Vice President of Business Development, PPS

Description

ABOUT US:   

We are a nationally ranked, safety-focused, and talent-driven organization focused on delivering project management services through tailored delivery models. Our strength is our ability to match a delivery model to specific project needs, making the construction process feel easy.

Our foundation is built on our people, culture, and values. Our teammates come first. We support each other through successes and failures and respect each other's ideas and opinions. We are a people-first company. We know there is always a way to do it better, so we seek and nurture curious minds with a desire to solve problems and move forward by being creative and curious together. We celebrate each other's successes and acknowledge hard work because we know our people are the backbone of our success. #StrongerTogether! 

Leading with safety is our no. 1 priority. We believe it is a fundamental human right to have a safe workplace, so we dedicate ourselves to creating safe environments for our people and everyone we do business with.

In addition to a positive atmosphere, a happy, healthy, and supportive work environment is especially important. Upon joining CSM Group, we will provide you with a robust onboarding program to expose you to broad aspects of the organization by meeting with operations, business leaders, and peers to better understand how we operate.

SUMMARY:

CSM Group is seeking a Vice President of Business Development to accelerate the growth of our Project & Program Services (PPS) division. PPS delivers experienced subject matter experts and scalable project delivery solutions to support complex industrial capital programs across pharmaceutical/life sciences, food & beverage, and advanced manufacturing markets.This is a newly created, build-from-the-ground-up role supporting PPS's continued national expansion. While PPS has historically grown through strong client relationships and organic growth, this position is focused on creating and executing a dedicated net-new business development strategy. We are seeking an entrepreneurial, hands-on leader who is energized by opening doors, creating opportunities, and building market presence rather than inheriting an established pipeline.

Reporting to the Senior Vice President of PPS and partnering closely with Business Development and Marketing leadership, this individual will lead national client acquisition efforts with a focus on securing new client relationships, expanding into new sites, and winning long-term programs and Master Service Agreements (MSAs). Existing PPS leaders will continue to drive growth within established accounts.

PPS leadership will establish growth objectives, financial targets, and strategic priorities, while this role will have significant autonomy and accountability for developing and executing the commercial strategy required to achieve them. Success will require a highly strategic relationship-builder capable of positioning CSM Group as a trusted partner for Program & Construction Management, Project Controls, Managed Services, and Staff Augmentation solutions.

The successful candidate will bring an established industry network that can generate early opportunities, while also demonstrating the ability to independently develop new relationships, build pipeline, and drive sustainable long-term growth across targeted industrial sectors.

KEY DUTIES & RESPONSIBILITIES

• Market Growth & Business Development
  • Personally originate, develop, pursue, and close net-new business opportunities that contribute approximately 25% of PPS's annual new business objectives.
  • Generate a minimum of $5M in personally attributable Year 1 bookings while achieving targeted gross margin expectations.
  • Build, maintain, and advance a qualified pipeline that supports annual growth objectives and long-term revenue generation.
  • Develop and execute growth strategies within key markets, including Pharmaceutical & Life Sciences, Food & Beverage, Advanced Manufacturing, and Advanced Technology.
  • Identify and secure new clients, client sites, programs, and Master Service Agreements (MSAs) that expand CSM Group's national presence.
  • Develop, prioritize, and manage a portfolio of target accounts based on relationship access, capital investment activity, market opportunity, and probability of success.
• Client Development & Sales Execution
  • Serve as the primary driver of net-new business development for the PPS division.
  • Leverage existing relationships and establish qualified opportunities within the first 90 days.
  • Independently manage prospecting, relationship mapping, account planning, capture planning, and pursuit strategy.
  • Lead opportunities through the entire sales lifecycle, including opportunity identification, value proposition development, relationship building, proposal development, pricing, negotiation, and commercial close.
  • Manage the proposal process in collaboration with executive leadership, PPS leadership, and supporting departments while ensuring effective transition to project execution teams.
  • Build executive-level relationships and convert initial engagements into long-term client partnerships through expanded programs, services, and geographic reach.
• Strategic Partnerships
  • Develop relationships with engineering firms, manufacturers, equipment suppliers, contractors, industry associations, and other strategic partners.
  • Leverage industry partnerships to increase market visibility, identify opportunities, and strengthen CSM Group's competitive position.
• Internal Collaboration & Leadership
  • Operate with a high degree of autonomy while leveraging PPS leadership, Marketing, operational leaders, and subject matter experts to support pursuits.
  • Own the business development strategy and sales process for assigned target accounts.
  • Maintain visibility into pipeline performance, pursuits, forecasts, wins/losses, and resource requirements.
  • Establish and monitor KPIs related to pipeline development, sales performance, and revenue growth.
  • Partner with PPS leadership to align business development activities with strategic and financial objectives.
• Technical & Industry Expertise
  • Develop a strong understanding of PPS service offerings, including Owner's Representation, Program/Project/Construction Management, Project Controls, Managed Services, Staff
  • Augmentation, Safety, Data Integration, and CM delivery models.
  • Effectively communicate the value of CSM Group's capabilities, project delivery methodologies, and technology platforms.
  • Utilize CRM systems and market intelligence tools to manage opportunities, prioritize accounts, and improve conversion rates.
• Financial Performance & Accountability
  • Track and report pipeline activity, bookings, forecasts, revenue, wins, and losses.
  • Understand PPS financial drivers, including utilization, gross margins, and project economics.
  • Use performance data and market insights to refine sales strategy and drive sustained growth.
  • Maintain accountability for achieving individual business development objectives and contributing to overall PPS growth targets.

