Director of Business Development

About Orlando:

Located in the heart of Orlando’s Baldwin Park district, BRPH’s Orlando office is a dynamic regional hub supporting some of our most innovative work across education, entertainment, hospitality, and commercial markets. Our Orlando team brings together architects, engineers, designers, and project specialists in a highly collaborative environment that values creativity, technical excellence, and client service.

About Melbourne:

Our headquarters is located in Melbourne, Florida, a vibrant city on the Space Coast where high-tech innovation meets coastal living. Here, you’ll work on dynamic, impactful projects while enjoying front-row views of rocket launches from our rooftop and quick access to some of Florida’s most beautiful beaches. Just an hour from world-class attractions like Disney World and Universal Studios, Melbourne offers the perfect balance of career growth, family life, and fun, all in a warm subtropical climate with a relaxed, suburban feel.

Overview

The Director of Business Development leads the operating discipline and client-development activity behind BRPH's Architecture & Engineering growth. This leader translates strategy into focused account plans, a qualified multi-year pipeline, reliable forecasts, coordinated pursuits, and measurable sales results while leading the A/E business development team across markets, regions, and technical disciplines.

What You Will Lead:

Growth Strategy and Sales Leadership

• Translate BRPH's strategic and annual business plans into clear market, account, pipeline, and sales priorities for the A/E organization.
• Establish aligned individual and team sales goals, performance expectations, and growth budgets in partnership with A/E President and business-unit leaders.
• Identify and evaluate priority markets, clients, geographies, and growth initiatives; recommend investment or corrective action based on evidence.
  
  

Client, Account, and Market Development

• Build and sustain relationships with client executives, teaming partners, and industry influencers; maintain an active presence in relevant professional and community organizations.
• Guide strategic client account plans and equip business development team, business-unit leaders, and project executives to expand existing accounts, develop new clients, and advance priority opportunities.
• Provide operational governance for the Client Account Plan (CAMP) program and maintain the list of accounts requiring formal CAMPs, collaborate with capture team for reporting schedules and action-tracking expectations.

Integration with Construction Services

• Identify shared AE-CS opportunities and establish consistent cross-company reporting and classification.
• Support and collaborate on integrated account plans and track Integrated Services opportunities
• Collaboration with CS Business Development and AE BUL team to support joint conferences, events, and industry organizations.
• Make One BRPH measurable through pipeline, account, and cross-company sales reporting.

Pipeline, CRM, and Performance

• Lead the A/E business development operating process from opportunity identification and qualification and support team sales through capture, pursuit, award.
• Serve as the A/E business owner for CRM data quality and adoption, including opportunity stages, ownership, probability, timing, required information, and update cadence.
• Maintain pipeline, coverage, funnel, forecast, and growth scorecards; provide decision-ready insight on performance against plan and surface gaps and risks early enough for leadership action.

Pursuits, Integration, and Team Leadership

• Partner with Pursuits & Capture leadership (BUL, PX, PM, Marketing) to apply disciplined qualification and go/no-go decisions, align capture assessments with pipeline forecasts, and improve outcomes through win/loss lessons. When appropriate, assist pursuit and capture leadership team with identification of project teaming partners and subconsultants
• Coordinate with Marketing & Communications and coordinate A/E and Construction Services opportunity activity so resources, ownership, client engagement, and handoffs align with priority growth objectives.
• Lead, coach, and hold the business development team accountable for client activity, opportunity identification and advancement, collaboration, and results while minimizing unnecessary administrative burden.

Measures of Success

• Achievement of annual sales and year-over-year growth goals.
• Healthy multi-year pipeline coverage, opportunity velocity, conversion, win rates, and forecast reliability.
• Growth in strategic accounts, new clients, priority markets, and cross-company opportunities supported by accurate CRM data.
• Support and foster a focused, accountable team that spends more time with clients and advances the firm's highest-priority opportunities.

Qualifications

• Bachelor's degree in business, marketing, architecture, engineering, construction, or a related field; an advanced degree is a plus.
• Ten or more years of progressive business development, sales, client account, or growth leadership experience, preferably in architecture, engineering, construction, or professional services.
• Demonstrated success building executive client relationships, developing new markets, expanding strategic accounts, and converting opportunities into revenue.
• Strong knowledge of professional-services business development, qualification, capture, proposal and presentation practices, including public-sector selection requirements where applicable.
• Experience leading and developing teams and influencing senior leaders across a matrixed organization.
• Proficiency with CRM platforms and pipeline reporting (Deltek Vantagepoint preferred), combined with executive-level communication, facilitation, analytical, and presentation skills.
  
  

Physical Requirements

• The work is semi-sedentary work and requires the ability to lift up to 20 pounds.
• Manual dexterity, hearing, mental acuity, typing, reaching, repetitive motion, speaking, talking, and visual acuity.
• Ability to navigate and move around the construction site, which may involve walking, climbing ladders, and standing for extended periods on uneven surfaces.
• Ability to operate a motor vehicle.
• Ability to stand and sit for periods longer than 30 minutes but not to exceed two hours consecutively.
• Ability to control behavior when encountering stressful situations or short deadlines and to maintain a high level of concentration.
• Ability to print and draw letters, numbers, words, characters, and symbols that are legible and understood by others.
• Ability to learn complex tasks and remember how to complete tasks without assistance once trained.
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.