Director of Business Development - McCarthy Building

Marketing/ Business Development—San Jose, CA / San Francisco, CA

McCarthy Building Companies, Inc. is America's premier, 100% employee-owned commercial construction company. With offices nationwide, we specialize in a wide range of project types that are as diverse and wide-ranging as the communities in which we build. Our innovative teams collaborate with clients and industry partners throughout the project life cycle, starting in the earliest stages of design, throughout construction and beyond project completion.

McCarthy’s reputation for tackling the toughest building challenges starts with our focus on developing high-performing individuals and teams through our award-winning training programs and a best-in-class Total Rewards benefits program, fostering a connected and inclusive culture aligned with our values of: Genuine. We, Not I. All In.

Position Summary:

Responsible for the development of the business/sales relationship with potential clients and allies. Accountable to meet or exceed sales targets in specific target market sectors. The main focus of this role is to identify, understand, qualify, track, and prioritize pursuit opportunities, assemble pursuit teams, develop market strategies, and lead McCarthy’s pursuit process.

Key Responsibilities:

1. Developing Business Development Plan
   • Develops annual business development plan for target market sectors that meet overall business goals and updates the plan regularly to reflect progress and market changes.
   • Works with senior management to integrate plan as part of the Region’s Business Plan.
   • Understands the strengths and vulnerabilities of major competitors and develops sales strategies to respond effectively.
2. Prospecting to Generate Leads
   • Establishes initial contact at owner level in potential customer organizations to identify expectations/needs and project opportunities.
   • Establishes and expands relationships within the target market sectors to stay informed of opportunities prior to becoming public knowledge.
   • Participates in trade shows and other client-related events.
   • Coordinates with internal leaders for market interface opportunities when appropriate.
   • Utilizes databases to record sales contacts and opportunities and to obtain and retain project and company information.
3. Leveraging and Teaming within McCarthy
   • Collaborates with other groups within the company to implement strategies to address business opportunities.
   • Ensures that Regional leadership team is involved at pivotal points and is aware of significant developments.
   • Communicates regularly with the pursuit team to keep them informed on significant developments and customer issues.
   • Participates in Business Development department meetings to share best practices and review performance against targets.
4. Managing and Forecasting Sales Pipeline
   • Qualifies potential opportunities early in the sales cycle and manages the pipeline to ensure timely pursuit across various stages.
   • Updates lead/contact management system to track progress.
   • Provides realistic sales forecasts to Regional Leadership and keeps them aware of significant changes or developments.
   • Reviews opportunities with manager to determine priority and decision on pursuit.
5. Positioning and Selling
   • Builds relationships at multiple levels of accounts and across all constituents.
   • Works as a strategic partner with manager relative to assigned market initiatives.
   • Prepares for each sales call, sets specific objectives, and allocates time to understand customer challenges.
   • Responds effectively to customer requests, resolves critical issues, and meets commitments timely.
   • Develops sales strategies for dealing with obstacles and customer objections.
   • Qualifies opportunities and prioritizes time based on understanding of McCarthy’s business requirements.
6. Presenting the McCarthy Solution
   • Manages the interview process and coaches the team to ensure client requirements are met.
   • Takes the lead on strategizing and developing RFQ and RFP responses and presentations.
   • Develops sufficient technical and business knowledge to present a compelling value proposition to prospects.

Qualifications:

• BA/BS degree and 10 years of experience within the construction industry.
• Specific experience in commercial construction within core market sectors.
• Solid knowledge of construction delivery methods.
• Demonstrated knowledge of the construction process.
• Track record of success in winning business in challenging markets.
• Ability to build and maintain trust-based relationships with existing clients.
• Strong relationships at the executive level within market sectors.
• Strong business acumen (financially and operationally).
• Clear understanding of design, construction, and acquisition processes within target markets.
• Proactive and execution-oriented in business development approach.
• Demonstrated collaborative team leadership and team-building characteristics.
• Ability to influence at senior levels in organizations.

McCarthy Building Companies is proud to be an equal opportunity and affirmative action employer regardless of race, color, gender, age, sexual orientation, gender identity, gender expression, religious beliefs, marital status, genetic information, national origin, disability, protected veteran status, or any other basis protected by federal, state, or local law.

For California Bay Area locations only, the salary range is $160,000 - 185,000. This does not include possible bonuses and other benefits which can impact total compensation. Compensation offered may vary based on location, experience, qualifications, specialty, training, and business considerations.