Director of Business Development

Job Purpose

To optimize the growth of the organization by leading strategic planning, market development, and relationship management across Shook's Water Resources and Industrial market in the Mid-Atlantic Region. This role drives client acquisition, talent recruitment, alternative delivery education, and project pursuits, ensuring alignment between business development strategy and operational capabilities.

Areas of focus include the following Objective Key Results:

Drive Strategic Growth in the Water Resources and Industrial Markets: Forward-looking leadership through the creation and implementation of annual business plans tailored to the Industrial and Water Resources market while aligning operational capacity with evolving business demands.

Pursuit & Pipeline Management: Proactive management of the sales pipeline and pursuit activities across key markets. Lead targeted project pursuits from planning through client engagement, ensuring tailored strategies and compelling proposals. Champion the use of Cosential CRM to enhance relationship management and maintain consistent client engagement.

Strengthen Shook's Market Presence and Brand: Strengthen market position by fostering meaningful, long-term relationships with key stakeholders while leading strategic outreach initiatives to promote alternative delivery methods and enhance client engagement. Improve Shook's brand presence by partnering with marketing on impactful campaigns.

Essential Duties and Responsibilities

The individual in this position is expected to be able to successfully perform the following duties and responsibilities according to Shook's Policies and Procedures and established business practices. This individual will have the best opportunity to succeed in this position by embracing Shook's Mission/Vision/Core Values.

Drive Strategic Growth in the Water Resources and Industrial Markets:

• Develop, execute, and lead the development and execution of annual business plans for the Water Resources and Industrial market channels in Mid-Atlantic.
• Actively participate in strategic forecasting to ensure alignment between the sales pipeline and staffing capacity.
• Apply critical thinking and research to identify and access future markets and alternative delivery opportunities.

Pursuit & Pipeline Management

• Manage and lead execution of the sales pipeline and contact activity, particularly within designated geographies.
• Lead project-specific pursuits, including business pursuit plans, proposal development, interview preparation, and client communication.
• Support the optimization of Cosential, Shook's CRM system, as a core sales and relationship management tool, ensuring consistent engagement with key decision-makers.
• Lead monthly business development calls to align pursuit efforts and plan near- and long-term activities.
• Support operations and doer/seller teams with training, interview prep, and market insights.
• Play an active role in recruiting efforts to attract and retain high-caliber talent aligned with strategic growth.

Expand and Deepen Client Relationships

• Cultivate new and existing client relationships with a focus on consulting engineers, owners, and decision- makers in the Industrial and water/wastewater sectors.
• Lead a strategic outreach and education program advocating for alternative delivery projects.
• Support regional management's client development efforts through coaching, relationship strategy, and meeting participation.

Strengthen Shook's Market Presence and Brand

• Collaborate with the marketing team to develop and execute on the annual marketing and communications plan.
• Represent Shook positively through community sponsorships, charitable contributions, and public-facing activities.
• Track and report on public relations efforts to measure long-term success and strategy.

Reporting Relationships

• The position reports directly to the Vice President of Business Development and Marketing
• The position reports indirectly to the Mid-Atlantic Regional Manager
• Collaborates closely with: Marketing team, Operations Leadership, Seller/Doer team members

Competencies

• Strong relationships and experience working with both local and national water/wastewater and industrial designers/engineers.
• Experience executing alternative delivery water/wastewater projects.
• Familiarity with owners and operators of industrial and water/wastewater infrastructure, especially in North Carolina and surrounding regions.
• Exceptional verbal and written communication and presentation skills.
• Highly credible and ethical with a collaborative, team-focused mindset.
• Creative and motivated with a strategic, solutions-oriented approach to business development.
• Comfortable working under pressure with resilience and adaptability.
• Demonstrates initiative, drive, and a wide degree of creativity and latitude in responsibilities.

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

Education and Experience

• Bachelor's degree or equivalent experience in Architecture/Engineering/Construction Management required
• 7 or more years of AEC industry experience required

Language Skills:

Articulate with confident communication skills, both written and verbal, and highly developed presentation skills.

Mathematical Skills:

Ability to work with mathematical concepts such as probability and statistical inference, and fundamentals of plane and solid geometry, and trigonometry. Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

Reasoning Ability:

Excellent interpersonal skills; highly credible with a strong sense of personal and professional integrity; able to inspire and encourage others to achieve at the highest levels.

Computer Skills:

Technically proficient in Microsoft Office, Monday.com, Adobe Creative Suite, Canva, and Unanet CRM by Cosential.

Certificates, Licenses, and Registrations

Must have a valid driver's license.

Certified Professional Services Marketer (CPSM) preferred

Physical Demands:

Occasionally, you must stand, walk, sit, reach with your hands and arms, and climb and balance. Must be able to talk, hear, taste, smell, and use hands to finger, handle, and feel. Seldom may have to stoop, crouch, or crawl. May need to occasionally lift up to 10 lbs. The following are the vision requirements for the job: physical, close, distance, color, peripheral, depth perception, and the ability to adjust focus.

Work Environment:

The noise level in the work environment is usually quiet.

If selected, a Background Check, Motor Vehicle Report, and Drug/Alcohol test will be required.