Business Development Manager

McGough is a respected partner that brings six generations of experience to high profile, unique and complex construction projects. We take great pride in our people and their extraordinary expertise in planning, development, construction and facility management. McGough employee tenure reflects the commitment and pride we share in our work. Ask anyone who knows us - the caliber of our people sets us apart.

POSITION DESCRIPTION

The Business Development Manager is responsible for identifying, developing, and advancing new client relationships that support McGough's regional revenue and growth objectives. This role focuses on proactive prospecting, pipeline development, and pursuit execution within the local AEC market. The Business Development Manager plans and delivers persuasive approaches that position McGough as a preferred partner, builds strong client rapport, and supports pursuit teams to convert opportunities into profitable work. Strategic thinking, disciplined execution, and strong collaboration with operations, marketing, and leadership are essential to success in this role.

QUALIFICATIONS

Required

• Bachelor's Degree.
• 5-10+ years of related experience with a demonstrated history of driving profitable company growth.
• 3+ years of business development experience.
• 1+ years of business development experience in the Architectural, Engineering, or Construction (AEC) industry.
• Strong knowledge of the local AEC market.

Preferred

• 5+ years of experience with at least two years in the AEC industry.
• Demonstrated knowledge of CRM
• Working knowledge of Adobe Creative Suite tools.

Skills

• Demonstrated teamwork and leadership skills
• Strong verbal and written communication, coaching and presentation skills
• Good interpersonal abilities
• Working knowledge of Adobe Creative Suite tools.
• Strategic business development and opportunity planning.
• Client relationship management and professional presence.
• Persuasive communication, presentation, and negotiation.
• Cross-functional collaboration and influence.
• Proposal and interview support capabilities.
• Analytical thinking and sound business judgment.
• Organization, prioritization, and follow-through.

OFFICE AND TRAVEL

Office: Based in regional office.

Travel: Attend regular business development meetings, overnight travel may be involved.

RESPONSIBILITIES AND TASKS (Change these items as needed.)

New Business Development

• Prospect for new clients and convert opportunities into qualified pursuits.
• Actively build and maintain a robust pipeline within assigned markets or geographies.
• Identify potential clients and key decision-makers through research and networking.
• Develop and leverage professional relationships to generate repeatable opportunity flow.
• Set up and support meetings between client decision-makers and McGough Principals or practice leaders.
• Plan and execute client approaches, positioning strategies, and pursuit plans.
• Collaborate with pursuit teams to develop proposals aligned to client needs and objectives.
• Provide interview preparation and coaching support to pursuit teams.
• Track leads, contacts, and pursuits accurately in the CRM system.
• Represent McGough professionally and consistently in all client interactions.

Client Retention

• Partner with operations and technical teams to support positive client experiences.
• Maintain and strengthen long-term client relationships to drive repeat business.
• Participate in internal and external client debriefs to capture lessons learned.
• Identify opportunities to expand services within existing client accounts.

Business Development Planning

• Attend industry events, association meetings, and conferences to build market presence.
• Monitor market, industry, and competitive trends and share insights with leadership.
• Support regional business development planning aligned with corporate strategy.
• Identify opportunities for new services, campaigns, or delivery channels.
• Contribute to the development of McGough's market positioning and differentiators.

Management & Research

• Ensure accurate and timely CRM data entry and opportunity management.
• Submit regular reports on pipeline activity, pursuit status, and revenue projections.
• Support generation of pipeline and RFP forecasts for near- and mid-term planning.
• Coordinate with marketing on prequalification, vendor registration, and proposal readiness.
• Develop a strong understanding of McGough's capabilities, people, and service offerings.
• Operate in alignment with company goals, values, and performance expectations.

Other Responsibilities

• Participate as an active member of local and regional teams.
• Collaborate with internal teams, contractors, and stakeholders to align risk management efforts.
• Build and maintain strong internal and external stakeholder relationships.
• Attend relevant personal and professional development training.
• Support standard work and the McGough Way.
• Participate in Lean events and continuous improvement initiatives.
• Perform other responsibilities as assigned.

COMPETENTICIES

• CRM systems for lead, contact, and opportunity management.
• Pipeline tracking and probability-based revenue forecasting.
• Proposal development and pursuit coordination processes.
• Presentation and interview preparation tools.
• Market research and competitive intelligence gathering.

MEASUREMENTS OF SUCCESS

Key Performance Indicators (KPIs)

• Value and quality of qualified pipeline within assigned markets.
• Achievement of annual new business and revenue targets.
• Win rate on pursued opportunities.
• Growth in repeat business from existing clients.
• Accuracy and timeliness of CRM data and pipeline reporting.
• Contribution to regional growth and strategic objectives.

Key Behavioral Indicators (KBIs)

• Demonstrates consistent, proactive prospecting and follow-up discipline.
• Builds trust-based relationships with clients and internal partners.
• Communicates clearly, professionally, and persuasively.
• Demonstrates accountability for pipeline health and pursuit outcomes.
• Shows adaptability and resilience in competitive environments.
• Acts in alignment with McGough's values and the McGough Way.

PHYSICAL REQUIREMENTS

The physical demands outlined here are representative of those required for an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform these functions.

This position requires prolonged periods of sitting at a workstation or during meetings and travel (by plane or car). The employee must be able to lift up to 20 or 50 pounds as needed, demonstrate dexterity to write and use a computer keyboard and mouse, and possess the ability to hear, speak clearly, and distinguish colors on graphs and charts.

The role also requires occasional visits to construction sites, where the employee may be exposed to dust, dirt, uneven surfaces, outdoor weather conditions, and extreme temperatures.