Associate Director of Business Development

Associate Director of Business Development

Department: Business Development

Employment Type: Full Time

Location: Pleasanton, CA

Compensation: $190,000 - $215,000 / year

The Associate Director of Business Development will drive W.E. O'Neil's growth in highly specialized markets — with a strong emphasis on aviation (including airport authorities, customs facilities, and airport operational divisions), as well as education, commercial office, and entertainment sectors. This is a strategic leadership role focused on building deep client relationships, uncovering transformative opportunities, and positioning W.E. O'Neil as the premier choice for complex, high-value construction projects in these markets.

You’ll act as a trusted advisor and primary liaison for key decision-makers — including airport and customs officials, school administrators, commercial developers, and entertainment operators — while leading the pursuit of large-scale opportunities from identification through proposal and contract negotiation.

The role partners closely with Preconstruction, Estimating, Project Management, and Marketing to align client expectations with technical capabilities and reports to senior Business Development / executive leadership.

• Expand market share in education, commercial office, and entertainment sectors by identifying and pursuing high-impact opportunities.
• Develop and execute tailored strategies to meet the unique demands of aviation, customs, and other target sectors.
• Build and manage relationships with key decision-makers, serving as the trusted advisor and primary client liaison.
• Represent the company at industry events, regulatory forums, and trade shows to build visibility and credibility in aviation and customs.
• Lead the identification, analysis, and pursuit of large-scale opportunities, including airport infrastructure, customs facilities, and complex educational or entertainment projects.
• Oversee RFQ/RFP preparation and negotiate contracts that highlight the company's expertise and solutions.
• Monitor market trends and deliver actionable insights to senior leadership on emerging opportunities and the competitive landscape.
• Partner with Preconstruction, Estimating, Project Management, and Marketing to align client expectations with execution and campaign strategy.

• 8+ years of business development experience in construction, with a proven track record in aviation and customs projects.
• Bachelor’s degree in Business, Marketing, Construction Management, or a related field; advanced degree preferred.
• Extensive knowledge of airport operations, customs facilities, and regulatory requirements.
• Demonstrated success securing multimillion-dollar contracts within highly competitive markets.
• Exceptional communication, negotiation, and relationship-building skills, particularly with government and regulatory bodies.
• Proficiency in navigating complex procurement processes and aligning solutions with client goals.
• Ability to travel frequently to meet stakeholders, attend industry events, and maintain a strong presence in target markets.

• A rare, high-visibility leadership role shaping W.E. O'Neil's growth in aviation, customs, and other specialized markets — not just another BD seat.
• Direct influence at the leadership table, delivering strategic insights that shape company direction.
• 100% employee-owned (ESOP) company with a track record dating back to 1925 — your work has a direct stake in the outcome.
• Full benefits package: competitive pay, bonus program, medical/dental/vision insurance, PTO/sick leave, life insurance, 401(k) with match, and a student debt assistance program