Director of Business Development
About the role
The Director of Business Development is responsible for driving profitable revenue growth by identifying, pursuing, and securing new business opportunities throughout the region. This role serves as the primary growth representative for Ceres, developing strategic relationships with key decision-makers, expanding existing accounts, creating demand for Ceres' services, and leading pursuit efforts from opportunity identification through contract award.
Responsibilities
Develop and execute business development strategies that drive profitable revenue growth across the Gulf Coast region.
Identify, qualify, and cultivate new business opportunities with state agencies, counties, municipalities, utilities, special districts, ports, transportation authorities, and other public-sector organizations.
Build and maintain a robust pipeline of qualified opportunities that align with Ceres' strategic growth objectives.
Develop territory and account plans to increase market penetration and expand Ceres' presence throughout the assigned region.
Consistently achieve or exceed annual revenue, contract award, and pipeline growth targets.
Establish and maintain executive-level relationships with key decision-makers, influencers, and procurement stakeholders.
Serve as a trusted advisor to prospective clients by understanding their operational challenges and aligning Ceres' solutions to their needs.
Create opportunities through proactive outreach, networking, industry involvement, and strategic account development.
Represent Ceres at industry conferences, association meetings, trade events, and client engagements.
Maintain accurate opportunity forecasts and pipeline reporting within CRM.
Identify new markets, service lines, and geographic expansion opportunities that support Ceres' long-term growth strategy.
Develop strategic partnerships and alliances that enhance market access and competitive positioning.
Analyze competitor activity and recommend strategies to increase market share and differentiate Ceres in the marketplace.
Provide leadership with ongoing market intelligence and customer insights.
Partner closely with Operations, Client Services, Estimating, and Executive Leadership to ensure strategic alignment on growth initiatives.
Maintain accurate records of business development activity, customer engagement, and opportunity status within CRM.
Prepare regular pipeline, revenue forecast, and business development activity reports.
Contribute to annual strategic planning, revenue forecasting, and growth initiatives.
Requirements
- Bachelor’s Degree required.
- 15+ years of progressive business development, sales, account management, government relations, or public sector consulting experience.
- Experience selling or supporting services to state, local, or federal government clients.
- Demonstrated success developing and winning government contracts.
- Knowledge of public procurement processes and government decision-making structures.
- Strong network within emergency management, public works, utilities, infrastructure, or municipal government sectors.
- Exceptional communication, presentation, and negotiation skills.
- Prior proven ability to influence executive-level stakeholders.
- Experience managing complex pursuits and multiple opportunities simultaneously.
- Proficiency with CRM systems and Microsoft Office Suite.
Preferred Qualifications
- Experience in disaster recovery, debris management, emergency management, infrastructure, environmental services, engineering, consulting, construction, or public sector services.
- Working Knowledge of FEMA Public Assistance Programs, USACE contracting, Stafford Act programs, State emergency management agencies, Disaster recovery procurement practices, Experience with pre-event contracting and emergency response programs.