Senior Business Development Manager

Senior Business Development Manager

Mako Industries is seeking an experienced Senior Business Development Manager to drive profitable revenue growth across its Industrial business. This position will be responsible for identifying, developing, and closing new opportunities within the energy, petrochemical, manufacturing, infrastructure, marine, and industrial construction markets.

The ideal candidate will have an established network of industry relationships, a strong understanding of industrial services and project-based sales, and a demonstrated ability to convert customer needs into executable opportunities. This individual will work closely with operations, estimating, engineering, project management, and executive leadership to develop competitive solutions and maintain long-term customer relationships.

This is a results-oriented position requiring consistent customer engagement, disciplined pipeline management, accurate forecasting, and personal ownership of the sales process from initial contact through contract award and project handoff.

Primary Responsibilities

• Develop and execute a business development strategy aligned with the Industrial division's annual revenue, gross-margin, and market-growth objectives.
• Identify and pursue new customers, projects, and strategic accounts across targeted industrial markets.
• Generate qualified opportunities for industrial construction, fabrication, mechanical, electrical and instrumentation, automation, fiber-optic, maintenance, and field-service capabilities.
• Maintain regular contact with customers, engineering firms, EPC contractors, general contractors, OEMs, facility owners, and other key decision-makers.
• Lead the sales process from initial customer engagement through proposal development, negotiation, contract award, and operational handoff.
• Develop account-specific strategies to expand Mako's scope of work with existing customers.
• Monitor customer capital plans, maintenance programs, facility expansions, bid calendars, and upcoming project requirements.
• Represent Mako at customer meetings, site visits, industry events, conferences, and networking functions.

Opportunity and Pipeline Management

• Build and maintain a healthy, diversified pipeline sufficient to achieve assigned bookings and revenue targets.
• Enter and maintain accurate opportunity information, customer activity, probability, value, timing, and next steps within the company's CRM or sales-tracking system.
• Provide reliable weekly and monthly forecasts for bookings, revenue timing, and anticipated project awards.
• Prioritize opportunities based on strategic fit, probability of award, available resources, profitability, and execution risk.
• Maintain clear ownership of every active opportunity and establish defined follow-up actions and decision dates.
• Assist leadership in evaluating new markets, strategic partnerships, geographic expansion, and service-line development.

Proposal and Commercial Development

• Coordinate with estimating, operations, project management, engineering, procurement, and finance to develop complete and competitive proposals.
• Ensure bid opportunities are properly qualified before significant estimating or engineering resources are committed.
• Participate in bid reviews, pricing discussions, scope clarifications, contract negotiations, and commercial risk assessments.
• Confirm that customer requirements, exclusions, assumptions, schedule expectations, payment terms, and execution risks are clearly identified.
• Work with operations to ensure proposed solutions are executable and appropriately staffed.
• Support the development of presentations, capability statements, customer-specific materials, and commercial proposals.
• Maintain awareness of market pricing, competitor activity, customer expectations, and industry trends.

Customer Relationship Management

• Serve as a senior commercial point of contact for assigned customers and strategic accounts.
• Build relationships at multiple levels within each customer organization, including operations, engineering, procurement, project management, and executive leadership.
• Maintain customer engagement throughout project execution to support satisfaction, issue resolution, repeat work, and scope expansion.
• Conduct post-award and post-project follow-up to identify lessons learned and future opportunities.
• Protect Mako's reputation by communicating accurately and avoiding commitments that have not been reviewed by the appropriate operational or executive stakeholders.

Internal Coordination

• Conduct a formal handoff of awarded projects to operations, including scope, pricing basis, schedule, customer expectations, risks, commitments, and key contacts.
• Participate in Industrial division sales, estimating, operations, and forecast meetings.
• Coordinate business development efforts across Mako's affiliated service groups to present integrated solutions where appropriate.
• Provide market intelligence and customer feedback to leadership to support strategic planning and resource allocation.
• Maintain confidentiality regarding customer information, pricing, intellectual property, and company strategy.

Qualifications

Performance Expectations

• Annual bookings and revenue generated
• Gross margin quality of awarded work
• Growth of qualified sales pipeline
• Forecast accuracy
• New customer acquisition
• Expansion of existing strategic accounts
• Proposal-to-award conversion rate
• CRM and opportunity-management discipline
• Quality of project handoffs to operations
• Customer retention and repeat business
• Alignment of sold work with Mako's capabilities and operational capacity

Required Qualifications

• Bachelor's degree in business, engineering, construction management, marketing, or a related field; equivalent industry experience may be considered.
• Minimum of 7 years of business development, account management, estimating, operations, or commercial experience within industrial construction or related markets.
• Demonstrated success developing and closing project-based industrial services opportunities.
• Established relationships within one or more of the following markets:
• Oil and gas
• Petrochemical and refining
• Power and energy
• Manufacturing
• Marine and shipbuilding
• Data centers and critical infrastructure
• Industrial facilities
• EPC and general contracting
• Working knowledge of industrial construction, fabrication, mechanical, electrical and instrumentation, automation, maintenance, or field-service operations.
• Experience reviewing scopes of work, bid documents, commercial terms, and customer specifications.
• Ability to communicate effectively with technical, operational, procurement, and executive-level stakeholders.
• Strong negotiation, presentation, relationship-management, and organizational skills.
• Ability to travel regularly for customer meetings, site visits, and industry events.
• Proficiency with Microsoft Office and CRM or sales-pipeline management systems.
• Valid driver's license and ability to access industrial jobsites.

Preferred Qualifications

• Existing customer relationships within the Gulf Coast industrial market.
• Experience selling self-performed industrial construction and maintenance services.
• Knowledge of fabrication, piping, tubing, welding, hydrotesting, electrical and instrumentation, UL 508A control panels, fiber installation, automation, and industrial field services.
• Experience working with EPC firms, facility owners, OEMs, shipyards, and major industrial contractors.
• Experience developing opportunities exceeding $1 million in value.
• Familiarity with project estimating, contract risk, milestone billing, change management, and gross-margin analysis.
• Experience using CRM platforms to manage large, multi-stage sales pipelines.

Leadership and Behavioral Competencies

• A high degree of personal accountability
• Strong follow-through and responsiveness
• Commercial judgment and financial awareness
• Professional credibility with customers and internal teams
• A collaborative approach with estimating and operations
• Willingness to prospect and develop new relationships
• Ability to distinguish activity from measurable sales progress
• Integrity in forecasting and customer communication
• Sense of urgency without sacrificing quality or risk discipline
• A team-first mindset focused on profitable, executable growth

Compensation

• Base salary commensurate with experience
• Performance-based incentive compensation
• Vehicle allowance or mileage reimbursement, as applicable