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, 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.

Primary Objectives of the Role

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

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

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

• 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

• 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

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

NECESSARY QUALIFICATIONS

• 10+ years  experience in Business Development Operations, Commercial Operations, or Revenue Operations
• Experience in design/build construction, EPC, and/or construction sales training preferred
• Demonstrated success building scalable Business Development systems
• Strong CRM expertise
• 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.

ARCO does not accept unsolicited resumes from third-party agencies or individual recruiters without prior approval from the Talent Acquisition team. Any unsolicited resumes, including those sent directly to hiring managers or other employees, become ARCO property, and no fees will be paid for any placement resulting from the receipt of an unsolicited resume. Any candidate information submitted will be considered as a referral to ARCO without a fee.

Agencies must have a fully executed vendor agreement with ARCO as well as written approval to submit candidates from the ARCO TA Manager for the specific position before submitting candidates.

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EOE, including disability/vets