Business Development Manager Sales

Job Description

Job Description

Position Overview

Lighting Maintenance Inc. (LMI) is seeking an experienced Business Development Manager to develop new commercial relationships, reactivate existing customers, expand key accounts, and build a consistent pipeline of qualified opportunities across LMI’s service lines and geographic markets.

This is not simply a networking or lead-generation position. The Business Development Manager will be responsible for identifying the right customers, developing relationships with key decision-makers, understanding customer needs, coordinating opportunities internally, and remaining engaged through the sales process to help convert opportunities into long-term business.

LMI provides commercial electrical and lighting services across Maryland, Washington, D.C., and Virginia, including commercial lighting service and maintenance, sports lighting, roadway lighting and traffic signals, electrical construction, underground and directional drilling, foundations, pole setting, and other specialized electrical services.

The successful candidate will understand how to sell services in a B2B, commercial, construction, facilities, or service-based environment and will be comfortable developing relationships with property managers, facilities leaders, contractors, municipalities, commercial property owners, and other decision-makers.

Key Responsibilities

Business Development & Revenue Growth

• Develop and execute a business development strategy designed to generate qualified opportunities and new revenue for LMI.
• Identify and pursue new commercial customers throughout LMI’s existing markets.
• Build relationships with property management companies, facility managers, commercial property owners, general contractors, electrical contractors, municipalities, and other target customers.
• Reactivate former LMI customers and identify opportunities to expand existing relationships.
• Develop account strategies for customers with multiple properties, facilities, locations, or recurring service needs.
• Identify cross-selling opportunities across LMI’s service divisions.
• Prospect through direct outreach, referrals, networking, industry relationships, customer visits, email campaigns, events, and other business development activities.
• Maintain a consistent pipeline of qualified prospects and active opportunities.

Account & Relationship Management

• Serve as a professional point of contact for prospective and strategic customers.
• Meet with customers to understand current needs, future projects, pain points, budgets, and service expectations.
• Develop long-term relationships rather than focusing solely on individual transactions.
• Conduct regular follow-up with prospects, customers, and previously quoted opportunities.
• Partner with Operations to ensure commitments made during the business development process align with LMI’s operational capabilities.
• Maintain contact with customers after initial work is completed to identify recurring and additional opportunities.

Opportunity Development

• Qualify opportunities based on scope, location, revenue potential, operational fit, customer need, and likelihood of developing into meaningful business.
• Coordinate site visits, surveys, estimating requests, and internal handoffs.
• Work closely with LMI’s Service, Construction, Infrastructure, Estimating, and Operations teams to develop appropriate solutions.
• Ensure opportunities are assigned to the appropriate internal owner and continue to move through the sales process.
• Follow open proposals and estimates through decision rather than considering a quote the end of the sales process.
• Document reasons for won, lost, delayed, or cancelled opportunities to improve future business-development strategy.

Target Markets

The Business Development Manager will focus primarily on commercial and institutional customers where one relationship can generate recurring or multi-location business, including:

• Property and asset management companies
• Shopping centers and retail portfolios
• Multifamily and apartment portfolios
• Hotels and hospitality groups
• Car dealership groups
• Commercial and industrial properties
• Warehouses and distribution facilities
• Healthcare and senior living campuses
• Schools, colleges, religious organizations, and institutional campuses
• Sports and recreation facilities
• Municipal and government facilities
• General contractors and electrical contractors
• Organizations requiring directional drilling, foundation work, pole setting, or specialized electrical equipment

CRM, Pipeline & Reporting

A major responsibility of this position will be creating visibility and accountability around LMI’s business-development pipeline.

The Business Development Manager will:

• Maintain complete and accurate customer, prospect, and opportunity records within LMI’s CRM or designated tracking system.
• Ensure every qualified opportunity has an assigned owner and documented next action.
• Track lead source, estimated opportunity value, proposal status, expected decision dates, follow-up activity, and outcome.
• Maintain organized account and contact information.
• Provide regular pipeline reporting to executive leadership.
• Identify stalled opportunities requiring follow-up or executive involvement.
• Help establish and improve business-development processes as LMI continues building its CRM and reporting infrastructure.

Marketing Partnership

The Business Development Manager will work closely with LMI’s marketing resources to connect marketing activities directly to sales opportunities.

