Business Development Director

Business Development Director

CSM Group is seeking a Business Development Director to help accelerate the growth of our Project & Program Services (PPS) division. Our PPS model allows us to deploy experienced subject matter experts and advanced technologies that might otherwise be cost-prohibitive in traditional construction delivery models. Our teams work with top-tier clients in highly technical and regulated industrial sectors, delivering sophisticated project management solutions with agility and responsiveness. This newly created role reflects the continued expansion of PPS, which serves as a key growth engine for CSM Group's futureboth locally and nationally. You will focus on expanding market presence, developing strategic client relationships, and generating new opportunities across key industrial sectors, including pharmaceutical/life sciences, food & beverage, and advanced technology manufacturing.

The Business Development Director reports to the Senior Vice President of PPS, working closely alongside the Senior Vice President of Sales & Business Development and the Marketing team to drive strategic growth initiatives. This role is national in scope and requires a highly strategic business development professional capable of identifying opportunities, developing strong client relationships, and positioning CSM Group as a trusted partner for large-scale industrial capital programs.

Key duties and responsibilities include:

• Market Growth & Strategy
• • Support annual revenue growth of approximately 15% within the PPS division.
  • Build and manage a sales pipeline capable of generating 25% of the division's gross profit.
  • Develop and execute targeted growth strategies within key industrial sectors, including: pharmaceutical/life sciences, food & beverage manufacturing, and advanced technology/industrial manufacturing.
  • Identify opportunities to expand CSM Group's national market presence while continuing to grow key Michigan-based relationships.
  • Evaluate market trends, client capital plans, and competitive positioning to identify strategic opportunities.
  • Client Development & Sales Execution
  • Identify, pursue, and secure new client relationships within targeted industry sectors.
  • Develop and maintain strong relationships with executive-level decision makers.
  • Lead project pursuits, including: opportunity identification, client engagement strategy, proposal development, pricing and pursuit strategy.
  • Articulate CSM Group's value proposition and delivery models, including CM At-Risk, in ways that resonate with client operational and capital program needs, while maximizing CSM Group's opportunities.
  • Collaborate with internal marketing and leadership teams to develop targeted pursuit strategies and capture plans.
• Strategic Partnerships
• • Develop relationships with key industry stakeholders, including engineering firms, equipment suppliers, general contractors, industrial manufacturers, and ecosystem networks.
  • Strengthen strategic partnerships that enhance CSM Group's market visibility and project opportunities.
  • Collaborate with leadership and marketing teams to develop targeted account strategies and capture plans.
• Internal Collaboration
• • Collaborate with leadership and core departments as needed to align sales strategy with broader organizational growth objectives.
  • Maintain strong internal communication regarding pipeline opportunities, pursuits, and strategic initiatives.
• Technical & Industry Acumen
• • Develop a strong understanding of CSM Group's service offerings, including owner's rep, project controls/scheduling/estimating/forecasting/cashflows, program/project/construction management, site/project safety, data integration & business intelligence, CM Agency & CM At-Risk delivery models, BIM coordination.
  • Communicate the value of CSM's project delivery tools and systems, including Procore, Primavera P6, Microsoft Project, Power BI, Building Connected, Bluebeam.
  • Maintain accurate pipeline and deal tracking using CRM platforms such as HubSpot and LinkedIn Sales Navigator.
  • An ability to maximize, interpret and apply data and trends being generated from the CRM platforms.
• Financial Performance
• • Track and report sales pipeline, pursuits, wins, and losses.
  • Develop and monitor sales KPIs in partnership with the marketing team.
  • Understand cost structures, gross margins, and revenue drivers within the PPS delivery model.
  • Analyze performance data to refine sales strategies and improve conversion rates.

Competency requirements:

• Develops Talent
• • You place a high priority on developing others.
  • You develop others through coaching, feedback, exposure, and stretch assignments.
  • You align employees' career development goals with organizational objectives.
  • You encourage people to accept developmental moves.
• Drives Results
• • You have a strong bottom-line orientation.
  • You persist in accomplishing objectives despite obstacles and setbacks.
  • You have a track record of exceeding goals successfully.
  • You push yourself and help others achieve results.
• Manages Complexity
• • You ask the right questions to analyze situations accurately.
  • You acquire data from multiple and diverse sources when solving problems.
  • You uncover the root causes of difficult problems.
  • You evaluate the pros and cons, risks, and benefits of different solutions.
• Optimizes Work Processes
• • You identify and create the processes necessary to get work done.
  • You separate and combine activities into an efficient workflow.
  • You design processes and procedures that allow managing from a distance.
  • You seek ways to improve processes, from small tweaks to complete reengineering.
• Plans and Aligns
• • You set objectives to align with broader organizational goals.
  • You break down objectives into appropriate initiatives and actions.
  • You stage activities with relevant milestones and schedules.
  • You anticipate and adjust effective contingency plans.

Minimum qualifications:

• Bachelor's degree in business, construction management, engineering, or related field, or a combination of relevant education and experience.
• Minimum 10 years of experience in business development or sales leadership within construction, engineering, and/or industrial services.
• Demonstrated ability to generate significant revenue growth through strategic client development.
• Strong interpersonal, negotiation, and communication skills.
• Proficient in assembling qualifications packages and pitching to clients.
• Strategic thinker with strong analytical and problem-solving abilities.
• Ability to travel up to 50%, including periodic travel to CSM Group's headquarters in Kalamazoo, Michigan.

Preferred experience:

• Background in industrial construction, manufacturing, and/or capital project delivery.
• Experience supporting professional services or staff augmentation delivery models.
• Familiarity with CM At-Risk project delivery.
• Experience with construction project management software, such as Procore.

Compensation:

• We will tailor a competitive compensation package commensurate with industry norms, based upon candidate qualifications, experience, and the agreed-upon KPIs from which the employee's performance will be baselined.

Benefits for this position include, but are not limited to:

• Medical, Dental & Vision Package
• • Eligibility begins date of hire
  • Telemedicine is included in the benefit package at no additional charge to the employee
  • The company provided annual HSA contributions
  • Dependent care FSA, Medical FSA, Limited care FSA
• Unlimited Paid Time Off
• • Holiday Pay
  • 6 Paid U.S. Holidays
  • 2 Paid Floating Holidays
  • Employees hired on or after July 1 will receive 1 Floating holiday that year.
• Retirement Savings Plan 401(k)
• • Employees have the option to contribute to Traditional and/or Roth 401(k) plans.
  • Company 401