Director of Business Development

Lockwood, Andrews & Newnam, Inc. (LAN) is a planning, engineering, and program management firm delivering infrastructure solutions that strengthen communities—since 1935. With 15 offices and more than 385 professionals, LAN serves clients across water, wastewater, stormwater, transportation, education, and other public-sector markets.

LAN is seeking a Director of Business Development to lead firm-wide pursuit excellence and revenue growth. This senior leadership role is responsible for developing and executing the firm’s business development strategy, with primary ownership of LAN’s Top 20 strategic opportunities each year. The Director of Business Development aligns business development, marketing, and government relations efforts to improve win rates, strengthen pipeline health, and support long-term growth.

Job Responsibilities

• Lead identification, capture strategy, and execution for LAN’s Top 20 strategic pursuits annually
• Drive win rate performance targets of greater than 60% on Top 20 pursuits and greater than 50% firm-wide
• Oversee Pursuit Readiness Analysis (PRA), capture planning for opportunities exceeding $2M in net fee, and Go/No-Go decisions
• Build and maintain a qualified pipeline at four times annual Net Fee Earned (NFE) goals
• Develop and implement firm-wide business development strategy aligned with LAN’s strategic plan
• Align business development, marketing, and government relations into a coordinated growth approach
• Implement LAN’s sales process and ensure consistent CRM utilization (Vantagepoint)
• Hold Business Group Directors accountable for NBC goals and pursuit performance
• Lead pursuit debriefs and apply lessons learned to improve future outcomes
• Provide executive-level reporting on pipeline health, win rates, and growth performance