Director of Business Development in Phoenix, Arizona at LGE
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Job Description
Position Overview:
As Director of Business Development at LGE Design Build is responsible for the cultivation of new business through networking and lead generation as well as the fostering of each client through LGE’s design-build process. He or she is expected to represent LGE’s services, expertise, culture and values with new clients and the real estate community. Director of Sales report to the VP of Preconstruction. The position is one of LGE’s primary outward-facing representatives and is responsible for generating and leading an incredibly exciting, active, and diverse pipeline of projects at a company whose reputation is for high design, high quality, versatility, and a truly unique design-build business model.
At its core, this is a hunter role: the Director of Business Development is expected to build pipeline from scratch by converting market relationships — particularly with brokers and developers — into qualified pursuits and contracted work, backed by LGE’s integrated design and pre-construction bench.
Functions of Position:
The Director of Business Development is responsible for the fundamental tasks and relationships that establish new and repeat business and generate revenue for the company. The Director of Business Development is expected to actively engage the real estate community in monthly, weekly, and sometimes daily events during and outside of normal business hours in order to generate leads. The Director of Business Development is responsible for research, current events and tracking of business development activity to report on the effectiveness of the team’s efforts.
In addition to the generation of new business, the Director of Business Development is responsible for fostering each lead through the design, estimating and construction sales process. The Director of Business Development is expected to have a comprehensive understanding of such topics as due diligence, financing, entitlements, zoning, real estate transactions, construction divisions, specifications and more. While it is not expected that a candidate should experience in every aspect of the project’s life-cycle on day one, candidates are expected to have 5+ years of experience in a field of real estate and demonstrate willingness to build the proper knowledge-base required for the role. In a design-build firm, multiple critical design, estimating, and construction milestones need to be met with clean, well-communicated handoffs between. Director of Business Development are responsible for leading the project’s life cycle as a client advocate while being accountable for the company’s performance throughout.
Duties Include:
- Build new client relationships through media, industry contacts, industry events, networking, etc.
- Demonstrate, establish, and grow a deep knowledge base of the critical components of design, estimating and construction that are drawn upon and expected of the role during presentation to clients and representation in the real estate community.
- Maintain and grow list of clients and industry contacts
- Research publications, news, media, CoStar, ESRI and other relevant resources for potential leads
- Lead and participate in the creation of responses to RFQ’s, RFP’s and informal proposals for both public and private projects
- Regularly attend industry events and trade shows. Look out for opportunities to serve on panels, be an industry leader and offer opportunities to include fellow LGE employees in networking activities
- Prepare and present company capabilities and relevant design, cost and construction data to new clients, brokerage firms and other group settings.
- Prepare preliminary budgets and lead in the delivery of highly variable preliminary budgeting exercises
- Effectively communicate and manage design expectations and schedule to LGE Design Group or third-party design groups necessary to drive the sales process
- Effectively communicate and manage estimating expectations and schedule to LGE’s preconstruction team, orchestrating in a comprehensive and professional presentation of construction estimates.
- Facilitate the creation, negotiation, delivery, review, revision and execution of design and construction contracts with support by LGE’s legal team
- Demonstrate a comprehensive understanding of client activities such as: due diligence, surveys, title, financing, transactions, development, funding, closing, leasing, brokerage, insurance, etc.
- Develop creative sales and marketing strategies for the presentation of LGE to the real estate community
- Track sales pipeline in a CRM – sources, types, square footage, cost, and schedule, etc.
- Track market projects/opportunities that fit LGE’s profile.
- Meet with business development team on a weekly basis to ensure department and company goals are met
- Research, document and present internal and external design, cost and construction intelligence and data relevant to clients and sources of business. Present trends periodically to LGE departments
- Meet with and manage existing long-term clients
- Meet with and maintain broker relationships at industry and outside-of-industry events
- Maintain and report on cold-calling activity to brokers and industry contact
- Communicate with clients throughout project life cycle ensuring they are satisfied, ultimately acting as a company resource to create a customer for life
- Tour clients in existing projects or potential developments as needed
- Meet with and develop long term relationships with Economic Development and Chamber of Commerce (Gilbert, Chandler, Phoenix, Peoria, Queen Creek, Surprise, Glendale, etc.)
- Meet with Industry Leaders including councilmembers, mayors, educators developing long term relationships for project opportunities
Ideal Candidate Profile
The ideal candidate brings 8–15 years of in-market real estate experience, with a personal track record of originating deals and relationships rather than servicing an existing book. This is a hunter role: strong candidates build pipeline from scratch, are conversationally fluent in site plans, proformas, and entitlement basics, and bring a demonstrated pattern of turning market relationships into new business.
Required Qualifications
- Origination track record — can speak to specific deals or clients personally sourced, and how each relationship began
- Active broker network — genuinely embedded in the industrial and land brokerage community in at least one core market
- Development literacy — comfortable reading a proforma, understands what drives a developer’s go/no-go decision, and can speak credibly about entitlements, site constraints, and delivery models
- A hunter mindset, comfortable with performance-based, incentive-driven compensation structures
Preferred Qualifications
- Prior exposure to design-build delivery or general contractor preconstruction
- Existing relationships with institutional and merchant industrial developers active in the Sun Belt
Ideal Experience
We welcome candidates from a range of adjacent backgrounds, including:
- Industrial and land brokerage: deep submarket knowledge and an existing broker network
- Development management with merchant industrial developers: site selection, entitlement, and proforma experience, along with a client-side view of what wins an RFP
- Business development or preconstruction leadership at other design-build firms: technical fluency paired with an active book of relationships
- Owner’s representative or corporate real estate roles with major occupiers (logistics users, data center operators): buy-side perspective and credibility with end users
- Capital markets or debt brokerage: strong developer and lender relationships and a sharp read on today’s financing environment
Required Attributes
Most important is being an excellent team player. As a leader of LGE’s projects, maintaining a positive, communicative, respectful, and energetic work environment is key to being successful. As is typical with sales focused roles, persistence, follow-up, and follow-through are critical. Computer skills to include knowledge in Microsoft Office, Adobe, assessors’ maps, CoStar, CRM software. Minimum of 3 years’ real estate experience with heavy preference toward sales-focused roles. Intellect, personality, desire, and confidence to engage in public speaking and presenting in front of large groups. Multi-tasking is a must.
Reporting
Monthly reviews with the Vice President of Preconstruction to help maintain structure, goal setting, and concerns. Strategizing and communicating with Executive Leadership team to review pipeline on a weekly basis.
Evaluation
Annual review by Vice President of Preconstruction to include peer and self-input. Reviews will be based on interactions and engagement with the team and evidence of how you demonstrate company values, direct involvement in ongoing developments, assistance in bringing in new business, and revenue generation
Equal Employment Opportunity
LGE Design Build provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
NOTE: This job description is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the Team.