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National Director of Business Development Operations
ABOUT YOU:
As our growth has outpaced our systems, we are creating a new role to standardize and scale how business development operates across the organization.
The National Director of Business Development Operations is a senior, non-selling leadership role responsible for building the operating system behind business development.
This role sits between BD Executives and all other BDs; and owns processes, procedures, performance, technology, and execution across the entire BD lifecycle.
WHAT WE CAN OFFER YOU:
We are a national design/build construction company delivering complex commercial and industrial facilities across many product types (i.e.: distribution, cold storage, food & beverage, manufacturing, life sciences, multifamily, sports, data, etc.) with an average deal size of $15–25M per project, with many projects $100M+, and up to $1B.
As our growth has outpaced our systems, we are creating a new role to standardize and scale how business development operates across the organization.
The National Director of Business Development Operations is a senior, non-selling leadership role responsible for building the operating system behind business development.
This role sits between BD Executives and all other BDs; and owns processes, procedures, performance, technology, and execution across the entire BD lifecycle.
At ARCO, we are committed to taking care of our greatest asset – our team. ARCO’s best-in-class benefits and superior compensation are what set us apart from the competition and continue to attract top industry talent.
- Industry-leading performance-based bonus program
- Employee Stock Ownership Plan (ESOP)
- Traditional and Roth 401k
- Tuition reimbursement for associates
- Scholarship for associates’ children up to $28,000 per child
- 1-month paid sabbatical after every five years of employment, plus $5,000 for travel
- 1-week paid volunteer leave each year
- 100% charitable match
- Medical, dental, and vision insurance coverage
- 100% paid 10-week maternity leave
Primary Objectives of the Role
- Establish a consistent national BD operating model
- Create clear KPIs, dashboards, and performance standards
- Drive CRM (Pipedrive) discipline and data integrity
- Build repeatable qualification and go/no-go processes
- Professionalize training, SOPs, and BD onboarding
- Provide executives with reliable pipeline visibility and forecasting
Business Development Strategy & Governance
- Translate growth objectives into measurable BD operating standards
- Define, document, and maintain the national BD process
- Establish standardized go/no-go decision frameworks
- Align pursuit strategy with company risk profile and capacity
KPIs, Analytics & Performance Management
- Define BD KPIs across activity, pipeline health, win rates, & forecasting accuracy
- Own dashboard development for BDMs, BD leadership, and executives
- Lead structured pipeline and forecast review cadences
- Ensure data-driven decision making, not anecdotal reporting
CRM Ownership (Pipedrive)
- Own CRM structure, rules, required fields, and stage definitions
- Ensure consistent pipeline structure across regions
- Drive adoption and hygiene without administrative burden
- Partner with IT or vendors on CRM enhancements
BD Enablement, Training & SOPs
- Build and maintain a comprehensive Business Development Playbook
- Create SOPs for qualification, pursuits, handoff, and forecasting
- Design onboarding and ongoing training programs
- Capture and scale best practices nationally
Cross-Functional Alignment
- Align BD with preconstruction, estimating, operations, and finance
- Improve handoffs from BD to precon and execution
- Ensure early risk identification and leadership engagement
- 10+ years in BD Operations, Commercial Operations, or Revenue Operations
- Experience in design/build, EPC, or complex construction preferred
- Demonstrated success building scalable BD systems
- Strong CRM expertise (Pipedrive)
- Strong skills in other tools: ZoomInfo, CoStar, REM, LinkedIn Navigator, AI, etc.
- Leadership presence and strong change-management skills
EOE, including disability/vets
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