About Us
Houck Construction Inc. is a family-owned target market construction company in Los Angeles with over 30 years of experience building and remodeling some of the area’s most prestigious properties. Our mission is to deliver dream environments that enrich lives and relationships. We take pride in exceeding expectations at every step, delivering unparalleled service and craftsmanship.
Objective
The Director of Business Development will lead Houck Construction’s sales efforts, driving business growth, brand awareness, and client engagement. This role requires a strategic thinker with the ability to cultivate relationships, generate leads, and develop targeted sales strategies. The Director of Business Development will be instrumental in reaching company goals, enhancing the client experience, and ensuring Houck Construction is recognized as the premier choice for luxury construction.
We are looking for a proven sales leader who has successfully built a sales engine, developed salespeople, implemented accountability systems, created forecasting discipline, generated revenue through self-sourced opportunities, and scaled growth in a high-end service business.
Success in this role includes building a scalable sales organization that generates predictable revenue growth, develops future sales leaders, strengthens strategic referral partnerships, and reduces dependency on any single source of business development.
Core Values Alignment
- Do the Right Thing: Uphold integrity in all client interactions, sales processes, and marketing communications. Ensure that all actions and strategies reflect Houck’s commitment to high standards and transparency.
- Care for Others: Demonstrate empathy and professionalism in all client and partner interactions. Create a supportive, collaborative environment within the team to ensure that every client feels valued and understood.
- Be Reliable: Consistently meet sales and marketing goals, maintaining accountabilities for all actions and follow-through on commitments to clients and the internal team.
- Win as a Team: Foster a collaborative approach between sales and marketing, promoting open communication and shared goals. Work closely with all departments to ensure collective success in delivering dream environments.
What We Need
A proven builder of sales organizations who can:
- Build a predictable and repeatable sales engine.
- Develop future sales leaders and superstar sellers.
- Expand and strengthen our referral ecosystem.
- Create forecasting accuracy and pipeline discipline.
- Generate new opportunities through architects, designers, realtors, strategic partners, and direct business development.
- Develop future sales managers and sales leaders capable of supporting long-term company growth.
Client Service Expectations
Houck Construction delivers a white-glove, concierge-level experience to all clients. Our clients demand exceptional service, clear communication, and meticulous attention to detail. Success in this role requires:
- Exceptional Communication: Clearly and professionally articulate information to clients and team members, ensuring alignment at every stage.
- Conflict Resolution: Address and resolve issues proactively while maintaining client trust and satisfaction.
- Attention to Detail: Ensure all interactions, deliverables, and communications meet the highest standards of accuracy and quality.
- Professional Composure: Navigate high expectations with patience, empathy, and professionalism, ensuring every client feels valued.
Sales Key Responsibilities
- Sales Leadership: Collaborate with the leadership team and execute the company’s sales strategy, focusing on generating leads, building relationships with high-end clients, and achieving sales targets. Collaborate with the COO to align sales initiatives with business goals.
- Client Relationship Management: Cultivate and maintain relationships with clients, architects, realtors, designers, and other key partners. Represent Houck’s brand with integrity and professionalism in all interactions, fostering long-term partnerships.
- Lead Generation and Qualification: Implement and oversee lead generation strategies, ensuring quality and fit with Houck’s client profile. Manage lead qualification processes to ensure a streamlined, effective pipeline from inquiry to engagement.
- Client Presentation and Proposals: Oversee the preparation of sales presentations and proposals, ensuring all materials are professional, accurate, and aligned with Houck’s brand standards.
- Reporting and Performance Metrics: Track key performance metrics for sales and marketing activities, including lead conversion rates, client acquisition costs, and campaign ROI. Report findings and strategic recommendations to the COO.
- Event Planning and Execution: Organize and attend industry events, open houses, and client gatherings to showcase Houck’s portfolio and expand the company’s network within the company’s targets market.
- Team Leadership and Development: Build, lead, mentor, and develop a high-performing sales organization. Establish accountability systems, coaching rhythms, performance expectations, and leadership development processes that create sustainable and repeatable revenue growth while ensuring alignment with company goals and Houck’s core values.
Minimum Performance Metrics
- Achievement of sales and lead generation targets.
- Growth in Houck’s market share and brand recognition within the target market.
- Effective leadership and development of the sales and marketing team, contributing to a cohesive, motivated team culture.
- Lead Management and Tracking: Ensure all leads and sales activities are accurately recorded and organized in the company’s database, maintaining up-to-date and detailed records.
- Timely Follow-Up: Respond promptly to leads, ensuring a professional and seamless client experience while maximizing conversion opportunities.
- Growth in qualified pipeline opportunities and strategic referral relationships.
- Forecast accuracy and visibility into future revenue opportunities.
- Development and retention of high-performing sales professionals.
Performance metrics will be evaluated and assigned annually in alignment with Houck Construction’s strategic objectives.
Minimum Qualifications
- 5+ years of experience leading or materially contributing to a sales department generating $25M+ annually, preferably in the high-end construction, architecture, design, real estate, or high-end service industry.
- Experience building or rebuilding a sales organization, including CRM discipline, KPIs, forecasting, accountability systems, and pipeline management.
- Proven success developing and coaching sales professionals.
- Track record of personally generating business through prospecting, networking, referrals, and strategic partnerships.
- Experience selling to high-net-worth clientele and managing long sales cycles.
- Strong existing network within Los Angeles, Orange County, Santa Barbara, or surrounding Southern California Markets.
- Experience scaling multiple territories, regions, or markets simultaneously.
- Executive-level leadership experience working cross-functionally with Operations, Finance, Design, and Client Experience teams.
- Bachelor’s degree in business, Marketing, or a related field preferred; MBA or advanced degree is a plus.
- Exceptional communication, presentation, and interpersonal skills.
- Ability to manage multiple projects, prioritize tasks, and work in a fast-paced environment.
- Leadership experience, with the ability to inspire and develop a team.
Who Succeeds at Houck
- Builders, not maintainers.
- Leaders, not lone wolves.
- Hunters who can teach others to hunt.
- Professionals who value accountability.
- Individuals who can earn trust with affluent clients and internal teams alike.
- Leaders who strengthen culture rather than create politics.
Compensation
Base salary of $140,000-$180,000 along with bonus opportunity, vehicle opportunity, and other benefits.
Note: This job description outlines the primary duties and responsibilities of the role but is not an exhaustive list. Additional tasks and responsibilities may be assigned as needed to support the company's goals and objectives.
Pay: $140,000.00 - $180,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Health insurance
- Paid time off
- Vision insurance
Application Question(s):
- Have you personally led or materially contributed to a sales organization generating $25M+ in annual revenue?
- Screening Question #2
Describe a sales organization you built or rebuilt, including:
- Yearly revenue generated
- Team size
- CRM utilized
- KPIs implemented
- Results achieved
- Describe your existing professional network within Los Angeles, Orange County, and Southern California and how those relationships have generated business opportunities.
- Have you sold or led business development efforts involving high-net-worth clients and projects exceeding $1M in value?
Experience:
- Sales management: 5 years (Required)
Work Location: In person
