Director of Business Development
Director of Business Development
Federal Design-Build & Design-Bid-Build | USACE & NAVFAC
LS Black Constructors | St. Paul, MN | Travel: Up to 40%
About the Opportunity
LS Black Constructors is a commercial general contractor headquartered in St. Paul, Minnesota, with a 15-year track record delivering federal projects for the U.S. Army Corps of Engineers (USACE) and Naval Facilities Engineering Systems Command (NAVFAC). We compete and win across both Design-Build best-value and Design-Bid-Build delivery methods, and we have built our reputation on Reserve Centers, barracks and unaccompanied enlisted personnel housing (UEPH), command and headquarters facilities, and niche Army support facilities including Area Maintenance Support Activity (AMSA) and Vehicle Maintenance Shop (VMS) projects.
We are hiring a Director of Business Development to lead our federal market growth strategy and serve as our Chief Win Officer for federal pursuits. This is not a "build a pipeline from scratch" role. It is a role for a seasoned federal BD professional who can take an established, respected federal contractor and convert long-standing customer relationships into a higher-volume, higher-margin pipeline of wins across both Design-Build and Design-Bid-Build.
Why This Role Is Different
- A real platform to win from. Fifteen years of USACE/NAVFAC performance history, strong Reserve Center and barracks past performance, and genuinely differentiated AMSA/VMS niche experience that most competitors cannot match.
- A clear strategic mandate. Deepen strategic relationships, lead an 18-month SCIF capability buildout, and position LS Black to capture a MACC within three years - a defined playbook, not an ambiguous "grow the business."
- Executive-level authority. Direct line to the President/CEO, influence over the proposal function, seat at the table with the leadership team, and authority over teaming, A/E partnerships, and capture budget.
- Right-sized pursuits. Target ten to fifteen high-quality pursuits per year. We have a clear vision of our ideal pursuits.
What You'll Own
- Deep USACE/NAVFAC relationships. Turn 15 years of performance history into advocacy-level trust at the district that issues and administers the majority of our federal work. This is the single highest-impact deliverable of year one.
- MACC vehicle. Build the three-year roadmap to win a MACC vehicle - identifying target solicitations, shaping the past-performance and key-personnel narrative, and assembling the right teaming, joint venture, or mentor-protege structure to compete and win.
- Pipeline and win strategy. Maintain a qualified pipeline at 5-8x annual revenue, drive go/no-go discipline, own win themes, key personnel selection, and A/E partner quarterbacking across both Design-Build and Design-Bid-Build pursuits.
- Reporting and pursuit process leadership. Own Unanet, the federal BD budget, and regular pipeline reporting to the Executive Leadership Team.
What We're Looking For
Required
- 10+ years of federal construction business development, capture, or program management experience across both Design-Build best-value and Design-Bid-Build pursuits.
- Bachelor's degree in Construction Management, Civil Engineering, Architecture, Business Administration, or related field (or an equivalent combination of education and experience).
- Demonstrated win record with USACE and/or NAVFAC at the prime contractor level.
- Deep fluency with FAR/DFARS, two-phase Design-Build selection procedures, sealed-bid Design-Bid-Build procurement, and federal source selection evaluation. Direct experience with Army vertical construction
- - Reserve Centers, barracks/UEPH, headquarters, and supporting facilities. Working knowledge of MACC and other federal multiple-award contract vehicles
- - ideally direct experience capturing or competing on one.
Highly Preferred
- Personal SCIF project history or a demonstrated network capable of recruiting SCIF-experienced key personnel and teaming partners.
- Demonstrated success leading the capture of a federal MACC at the prime level.
- Active and visible in SAME (Society of American Military Engineers) and AGC Federal.
How You Operate
- A leader who mentors and develops team members, fostering a high-performance, collaborative culture grounded in continuous learning of the federal market.
- Customer-first orientation with the gravitas to represent LS Black at command and senior contracting officer levels. Strategic discipline
- - willing to say no to the wrong pursuits to win the right ones.
- Collaborative with Operations, Preconstruction, and the proposal team; this role does not work in isolation from delivery.
- Active member of the Executive Leadership Team (ELT), contributing market intelligence, competitive insight, and strategic recommendations across the full construction lifecycle to drive long-term success.
How You'll Be Measured
- Pipeline coverage: Qualified pipeline at 5-8x annual revenue target.
- Win rate: By pursuit type (Reserve Center, barracks, HQ, SCIF-inclusive); shortlisted-pursuit hit rate.
- Customer engagement: Documented monthly cadence with Louisville; bi-weekly with Omaha; quarterly with Fort Worth and additional priority districts.
- CPARS performance: Average ratings on Louisville-administered work trending upward year over year.
- Capability buildout: SCIF past performance established within 18 months.
- Vehicle capture: MACC vehicle pursued and awarded within three years.
Equal Opportunity Employer
LS Black Constructors is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status. LS Black Constructors is committed to providing reasonable accommodations to qualified individuals with disabilities and protected veterans in the job application process. If you need assistance or an accommodation due to a disability or veteran status, please contact HR.