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, project engineering, manufacturing, capital project delivery, and/or industrial professional services. 
• Proven success building a territory, market, service line, or client portfolio from the ground up.
• Demonstrated ability to personally originate and close net-new professional services business.
• Existing executive-level relationships within Life Sciences, Pharmaceutical, Food & Beverage, Advanced Technology, Manufacturing, or related industrial sectors.
• Experience converting relationships into qualified pipeline, profitable bookings, and long-term client partnerships.
• Experience selling labor-based professional services, including Owner's Rep, Program/Project/Construction Management, Project Controls, Managed Services, and/or Staff Augmentation.
• Experience supporting professional services or staff augmentation delivery models.
• Familiarity with CM At-Risk delivery.
• Entrepreneurial mindset with the ability to create structure, prioritize efforts, and drive results with a high degree of autonomy. 
• Experience with CRM and construction technology platforms such as HubSpot, LinkedIn Sales Navigator, and 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(k) Matching Contributions
  • Individual & group learning sessions on portfolio planning
  • 100% vesting after 3 years of service
• Bi-weekly cell phone stipend
• Employer Paid Enhanced Employee Assistance Program (EAP)
• • Including but not limited to: Emotional well-being, family and relationships, legal and financial matters, healthy lifestyles, work and life transitions
  • Access to EAP professionals 24 hours a day, seven days a week
  • 3 face-to-face sessions with a counselor (per area of support per household per calendar year)
  • Service includes eligible dependents
• Personal, competency-based development program to assist in future career growth
• Wellness Program
• Paid Parental Leave Policy: Maternal, Paternal & Adoption
• Company Paid Short and Long-Term Disability Insurance
• Optional Term Life and AD&D Insurance
• Annual apparel allotment
• Corporate and Community Events

Physical Demands & Work Environment – Jobsite 
The physical demands & work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions. Please reach out to People Operations should you require such accommodation(s).While performing this job, the employee may be regularly required to drive to and from job sites/assigned locations, sit, walk, stand, talk, hear, and smell. A major portion of the employees’ tasks requires extensive walking around job sites, including active construction areas. The employee is required to traverse uneven terrain and work from ladders, scaffolds, and other structures, as well as work at variable heights. The employee is frequently required to use hands to and fine motor coordination like computer work. The employee is occasionally required to reach with hands and arms. The employee is occasionally required to climb or balance, stoop, kneel, crouch, and/or crawl. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.For Field positions, while performing this job, the employee must frequently inspect project sites and may be exposed to ongoing construction activities, vibrations, noise, and various outside weather conditions (in all seasons). The work environment involves moderate risks which may require safety precautions. The noise level in the work environment may range from quiet to loud. The proper use of Personnel Protective Equipment (including but not limited to safety boots, hard hats, and protective eyewear) is required on the job site. This Position Description reflects the position’s essential functions and does not prescribe or restrict the tasks that may be assigned.CSM Group is an Equal Opportunity Employer (EOE). We celebrate diversity and invite all qualified applicants to apply without fear of judgment and pledge not to discriminate against individuals because of their race, color, religion, sexual orientation, national origin, gender or gender identity, pregnancy, physical or mental disability, veteran status, age, or any other status protected under applicable laws.