What are the responsibilities and job description for the Business Development Manager position at Certerra?
Job Summary:
Certerra is seeking a highly motivated and results-driven Business Development Manager to support the strategic expansion of its Instrumentation & Monitoring (I&M) practice throughout key growth regions in the United States. These positions are responsible for developing new client relationships, identifying project opportunities, and driving revenue growth within heavy civil infrastructure, transportation, transit, tunneling, geotechnical construction, energy, utilities, commercial development, and public-sector markets.
The successful candidate will serve as the primary market-facing representatives for Certerra's advanced instrumentation and monitoring services, including automated monitoring systems, robotic total stations, vibration monitoring, structural health monitoring, settlement monitoring, geotechnical instrumentation, real-time web-based data management platforms, emergency response monitoring, and risk mitigation solutions.
These roles require a strategic business developer capable of engaging owners, engineers, contractors, construction managers, private developers and public agencies to position Certerra as the preferred monitoring partner on complex infrastructure and construction projects.
Duties:
Business Development & Sales
- Develop and execute regional business development plans aligned with Certerra's national growth strategy.
- Identify, qualify, and pursue new project opportunities within assigned territories.
- Generate and maintain a robust sales pipeline through prospecting, networking, industry events, and strategic client outreach.
- Establish relationships with:
- Engineering consulting firms
- General contractors
- Construction managers
- Transit agencies
- Departments of Transportation
- Public utility authorities
- Energy and industrial owners
- Municipal agencies
- Private developers
- Lead client presentations and project pursuit strategies.
- Coordinate proposal development efforts with technical and operations teams.
- Develop and negotiate service agreements, master service agreements, and project contracts.
- Meet or exceed annual sales, revenue, and profitability targets.
Market Development
- Analyze regional market trends, capital improvement programs, and infrastructure investments.
- Track upcoming public and private projects requiring monitoring and risk management services.
- Identify strategic partnerships with engineering firms, contractors, and owners.
- Develop market intelligence related to:
- Transit expansion projects
- Bridge and tunnel construction
- Deep excavation support systems
- High-rise development
- Transportation infrastructure improvements
- Utility and energy projects
- Represent Certerra at conferences, trade organizations, and industry networking events.
Client Relationship Management
- Build and maintain long-term client relationships across all phases of project delivery.
- Serve as a trusted advisor regarding risk management, instrumentation planning, and construction monitoring solutions.
- Conduct regular client visits and project site meetings.
- Coordinate with operations teams to ensure successful project execution and client satisfaction.
- Develop repeat business opportunities and expand existing client accounts.
Strategic Growth Initiatives
- Support market penetration strategies for emerging technologies including:
- Automated robotic total stations
- Remote monitoring platforms
- Real-time alerting systems
- Structural health monitoring
- Digital twin integration
- Construction risk management solutions
- Provide market feedback to leadership regarding competitive conditions and client needs.
- Assist in evaluating potential acquisitions, partnerships, and expansion opportunities within assigned territories.
Reporting and CRM Management
- Maintain accurate sales forecasts and opportunity tracking.
- Utilize CRM software to document client interactions, pursuits, and pipeline activities.
- Prepare monthly business development reports and sales forecasts.
- Monitor key performance indicators and regional growth objectives.
Education/Qualifications:
Required Qualifications
- Bachelor's degree in Engineering, Construction Management, Geology, Business, Marketing, or related field.
- Minimum 5 years of business development, technical sales, or project management experience within engineering, construction, geotechnical, or infrastructure services.
- Demonstrated ability to develop and close professional service contracts.
- Strong understanding of construction, engineering, and infrastructure markets.
- Excellent communication, presentation, and relationship-building skills.
- Ability to travel extensively throughout assigned territory (approximately 40–60%).
- Proven record of meeting or exceeding sales targets.
Preferred Qualifications
- Existing relationships with engineering consultants, contractors, owners, and public agencies within assigned region.
- Experience selling geotechnical, environmental, construction materials testing, instrumentation, or engineering consulting services.
- Familiarity with instrumentation and monitoring technologies and risk management practices.
- Experience with CRM platforms such as Salesforce, HubSpot, or Microsoft Dynamics.