Business Development Manager

Business Development Manager

Capital Market Strategy & Revenue Architecture
Seat on the Leadership Team

Full-Time, Exempt | Reports To: General Manager / Executive Leadership | Location: [Location]

THE OPPORTUNITY

[Entity Name] is seeking an experienced Business Development Manager to lead and scale our project pursuit strategy. Currently, incoming bid invitations are outpacing our team's operational bandwidth, causing us to bypass profitable, high-margin projects.

Reporting directly to the General Manager, you will take ownership of our market expansion, optimize our qualification criteria, and capture this surplus market demand. You will work closely with leadership, giving you the autonomy and corporate resources required to lead this critical department.

OUR CORE VALUES

As our Business Development Lead, you represent our client's first impression of our firm. Your work will be guided by our four core pillars:

• Trust is Our Foundation: We build lasting relationships through integrity, transparency, accountability, and reliability. We do what we say, own our mistakes, and earn trust through consistent action.
• Always Learning, Always Teaching: We chase continuous improvement and share knowledge that strengthens our team, our clients, and our industry, investing in growth, ours and each other's.
• Teamwork is Our Edge: We get to excellence through collaboration, open communication, and mutual respect, supporting one another to get the best results.
• Our Work is Our Proof: We let the quality of our work, the professionalism of our conduct, and the results we deliver speak for themselves. We take pride in every project and every interaction.

CORE KEY PERFORMANCE INDICATORS (KPIs)

Your performance will be measured objectively across these weighted baseline metrics:

• Revenue & Backlog Growth (25%): Create and meet an annual revenue forecast that takes the company above $[Target, e.g., $15,000,000], driving consistent year-over-year backlog growth.
• Pipeline & Proposal Performance (22%): Maintain a qualified active pipeline of $[Target, e.g., $30,000,000] or more, while ensuring 100% on-time submission of proposals and qualifications.
• Win Rate & Client Development (18%): Achieve an overall win rate of at least 25% (improving year-over-year) and acquire new clients per the annual target while maintaining active strategic relationships with top accounts.
• Customer Retention & Forecast Accuracy (15%): Maintain year-over-year customer retention of at least 85%, hold pipeline forecast variance within 15% of actual results, and maintain 100% on-time reporting compliance.
• Margin Discipline (12%): Achieve a 40% or better gross margin on pursued and won opportunities verified at the exact time of bid.
• Industry Engagement & Internal Collaboration (8%): Attend or present at 4 industry events per year to build market presence, and collaborate closely with estimating throughout the pursuit process to strengthen bid quality.

PRIMARY RESPONSIBILITIES

• Strategic Growth & Pipeline Selection: Review incoming bid platforms, procurement portals, and networks to identify and prioritize high-probability pursuits. Fully own the CRM platform, logging all stages, values, probabilities, and close dates to transition our process into a repeatable sales machine.
• Pre-Construction & Estimating Collaboration: Partner deeply with pre-construction and estimating teams on bid strategy and pursuit prep. Evaluate project feasibility, risk profiles, labor burdens, and margin targets to ensure proposals are strategically smart, financially sound, and highly competitive.
• Proposal & RFP Execution: Own the entire lifecycle of RFQ (Request for Qualifications), RFP (Request for Proposal), and ITB (Invitation to Bid) responses from kickoff through submission. Lead the development of presentations, proposals, qualification packages, and capability statements; coach pursuit teams for shortlist interviews; and lead post-proposal debriefs.
• Integrated Marketing Strategy: Partner directly with Marketing on our integrated marketing strategy (annual plans, budgets, activity calendars, and target audiences). Keep marketing collateral fresh, track competitor activity, and share regular market intelligence updates with leadership.
• Trade Association & Brand Representation: Maintain a high-visibility presence and build strategic alliances at regional trade associations and developer networking events. Pursue panels, speaking opportunities, industry award submissions, and strategic sponsorship recommendations.
• Financial Forecasting & Handoffs: Own the BD revenue forecast (reporting progress weekly, monthly, and quarterly) and track expenses against budget with clear variance explanations. Actively support the formal project handoff from BD to Operations after contract award.

QUALIFICATIONS

• Experience: 5 years of progressive business development, sales, account management, or client development experience in construction or electrical contracting. Must have a verified history of managing a full BD lifecycle from lead generation through contract execution.
• Pre-Con & Estimating Literacy: Strong hands-on understanding of pre-construction workflows and a robust, technical grasp of construction financial concepts, including job costing, labor burdens, gross margin, overhead allocation, and project profitability.
• Market Mechanics: Comprehensive understanding of commercial, industrial, institutional, municipal, and infrastructure construction markets. Deep operational knowledge of delivery methods (Design-Bid-Build, Design-Build), public sector procurement regulations, and prevailing wage requirements.
• Systems: Advanced proficiency with CRM platforms for active pipeline management, proposal development software, presentation platforms, and the Microsoft Office Suite (Word, Excel, PowerPoint, Outlook).
• Education: Bachelor's degree in Construction Management, Civil Engineering, Business Administration, Marketing, or a closely related field (equivalent field/industry experience will be heavily weighted).
• Existing Network (Preferred): An established, demonstrable network of owners, General Contractors, developers, architects, engineers, and municipal decision-makers in the region.

Pay: $86,000.00 - $123,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Health insurance
• Paid time off
• Professional development assistance
• Retirement plan
• Vision insurance

Work Location: In person

Salary : $86,000 - $123,000