Business Development Manager - Northern California

Description

Position Summary

The Business Development Manager is a senior individual contributor responsible for accelerating TimberQuest's market presence and revenue growth across Northern California. This role serves as a strategic connector between market intelligence, operational readiness, and customer relationships-owning the full business acquisition lifecycle from opportunity identification through contract execution.

This position is accountable for building a robust sales pipeline, penetrating new client segments, advancing $50M-$75M+ in annual revenue opportunities, and representing the TimberQuest brand as a trusted partner within the education, civic, and healthcare markets.

Key Responsibilities

Market Strategy & Opportunity Development

• Support the development of the TimberQuest business plan through market analysis, segmentation strategy, and territory planning.
• Identify, vet, and prioritize business opportunities based on probability of close, strategic alignment, and operational feasibility.
• Penetrate new clients and expand strategic relationships across Owners, Architects, Consultants, CM/GCs, and Program Managers.
• Serve as TimberQuest brand ambassador through industry events, speaking engagements, podcasts, and professional associations.

Sales & Revenue Generation

• Drive RFQs, RFPs, interviews, and proposal pursuits in alignment with XL Industries' Business Acquisition Process.
• Maintain a qualified sales pipeline sufficient to meet year-over-year revenue and growth targets.
• Own CRM pipeline management, ensuring accurate forecasting, activity tracking, and Plan vs. Actuals BD reporting.
• Partner with Operations and Plant leadership on revenue forecasting, capacity planning, and production schedules.

Client Engagement & Relationship Management

• Lead in-person meetings with Owners, Architects, and Construction Managers utilizing professional presentation collateral.
• Collaborate with Marketing Communications (MarCom) on development of proposals, pursuit strategies, and marketing materials.
• Connect TimberQuest executive and operational leaders with strategic market partners to strengthen pursuit outcomes.

Strategic Leadership & Community Presence

• Actively seek committee or board roles within industry organizations that directly influence TimberQuest markets.
• Design and host memorable client-centric events that strengthen long-term relationships and market reputation.
• Maintain a live log of all current and prospective project opportunities.

Technical & Product Acumen

• Develop fluency in TimberQuest's building solutions including sustainability principles, prefabrication, mass timber systems, pricing structures, schedule drivers, and product limitations.

Qualifications

• Minimum 10 years of progressive business development experience within the construction or A/E industry, supporting diversified markets including Education, Civic, and Healthcare.
• Demonstrated success identifying and closing complex, high-value opportunities ($50M+ annually).
• Deep understanding of public and private procurement methods and delivery models.
• Proven ability to present to executive-level audiences and lead client-facing BD events.
• Bachelor's degree preferred.

Core Competencies

• Business Acumen
• Customer Focus
• Relationship-Based Selling
• Drive for Results
• Bridge Builder (Internal & External Partnerships)
• Ethics & Values
• Motivating Others

Functional Competencies

• Strategic Agility
• Communication & Presentation Excellence
• Innovation Management
• Marketing Acumen
• Interpersonal Influence

Work Environment

This position is designed for collaborative in-office partnership with flexibility for remote work, while maintaining consistent regional presence across Sacramento, Bay Area, and Central Valley markets.

California Pay Transparency

In accordance with California law, the salary range for this position is $165,000 - $210,000 annually , with eligibility for performance-based incentives and a comprehensive benefits package. Actual compensation will be based on experience, education, market conditions, and internal equity.