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ARCO Design/Build · 1 day ago

Director of Business Development, Higher Education

Columbia, MD

Full-time

Onsite

Director/Executive

10+ years exp

ARCO Design/Build is a leading design-build company with over 30 years of experience in the industry. They are seeking a dynamic and visionary Director of Business Development to drive growth and cultivate client relationships within the Higher Education sector on a national scale.

ManufacturingProduct Design

Responsibilities

Market Expansion: Identify and evaluate new business opportunities within the Higher Education sector, leveraging market trends like automation, material handling, and sustainable practices

Strategic Partnerships: Cultivate relationships with key stakeholders, including alumni, faculty, and University/Collegiate specific construction departments, to drive collaborative growth

Sales Leadership: Develop and execute creative sales strategies to meet revenue goals, including overseeing proposals, contracts, and negotiations

Team Collaboration: Work closely with internal project manager teams to align business development strategies with our design-build capabilities and project execution goals

Teaching Skills: Understand our customer's business and be able to teach for differentiation, offering perspectives the customer hasn't considered. Manage and create a Higher Education Business Development plan for specific Universities/Colleges that currently align with ARCO's design/build implementation

Tailoring Abilities: Tailor your messaging to resonate with individual customer needs, addressing their specific pain points and value drivers

Taking Control: Lead conversations, discussing sensitive topics like pricing, and creating constructive tension to push customers towards new ways of thinking

Critical Thinking and Research: Evaluate customer needs, identify economic drivers, and craft compelling solutions

Communication Skills: Display clear, assertive, and respectful communication to steering conversations and convince customers while maintaining professionalism

Resiliance and Courage: Debate ideas, pushing customers out of their comfort zones, and maintaining control of complex sales processes involving multiple stakeholders

Qualification

Business DevelopmentStrategic PartnershipsCRM ToolsProject ManagementData AnalysisPresentation SoftwareResilienceLeadership SkillsNegotiation SkillsCommunication SkillsCritical Thinking

Required

Bachelor's degree in Business Administration, Construction Management, Engineering, Supply Chain or related field

Over 10 years of extensive experience in business development and project management within the AEC industry, specifically focused on the Higher Education Sector

Proven ability to identify opportunities, build strategic partnerships, and execute growth strategies

Demonstrated history of successfully securing and managing transformative, large-scale projects

Exceptional leadership, negotiation, and relationship-building skills

Ability to analyze market trends and translate insights into actionable strategies

Proficiency in CRM tools (e.g., Salesforce), data analysis, and presentation software like Excel and Powerpoint