Director of Business Development – National Civil & Utility System Accounts

Title: Director of Business Development – National Civil & Utility System AccountsFLA Status: Non-ExemptShift: N/AReports To: Chief Revenue OfficerDepartment: AdminEmployment Status: Full-TimeSupervisory Responsibilities: NoLocation: Raleigh, NCIndustry: Engineering, Procurement, and Construction (EPC) / Utility InfrastructureSector focus: Civil & Utility SystemsExecutive SummaryThe Director of Business Development – National Accounts is a high-impact leadership role responsible for driving revenue growth and market expansion with new and existing customers. At a company focused on large-scale core infrastructure, this individual identifies emerging market trends, cultivates C-suite and senior executive relationships within the Civil & Utility Systems market and leads the strategic pursuit of multi-million dollar master service agreements (MSAs), Scopes of Work (SOWs), and other new revenue contracting vehicles.Core ResponsibilitiesStrategic Growth: Develop and execute a comprehensive business development roadmap to capture market share in the Civil & Utility Systems market within the assigned geographic area.Pipeline Management: Identify, qualify, and close high-value opportunities while maintaining updated in the company Customer Relationship Management (CRM) system. Manage the full sales lifecycle from initial market intelligence to contract execution.Relationship Management: Act as the primary liaison between the company and key customer stakeholders (e.g., AT&T, Verizon, NextEra, Duke Energy). Maintain a "trusted advisor" status with client executives.Cross-Functional Collaboration: Partner with the Estimating, Engineering, and Operations teams to ensure bids are commercially viable, technically sound, and aligned with the company’s risk profile.Market Intelligence: Monitor federal and state infrastructure spending (e.g., IIJA, BEAD funding) and competitor activity to pivot strategies in real-time.Proposal Leadership: Oversee the development of complex RFPs/RFQs, ensuring the value proposition is clearly articulated and the pricing strategy is competitive yet profitable.Strategic Business ImpactThe performance of the Director of Business Development – National Accounts directly correlates to the company’s long-term value. Their impact is felt across four key pillars:Revenue Stability (The Backlog): By securing long-term Master Service Agreements (MSAs), this role ensures "sticky" revenue. While individual projects end, an MSA provides a 3–5-year horizon of predictable work.Market Diversification: Infrastructure is cyclical. A successful Director mitigates risk by expanding the company’s portfolio ensuring the company remains profitable.Operational Efficiency: By winning "clustered" work (projects geographically close to each other), the Director enables the Operations team to reduce mobilization costs and maximize equipment and crew utilization.Brand Equity: In the Civil & Utility Systems world, reputation is currency. This role acts as the "face of the firm," ensuring the company is invited to the table for high-stakes, "nation-building" projects that define the company’s legacy.Required QualificationsExperience: 10+ years of progressive experience in business development or sales leadership within the Civil & Utility Systems sector.Network: An established "rolodex" of contacts within major Water, Sewer, Wastewater, Electric Utility, Renewable Energy, Federal Government and Municipal targets in the Southeast United States.Contractual Fluency: Deep understanding of MSA structures, Unit Price contracts, and Lump Sum Turnkey (LSTK) models.Education: Bachelor’s degree in Engineering, Construction Management, or Business.Travel: Ability to travel up to 50% to meet with regional clients and visit project sites.Technical & Behavioral CompetenciesCompetencyDescriptionFinancial AcumenAbility to analyze project margins, internal rates of return (IRR), and P&L impacts.Strategic VisionIdentifying not just the next project, but the next decade of infrastructure shifts.NegotiationExpert-level skill in navigating complex legal and commercial terms during the closing phase.InfluenceAbility to lead via influence across a matrixed organization without direct reporting authority over operations.Why This Role MattersIn the current landscape of rapid infrastructure transition and digital connectivity, the Director of Business Development isn't just selling "labor and equipment." You are selling the capacity to build the future. Whether it is hardening the electrical grid against climate change or bridging the digital divide through fiber expansion, this role sits at the intersection of national priority and corporate profit.