Director of Business Development / Sales

About Smith Engineering Smith Engineering is a growing MEP and Energy Engineering firm serving mission-critical clients across life sciences, data centers, healthcare, higher education, and commercial real estate. We operate multiple divisions — Energy, Design, Training , and Controls through our sister company, BEP— with a strong presence in the Northeast and Colorado. We are a team of engineers who care about the quality of our work and the growth of our people. The Opportunity We are seeking an ambitious, results-driven Director of Business Development / Director of Sales to build and expand the sales engine at Smith Engineering. Historically, business development has been heavily driven by company leadership and inbound farming. This new role is designed for a strategic "sales hunter" who can de-leverage executive leadership, establish a disciplined, modern sales function, and proactively hunt for new growth opportunities across all business units (with a particular focus on driving sales for Controls and Workforce Training). Sitting at the intersection of business strategy, lead generation, and high-value client relations, you will own the full sales lifecycle: from lead identification and nurture to closing deals at optimal margins. You will also implement robust sales operations, establish CRM tracking, and serve as an essential line of communication for quality assurance and long-term customer relationship management. What You'll Do Hunting & Revenue Generation: Proactive Lead Generation: Conduct multi-channel outreach: hitting the pavement, phone, email, and digital platforms (LinkedIn) to prospect, hunt, and uncover new client opportunities across the critical facilities, energy, HVAC, and building systems sectors. Pipeline Management & Closing: Own and manage deals through every stage of the sales funnel, closing both short-cycle opportunities (~$10k–$50k) and large-scale, long-term strategic contracts (up to $500k+). Value-Based Selling & Margin Control: Focus on value addition and quality of work rather than price-cutting, successfully positioning high-margin solutions for critical facilities, decarbonization, energy, controls, and training. Sales Strategy & Business Operations Sales Methodology & CRM Implementation: Establish modern sales operations and CRM discipline (e.g., Deltek, HubSpot, Salesforce) to build a transparent, data-driven pipeline and predictable revenue reporting. Cross-Divisional Growth: Drive sales growth across all business units, actively creating new revenue streams for all departments. Key Account & Customer Experience: Act as a critical touchpoint and first line of defense for client feedback, quality concerns, and relationship management to ensure satisfaction and ongoing client retention. What We're Looking For Proven Sales Track Record: Demonstrated history as a sales leader/hunter consistently hitting or exceeding revenue targets and closing deals. Relevant Industry Background: Background in technical sales, equipment sales, or solutions-based selling within building solutions, HVAC/controls systems, energy management, or MEP. Methodology & Funnel Discipline: Strong mastery of modern B2B sales methodologies, cold outreach strategies, pipeline management, and CRM tool usage. Resilience & Accountability: Demonstrated track record of delivering measurable revenue results, prioritizing closed deals over activity metrics; highly comfortable navigating long sales cycles and overcoming client objections. Must be located within 50 miles of New York City. What Initial Success Looks Like By the six-month mark, you will have achieved the following: Closing Wins: Secured early sales wins (short-term contracts) while actively building and nurturing a strategic pipeline for higher-value accounts. CRM & Funnel Optimization: Successfully established clear sales tracking and CRM reporting processes. Predictable Activity & Results: Transitioned sales reporting into a predictable model focused on closes, revenue, and high-yield lead generation rather than surface-level activity. Benefits 100% employer-paid medical, dental, vision, and life insurance. Fertility, adoption, and surrogacy reimbursements. Paid parental leave. Medical flexible spending account (FSA). Transit and parking accounts. 401(k) with company match. Flexible Paid Time Off.