Outside Business Development Representative

Outside Business Development Representative

The Outside Business Development Representative is responsible for identifying new project opportunities, strengthening industry relationships, and positioning ISEC to win profitable work across targeted construction markets. This role focuses on market engagement, opportunity development, and strategic pursuit leadership, working closely with internal teams to align pursuit strategy, pricing, and scope definition. Outside Business Development professionals serve as the primary market-facing representative for ISEC within their assigned territory.

ISEC delivers integrated specialty construction solutions including architectural woodwork, ceilings, general construction, doors, frame, and hardware, glass and glazing, medical equipment, metals, science furniture & equipment, and specialties. Outside Business Development representatives position these solutions with contractors, architects, developers, and owners to support project pursuits.

ISEC supports projects across a diverse range of commercial construction markets including aviation & transportation, commercial, education, entertainment, government, healthcare, high-rise residential, hospitality, and science & technology.

Duties and Responsibilities:

Market Development

• Identify and pursue new project opportunities across targeted market sectors.
• Maintain strong visibility within contractor and design communities.
• Develop organizational and decision making charts for general contractors and architects.
• Identify key accounts (architect, GC, end user) and develop and execute growth plans.

Relationship Development

• Build and maintain trusted relationships with General Contractors, architects, developers, and owners.
• Serve as a strategic partner during project planning and design phases.

Pursuit Strategy

• Creative researching capabilities and ability to build diverse networks.
• Evaluate project opportunities and contractors to support bid / no-bid decision making.
• Provide market intelligence and strategic input to internal teams.
• Position ISEC for early engagement opportunities such as design assist.
• Find early opportunities compiling the information needed such as schedule, funding approval, type of contract (DBB/CM) etc to present a compelling reason to pursue the project internally.

Client Engagement

• Lead client presentations, project discussions, and pursuit coordination.
• Represent ISEC at industry events and client meetings.
• Build industry networking groups and channels to source information i.e. scope sheets, Tenants in the Market (TIMS) sheets.
• Work with marketing to develop project specific pitches, local events, and local marketing.

CRM Management

• Input all opportunities into the CRM, map stakeholders and keep up to date status reports along with relevant project information.
• Use CRM data to track market trends, forecasting and closure insight.

Interview, Negotiation, & Closure

• Generate and drive closure strategy with the collective preconstruction team.
• Prep and participate in interviews.
• Negotiate terms and conditions to dial in contracts.

Other Duties:

Please note that this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

Preferred Qualifications (in addition to minimum qualifications)

Education / Experience

• Bachelor's Degree in Construction Management, Business, Engineering, Communication, Marketing or related field preferred.
• 5-10 years of successful construction sales or business development experience.
• Established network of contractors, architects, and project stakeholders.

Knowledge / Skills / Abilities

• Strong understanding of ISEC product lines and construction applications.
• Proven ability to develop relationships and influence project teams.
• Strong networking, negotiation, and communication skills.

Minimum Qualifications

Education / Experience

• High School Diploma or equivalent with 5+ years of construction sales, business development, or marketing experience.

Knowledge / Skills / Abilities

• Ability to identify and qualify project opportunities aligned with company capabilities.
• Strong relationship-building and professional communication skills.
• Experience collaborating with estimating and operational teams during project pursuits.
• Proficiency with Excel, Work, PowerPoint, and CRM tools.

Customer Service Skills

• Consistently deliver outstanding service to both internal and external customers.
• Take initiative and ownership in resolving customer concerns or connecting them with the appropriate resource.
• Actively listen, ask thoughtful clarifying questions, and confirm understanding with customers.
• Committed to following up with customers in a timely manner.
• Maintain a high level of accountability – ensures that you will do what you say that you are going to do.
• Builds positive personal connections through warm, friendly, and respectful interactions.
• Maintain a positive and professional attitude.

Core Competencies

• Urgency and drive to find and develop opportunities.
• Relationship Building – Develop trusted relationships with contractors, architects, developers, and owners.
• Market Awareness – Maintain strong understanding of construction trends, project pipelines, and competitive dynamics.
• Strategic & Creative Thinking – Identify opportunities aligned with company capabilities and growth objectives.
• Professional Communication & Presentation – Effectively represent ISEC in meetings presentations, and industry events.
• Influence & Negotiation – Guide project teams towards solutions that align with project goals while positioning ISEC competitively.
• Initiative & Accountability – Self-driven professional capable of building and maintaining a strong opportunity pipeline.

Measures of Success

Success in the Outside Business Development role is measured by the ability to generate opportunities, build strong relationships, and position ISEC to win profitable work.

Key Indicators Include:

• Development of a strong and sustainable opportunity pipeline.
• Growth of relationships with contractors, architects, owners, and developers.
• Successful engagement in early-stage project planning and design discussions.
• Strategic identification and qualification or project opportunities.
• Contribution to revenue & profit growth across targeted markets.
• Effective collaboration with inside sales, estimating, and operations team.
• Account growth with assigned GC accounts, expanding ISEC's scope of work, product representation, and revenue share over time.
• Growing the number of active contracts within assigned accounts year over year.
• Consistently logging all activity, communications, and opportunity updates in the CRM, maintaining accurate and up-to-date records across all assigned accounts and pursuits.