Director of Business Development

Founded in 1911, IKM Architecture is a full-service architecture, planning, and interior design firm with offices in Pittsburgh, Cleveland, and Columbus. Our work spans healthcare, behavioral health, education, science and technology, workplace, and civic and cultural environments. At IKM, our teams work across disciplines and offices, bringing together different perspectives and expertise to solve complex challenges and deliver meaningful results for our clients.

The primary focus for the Director of Business Development is to develop new business opportunities for IKM Architecture across its three office geographies—Pittsburgh (Headquarters), Cleveland (OH), and Columbus (OH)—and within the firm’s priority market segments: healthcare, higher education, corporate workplace, science and technology, and civic/cultural markets. The position will nurture client growth and expand relationships through market research and analysis, strategic networking, targeted outreach, conference participation, involvement in industry organizations and events, expansion into other geographic markets, and other activities deemed necessary for success.

This position reports to the President of IKM Architecture and collaborates with the Director of Marketing Strategy, PR & Communications, Marketing Coordinator(s), Market Sector Leaders, office leadership in Pittsburgh (Headquarters), Cleveland (OH), and Columbus (OH), as well as the Principals, Senior Associates, and Associates of IKM Architecture. Success in this position can lead to a leadership track as an Associate or Senior Associate.

• Support coordinated business development activity across IKM Architecture’s Pittsburgh (Headquarters), Cleveland (OH), and Columbus (OH) offices.
• Maintain and augment the company CRM database (Deltek Vantagepoint).
• Maintain existing and new opportunities in the CRM database across the Pittsburgh (Headquarters), Cleveland (OH), and Columbus (OH) offices and priority markets.
• Responsible for proper attendance by IKM staff at networking events (as necessary), conferences, outings, client events, etc.
• Works with the Director of Marketing Strategy and Marketing Coordinator(s) to develop effective engagement tools and messaging for initial contact meetings, follow-up meetings, conference participation and follow-up, and meetings that introduce IKM Architecture thought leaders to potential clients in healthcare, higher education, corporate workplace, science and technology, and civic/cultural markets.
• Organize and deliver annual business development training for office-wide staff.
• Position requires monthly visits to all three (3) office locations.
• Develop and execute proactive conference planning and follow-up plans for each conference attended.
• Make initial contact with potential clients across priority markets and geographies, build relationships to an appropriate transition point, and coordinate handoff to an IKM Architecture Principal or designated market leader as the content expert and relationship manager.
• Assist in developing business development goals for Senior Associates and Associates with firm leadership.
• Coach and mentor Senior Associates and Associates in their development of BD skills.
• Participate in a board/committee position in at least one industry/market sector organization
• Collaborate with principals and associates to establish follow-up planning activities for business development contacts.

• Develop and update annual business development strategic plans for IKM Architecture’s priority market sectors — healthcare, higher education, corporate workplace, science and technology, and civic/cultural markets—across the firm’s…