National Director of Business Development Operations

ARCO is a national design/build construction company delivering complex commercial and industrial facilities across a wide range of product types, including distribution, cold storage, food and beverage, manufacturing, life sciences, multifamily, sports, and data centers. Projects average $15–25M, with many exceeding $100M and select projects reaching up to $1B.

As our growth has outpaced our systems, we are looking for a National Director of Business Development Operations to standardize and scale how business development operates across the organization. Sitting between Business Development Executives and all other BDs, this is a senior, non-selling leadership role responsible for building the operating system behind business development.

At ARCO, we are committed to taking care of our greatest asset – our team. ARCO’s best-in-class benefits and superior compensation are what set us apart from the competition and continue to attract top industry talent.

• Industry-leading performance-based bonus program
• 100% employer-funded ESOP to all associates
• Traditional and Roth 401k
• 1-month paid sabbatical after every five years of employment, plus $5,000 for travel
• 3 weeks of vacation
• 1-week paid volunteer leave each year and 100% charitable match
• Medical, dental, and vision insurance coverage
• 100% paid 12-week maternity leave
• Scholarship for associates’ children up to $28,000 per child
• Tuition reimbursement for associates

Primary Objectives of the Role

• Establish a consistent national BD operating model
• Create clear KPIs, dashboards, and performance standards
• Drive CRM (Pipedrive) discipline and data integrity
• Professionalize training, SOPs, and BD onboarding
• Provide executives with reliable pipeline visibility and forecasting

Business Development Strategy & Governance

• Translate growth objectives into measurable BD operating standards
• Define, document, and maintain the national BD process
• Establish standardized go/no-go decision frameworks
• Align pursuit strategy with company risk profile and capacity

KPIs, Analytics & Performance Management

• Define BD KPIs across activity, pipeline health, win rates, & forecasting accuracy
• Own dashboard development for BDMs, BD leadership, and executives
• Lead structured pipeline and forecast review cadences
• Ensure data-driven decision making, not anecdotal reporting

CRM Ownership (Pipedrive)

• Own CRM structure, rules, required fields, and stage definitions
• Ensure consistent pipeline structure across regions
• Drive adoption and hygiene without administrative burden
• Partner with IT or vendors on CRM enhancements

BD Enablement, Training & SOPs

• Build and maintain a comprehensive Business Development Playbook
• Create SOPs for qualification, pursuits, handoff, and forecasting
• Design onboarding and ongoing training programs
• Capture and scale best practices nationally

Cross-Functional Alignment

• Align BD with preconstruction, estimating, operations, and finance
• Improve handoffs from BD to precon and execution
• Ensure early risk identification and leadership engagement

• 10+ years in Business Development Operations, Commercial Operations, or Revenue Operations
• Experience in design/build, EPC, or complex construction preferred
• Demonstrated success building scalable BD systems
• Strong CRM expertise (Pipedrive)
• Strong skills in other tools, including ZoomInfo, CoStar, REM, LinkedIn Navigator, AI, etc.
• Leadership presence and strong change-management skills

EOE, including disability/vets