Business Development Manager-Rancho Cucamonga, CA

Job Description

Job Description

Certerra provides technology-enabled testing, inspection, and certification services for new product development, engineering solutions to manage assets, and quality assurance for project delivery.

Working in partnership, we help you bring code compliant products to market faster, move into construction with confidence, keep your projects moving forwards and extend the life of your infrastructure assets.

With a nationwide office network and an expert team of over 1,000 people, we have the resources to deliver materially better outcomes, along with local knowledge that ensures the communities we serve are built to last.

The Business Development Manager (BDM) is responsible for driving revenue growth by developing and maintaining relationships with engineering firms, construction companies, public agencies, utility owners, contractors, and infrastructure stakeholders. Promotes underground utility locating, utility mapping, vacuum excavation (potholing), and subsurface utility engineering (SUE) services while identifying new business opportunities, securing contracts, and expanding market share.

KEY RESPONSIBILITIES:

• Develop and execute strategic sales plans to achieve company revenue goals.
• Identify and pursue opportunities with engineering consultants, general contractors, utility companies, municipalities, transportation agencies, and private developers.
• Generate new business through prospecting, networking, industry events, referrals, and cold calling.
• Develop and maintain a pipeline of qualified opportunities.
• Meet or exceed monthly, quarterly, and annual sales targets.
• Conduct client presentations, capability statements, and project reviews.
• Promote utility locating, SUE, potholing, utility mapping, and related services.

Client Relationship Management

• Establish and maintain strong relationships with decision-makers, project managers, estimators, and procurement personnel.
• Serve as the primary point of contact for key accounts.
• Monitor client satisfaction and address concerns promptly.
• Maintain regular communication with existing clients to identify repeat business opportunities.
• Track customer activities and opportunities using CRM software.

Proposal & Contract Development

• Coordinate preparation of proposals, qualifications packages, RFQs, RFPs, and bid submissions.
• Collaborate with operations and estimating teams to develop pricing and project scopes.
• Review contract requirements and ensure alignment with company capabilities.
• Negotiate service agreements and pricing when appropriate.

Market Development

• Analyze market trends, competitor activities, and emerging opportunities.
• Identify target markets and strategic accounts.
• Develop marketing initiatives to increase company visibility.
• Participate in industry associations and trade organizations

Internal Coordination

• Work closely with operations, project managers, dispatchers, and field personnel to ensure successful project execution.
• Communicate client expectations, project requirements, and schedules.
• Assist with collections and account management when necessary.
• Provide accurate sales forecasts and pipeline reporting to executive management.

Preferred

• Existing relationships with engineering firms, public agencies, utility owners, transportation agencies, and contractors.
• Knowledge of:

o ASCE 38 Utility Quality Levels (QL-A, QL-B, QL-C, QL-D)

o Utility conflict mitigation processes o Infrastructure and transportation projects

• Experience working with public works and transportation agencies.

Education/Qualifications:

• Bachelor’s degree in business, Marketing, Construction Management, Engineering, or a related field, or equivalent industry experience.
• Minimum 3–5 years of business development, sales, or account management experience.
• Experience within construction, utility services, engineering consulting, geotechnical services, surveying, or infrastructure industries.
• Strong understanding of underground utility locating vacuum excavation, potholing, utility coordination, or SUE services.
• Proven ability to generate and close new business.
• Strong negotiation, presentation, and communication skills.
• Proficiency with CRM software and Microsoft Office Suite.
• Valid driver's license and ability to travel throughout assigned territory.
• Ability to travel within California Region

Salary + Commission is paid for this position

We are an Equal Opportunity Employer. This Company is dedicated to both the letter and the spirit of the equal opportunity employment laws. All applicants and all employees will be evaluated based on their ability, competence, and performance of the essential functions of their positions. There will be no discrimination based on race, sex, national origin, religion, age 40 and over, disability, sexual orientation, marital status, or any other classification which may be protected by federal, state, or local laws. In compliance with the Americans with Disabilities Act, we specifically offer equal opportunity for all employees or job applicants who may have a physical or mental disability. Such people will be hired based on their ability to perform the essential functions of the job in question. Likewise, their work will be evaluated on their performance of these essential functions. We will offer reasonable accommodation to individuals with disabilities, to the extent that Company resources allow without undue hardship. As part of our equal employment policy, there will be no wage differentials based on gender, between men and women employed in the same establishment, on jobs that require equal skill, effort, and responsibility, and which are performed under similar working conditions.