Director of Business Development

Role Description

The Business Development Manager functions as a Player-Coach, combining individual sales production with leadership of the broader business development team. The role generates new business, nurtures client relationships, manages bid and proposal processes, and identifies strategic partnerships to support Kapella Group's growth goals.

This position is accountable both for personal production targets and for the combined output and development of the business development team. Success is measured by personal revenue, team production, pipeline quality, margin discipline, and client satisfaction.

Deliverables

1. Personal Revenue — Secure first-year personal revenue of $7M–$8M, growing toward the $10M target and $15M stretch in subsequent years, aligned with company margin goals.
2. Team Production — Achieve combined team production of $20M–$25M+ as the team is developed and scaled.
3. Pipeline — Maintain qualified pipeline coverage of approximately 4–5× the sales goal (personal, and team as it develops), with a 20%+ close ratio.
4. Opportunity Generation — Generate a minimum of 2 qualified opportunities per week.
5. CRM & Relationships — Ensure 100% CRM accuracy and develop strong relationships with current and prospective clients.

Accountabilities

1. New Business Acquisition

• Conduct outreach to potential clients via calls, emails, and visits.
• Attend networking events and industry expos to generate leads.
• Present compelling proposals and close new business aligned with company margin goals.
• Use CRM tools to manage the sales pipeline and track lead status.
• Meet or exceed quarterly and annual sales targets.

2. Client Relationship Management

• Ensure clients receive consistent communication and support through sales and preconstruction.
• Maintain handoff integrity between sales and production, and manage the sales-to-production transition.
• Collect and report on client satisfaction throughout and after the project.
• Conduct post-project audits and schedule appreciation or feedback activities.

3. Team Leadership & Development

• Establish a weekly business development operating rhythm and pipeline-review cadence.
• Set measurable KPIs for BD personnel and hold the team accountable to them.
• Coach, mentor, and develop team members; support recruiting and onboarding.
• Enforce pursuit-qualification standards so the team pursues winnable, profitable work.
• Lead by example through consistent personal production.

4. Market & Competitor Analysis

• Track trends, regulations, and economic factors affecting the construction industry.
• Analyze competitor positioning and propose differentiators; identify emerging technologies and materials.
• Prepare quarterly market reports and SWOT analyses; monitor and respond to RFPs and RFQs.

5. Partnership Development

• Build strategic relationships with subcontractors, vendors, and partners.
• Evaluate joint-venture opportunities and formalize them through agreements.
• Leverage partnerships for marketing and bid advantages; maintain a nurtured contact list of collaborators.

6. Bid & Proposal Management

• Lead coordination of proposal development with estimating and operations.
• Ensure compliance with RFP requirements and internal standards.
• Oversee accurate pricing, scope alignment, and timely bid submissions.
• Present bids professionally and follow up on revisions or clarifications.
• Ensure contracts are executed, distributed, and properly archived.