Responsibilities will include:

• Providing feedback regarding customer needs and market trends.
• Helping identify target industries, accounts, and geographic opportunities.
• Following up on qualified leads generated through marketing campaigns.
• Supporting customer-reactivation initiatives.
• Participating in seasonal and service-specific campaigns.
• Helping identify successful projects, customer stories, and market opportunities that can support future marketing efforts.
• Tracking which campaigns and lead sources ultimately generate meetings, quotes, and revenue.

Performance Expectations

Success in this role will be measured through meaningful business outcomes, including:

• Qualified opportunities generated
• New customer relationships established
• Former customers reactivated
• Customer meetings and site surveys
• Qualified pipeline value
• Proposals and quoted dollars generated
• New business won
• Revenue generated from new and reactivated accounts
• Expansion of existing accounts
• Lead-to-customer conversion
• Pipeline follow-up and CRM accuracy
• Development of recurring and multi-location customer relationships

Qualifications

Required:

• 5+ years of business development, outside sales, account management, or related B2B experience.
• Demonstrated ability to prospect, develop relationships, and generate new business.
• Experience managing a sales or business-development pipeline.
• Strong professional communication and presentation skills.
• Ability to communicate effectively with executives, property managers, facilities professionals, contractors, field personnel, and operational leaders.
• Strong follow-up and organizational skills.
• Ability to work independently while coordinating across multiple departments.
• Comfortable working with CRM systems and maintaining detailed customer and opportunity records.
• Valid driver’s license and ability to travel throughout LMI’s service territory.

Preferred:

• Experience in electrical contracting, commercial construction, facilities services, lighting, energy services, property management, building services, or a related industry.
• Existing relationships within commercial real estate, facilities management, construction, electrical contracting, or government markets.
• Experience selling recurring service or multi-location commercial services.
• Understanding of estimating, proposals, construction/service operations, and project handoffs.
• Experience developing strategic accounts with multiple locations or facilities.

Ideal Candidate

The right person for this position is a relationship builder who is also disciplined about execution .

We are looking for someone who can walk into a customer meeting, understand the customer's business, recognize an opportunity, bring the right LMI resources into the conversation, and then continue following the opportunity until there is a clear outcome.

This individual should be comfortable building relationships from the ground up while also bringing structure, accountability, and measurable results to LMI’s business-development efforts.

Why LMI?

Lighting Maintenance Inc. has been serving customers for more than three decades and has developed significant capabilities across commercial electrical service, lighting, infrastructure, construction, sports lighting, roadway work, and specialized equipment.

As LMI continues to grow, this position will have an opportunity to help shape how the company approaches business development, customer expansion, lead management, and long-term revenue growth.

The Business Development Manager will play an important role in turning LMI’s existing capabilities and relationships into a more structured, measurable, and scalable growth strategy.

Since 1991, our family-owned electrical and lighting contracting company has served government, commercial and industrial customers with a can-do attitude backed by our tradition of superior service. Today we’re an acknowledged industry leader, but our biggest strength – most valuable asset – is the people that comprise the LMI team.

We’re proud to provide you not just a job, but a career and a rewarding professional opportunity to refine your skills and add new ones. You’ll be helping us maintain our leadership in the lighting industry. Our pledge is a workplace that is open, cooperative, respectful and dynamic, designed to bring out your best, and LMI’s best.

The LMI Open Door Policy, empowers our employees to take problems to the next management level, and resolve them with your immediate supervisor. We also invite suggestions for ways we can improve productivity, efficiency and safety. At LMI the safety and well-being of employees, customers and the public are our top priorities.

Company Description

Since 1991, our family-owned electrical and lighting contracting company has served government, commercial and industrial customers with a can-do attitude backed by our tradition of superior service. Today we’re an acknowledged industry leader, but our biggest strength – most valuable asset – is the people that comprise the LMI team.\r\n\r\nWe’re proud to provide you not just a job, but a career and a rewarding professional opportunity to refine your skills and add new ones. You’ll be helping us maintain our leadership in the lighting industry. Our pledge is a workplace that is open, cooperative, respectful and dynamic, designed to bring out your best, and LMI’s best.\r\n\r\nThe LMI Open Door Policy, empowers our employees to take problems to the next management level, and resolve them with your immediate supervisor. We also invite suggestions for ways we can improve productivity, efficiency and safety. At LMI the safety and well-being of employees, customers and the public are our top priorities.