Director of Business Development

About the role

IKM Architecture, founded in 1911, is a full-service architecture, planning, and interior design firm with offices in Pittsburgh, Cleveland, and Columbus, serving healthcare, behavioral health, education, science and technology, workplace, and civic and cultural markets. The Director of Business Development focuses on developing new business opportunities across the three office geographies (Pittsburgh headquarters, Cleveland, Columbus) and within priority market segments: healthcare, higher education, corporate workplace, science and technology, and civic/cultural markets. The role reports to the President and collaborates with marketing, market sector leaders, office leadership, and principals to nurture client growth, expand relationships, conduct market research, strategic networking, targeted outreach, conference participation, industry organization involvement, and geographic expansion.

Responsibilities

• Support coordinated business development activity across IKM Architecture’s Pittsburgh (Headquarters), Cleveland (OH), and Columbus (OH) offices.
• Maintain and augment the company CRM database (Deltek Vantagepoint).
• Maintain existing and new opportunities in the CRM database across the three offices and priority markets.
• Ensure proper attendance by IKM staff at networking events, conferences, outings, client events, etc.
• Work with the Director of Marketing Strategy and Marketing Coordinator(s) to develop effective engagement tools and messaging for initial contact meetings, follow‑up meetings, conference participation and follow‑up, and meetings that introduce IKM Architecture thought leaders to potential clients in the priority markets.
• Organize and deliver annual business development training for office‑wide staff.
• Require monthly visits to all three office locations.
• Develop and execute proactive conference planning and follow‑up plans for each conference attended.
• Make initial contact with potential clients across priority markets and geographies, build relationships to an appropriate transition point, and coordinate handoff to an IKM Architecture Principal or designated market leader.
• Assist in developing business development goals for Senior Associates and Associates with firm leadership.
• Coach and mentor Senior Associates and Associates in their development of BD skills.
• Participate in a board/committee position in at least one industry/market sector organization.
• Collaborate with principals and associates to establish follow‑up planning activities for business development contacts.
• Develop and update annual business development strategic plans for IKM Architecture’s priority market sectors — healthcare, higher education, corporate workplace, science and technology, and civic/cultural markets — across the firm’s Pittsburgh, Cleveland, and Columbus offices, in conjunction with Market Sector Leaders and firm leadership.
• Report on all tradeshow activity following tradeshow participation – suggest changes, enhancements, additions/extractions that may be beneficial to the firm’s overall direction.
• Research and identify institutional master plans, corporate workplace initiatives, science and technology investments, civic/cultural opportunities, and potential capital projects through market analysis and information gathering to target for business development activities.
• Research and identify emerging trends in healthcare, higher education, corporate workplace, science and technology, and civic/cultural markets in conjunction with firm leadership and applicable market sector leaders.
• Communicate itineraries to meeting/tradeshow participants.
• Participate in IKM’s Strategic Initiatives Group(s) and Cohort Groups.

Benefits

• Health, Vision, and Dental Insurance coverage
• Short- and long-term disability
• 401K and Incentive Compensation Plan
• Hybrid / Flexible 40-hour work week
• Four weeks of PTO and an additional nine holidays upon starting
• Term life insurance policy
• Continuing education opportunities
• Professional organization dues reimbursed

Pay

Salary: $105,000 – $140,000, based on experience

Schedule

Hybrid / Flexible 40-hour work week