills and established connections within the architecture industry, including with potential clients, industry organizations, and key stakeholders.
• Exceptional communication and presentation skills.
• Detail-oriented with a strong focus on accuracy.

Please refer the Job description for details