National Director of Business Development Operations

ABOUT YOU

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

• 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 Zoom Info, CoStar, REM, Linked In Navigator, AI, etc.
• Leadership presence and strong change‑management skills

ARCO is a premier, full‑service design‑build general contractor with more than 30 years of experience providing clients with complete project delivery nationwide. With over 6,000 projects completed coast to coast, we pride ourselves on offering the best, most cost‑effective, single source, turnkey solutions and adding value to every project. Because we believe in creating opportunities for individual success among our associates, ARCO is a 100% associate‑owned company.

Through our Employee Stock Ownership Plan (ESOP), each associate holds a stake in the company, placing the benefits of our success directly in the hands of those who drive it.

ARCO is consistently recognized as a top workplace in multiple markets nationwide and is ranked by Engineering News‑Record as a top ten design‑build firm and the largest domestic builder of distribution and warehouse space.

EOE, including disability/vets