National Director of Business Development Operations

ABOUT YOU We are a national design/build construction company delivering complex commercial and industrial facilities across many product types (i.e.: distribution, cold storage, food & beverage, manufacturing, life sciences, multifamily, sports, data, etc.) with an average deal size of $15–25M per project, with many projects $100M+, and up to $1B. As our growth has outpaced our systems, we are creating a new role to standardize and scale how business development operates across the organization. The National Director of Business Development Operations is a senior, non-selling leadership role responsible for building the operating system behind business development. This role sits between BD Executives and all other BDs; and owns processes, procedures, performance, technology, and execution across the entire BD lifecycle. WHAT WE CAN OFFER YOU At ARCO, we are committed to taking care of our greatest asset – our team. ARCO’s best-in-class benefits and superior compensation are what set us apart from the competition and continue to attract top industry talent. Industry-leading performance-based bonus program Employee Stock Ownership Plan (ESOP) Traditional and Roth 401k Tuition reimbursement for associates Scholarship for associates’ children up to $28,000 per child 1-month paid sabbatical after every five years of employment, plus $5,000 for travel 1-week paid volunteer leave each year 100% charitable match Medical, dental, and vision insurance coverage 100% paid 10-week maternity leave A DAY IN THE LIFE 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 Build repeatable qualification and go/no-go processes 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 NECESSARY QUALIFICATIONS 10+ years in BD 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: ZoomInfo, CoStar, REM, LinkedIn Navigator, AI, etc. Leadership presence and strong change-management skills MAKE YOUR MOVE 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. #LI-CR1 #LI-Onsite LEGAL DISCLAIMER EOE, including disability/vets 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 Build repeatable qualification and go/no-go processes 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 BD 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: ZoomInfo, CoStar, REM, LinkedIn Navigator, AI, etc. Leadership presence and strong change-management skills