Business Development Manager

Universal Building Services & Supply Co. (UBS) is more than a janitorial company. We are a team of people who care deeply about delivering safe and welcoming spaces through reliable service and trusted relationships. For more than 60 years, UBS has built trusted partnerships across Northern California by combining dependable service, caring people, and conscientious practices. UBS is entering an important new phase of growth. We are modernizing our systems, strengthening our operations, and building the commercial capabilities needed to grow profitably. The UBS Way guides how we work: Built on Purpose; Lead with Ownership; Invest in Team Members; Deliver What We Promise; Communicate Clearly and Act Quickly; and Keep Getting Better. Position Information Position Title : Business Development Manager Department : Commercial Reports To : VP Operations (or CEO on interim basis) Location : Richmond, CA, with regular travel throughout Northern California FLSA Status : Exempt Position Overview The Business Development Manager is a hands-on revenue producer responsible for profitable new-business growth. This role is for an experienced seller with established relationships in commercial janitorial, facility services, property management, commercial real estate, or an adjacent B2B service industry. Targeted account outreach: Identify priority accounts and decision-makers, build account plans, and pursue them through coordinated, persistent outreach (e.g., property management firms, commercial real estate owners, facility leaders, municipal agencies, and multi-site clients). Relationship and referral development: Activate existing industry relationships and build new referral sources that create introductions and opportunities (e.g., property managers, brokers, consultants, clients, trade associations, and strategic partners). Demand capture and direct prospecting: Convert existing market demand while creating new conversations through direct activity (e.g., inbound website, Google, Yelp, and LinkedIn leads; RFPs; cold calls; emails; site visits; and networking events). This is not a behind-the-scenes sales support role. Success requires consistent prospecting activity, sound judgment about where UBS can win, disciplined CRM use, and the ability to build trust with property managers, facility leaders, procurement teams, and referral partners. Over time, the role may take on direct-report responsibility as UBS expands its commercial growth team. Key Responsibilities Business Development and Relationships Target priority accounts: Build account plans, identify decision-makers, and create opportunities through targeted, persistent outreach. Build the network: Generate business through existing relationships, referrals, strategic partners, and relevant Northern California industry activity. Pipeline and Sales Execution Own the sales cycle: Qualify opportunities, lead discovery and site walks, develop proposals, negotiate terms, and drive signed business through handoff. Win the right work: Partner with Operations and Finance to pursue opportunities UBS can deliver profitably. Commercial Management Use facts to focus effort: Use CRM data, market intelligence, and sales results to prioritize accounts, channels, and campaigns. Manage performance: Track pipeline, conversion, win rate, sales cycle, revenue, margin, and return on commercial investment. Systems and AI Build a scalable commercial engine: Maintain a reliable CRM and improve account planning, qualification, proposals, forecasting, and handoff. Work faster and smarter: Use practical AI tools and agents to accelerate research, prospecting, outreach, proposals, analysis, and reporting. Qualifications Experience: Five or more years in business development, sales, account management, or a related commercial role. Industry network: Established Northern California relationships in facility services, commercial real estate, property management, janitorial, or an adjacent B2B field. Sales capability: Demonstrated success generating, closing, and handing off new business. Commercial judgment: Ability to assess fit, margin, operational feasibility, and likelihood of winning. Tools: Strong CRM, reporting, forecasting, presentation, and negotiation skills; uses AI thoughtfully and effectively. Requirements: Bachelor’s degree preferred; valid driver’s license; regular Northern California travel; background check. Why Join UBS Build what’s next: Help lead UBS’s next phase of profitable growth, bringing modern commercial capability to a trusted Northern California company with more than 60 years of history. Have real influence: Own a visible, hands-on growth role and work directly with the CEO, VP Operations, and VP Finance to turn opportunities into lasting client relationships. Grow with UBS: Help build and lead the commercial function over time, with competitive base salary, incentive compensation, benefits, and a people-first culture grounded in The UBS Way. Equal Opportunity Statement UBS is an equal opportunity employer. We are committed to creating an inclusive workplace where all Team Members are treated with respect and have the opportunity to contribute and grow. #J-18808-Ljbffr