Business Development Manager

Business Development Manager (BDM)The Business Development Manager is responsible for generating new revenue by owning face-to-face selling, account expansion, and competitive displacement within an assigned market. This role is focused on developing relationships that convert into active work, expanding share within existing accounts, and opening white space with new customers and referral sources.The BDM operates primarily in the field and is expected to spend the majority of time in in-person meetings with customers, referral partners, and decision-makers. Each BDM owns the quality, depth, and conversion of relationships across priority segments into sustained revenue.Success in this role requires discipline, follow-through, and the ability to sell ATI's capabilities in a way that aligns with operational realities. The BDM is accountable for building a durable book of business, not just generating activity. This role partners closely with Operations, Estimating, and Regional Sales leadership to ensure opportunities pursued can be executed and collected.Key ResponsibilitiesNew Business Development & White Space GrowthDevelop new customer relationships within assigned territory and target verticalsIdentify and penetrate white space within existing accounts to expand shareBuild relationships with decision makers and influencers including property managers, facility leaders, risk managers, adjusters, consultants, and brokersFace-to-Face Selling & Account OwnershipConduct regular in-person meetings with customers and referral partnersOwn assigned accounts and be accountable for relationship depth, opportunity flow, and resultsDevelop and execute account plans for priority relationshipsSupport complex pursuits, presentations, and negotiations when requiredRepresent ATI professionally in the market through meetings, site visits, and industry events including coordination and planning as necessaryOpportunity Conversion & Internal CoordinationPartner with Project Directors, Project Coordinators, National Sales, and Operations leaders to convert opportunities and leads into authorized workEnsure opportunities are accurately entered and maintained in SalesforceMaintain visibility into job progress for active accounts and reinforce expectations with customersAddress issues that risk customer confidence, execution, or repeat businessSupport intake discipline by selling ATI's process, not just servicesSales Discipline & Market IntelligenceMaintain accurate, current opportunity data in SalesforceGather pricing and market intelligence sharing with Regional Sales leadershipFollow established sales process, standards, and ethical guidelinesParticipate in sales reviews, coaching sessions, and regional meetingsSupport regional initiatives, campaigns, and strategic pursuits as directedCollaboration with National Sales, BDRs, and MarketingCollaborate with National and Vertical Sales leader to drive MSA/ERA results in local officesLeverage BDR support for prospecting, meeting setup, and account researchProvide clear direction and feedback to BDRs on target accounts and follow-upParticipate selectively in events and marketing initiatives that support relationship developmentFocus time on high-value, face-to-face selling rather than event logisticsEducation and Experience:Bachelor's degree preferred or equivalent sales experience3+ years of proven experience in outside sales, business development, or account managementBackground in restoration, construction, insurance services, or adjacent commercial services strongly preferredValid and active US driver licenseDemonstrated ability to sell complex services through relationship-based sellingExperience working cross-functionally with operations teamsCompetencies:Field Selling Discipline -- Consistently prioritizes in-person selling and relationship buildingAccount Ownership -- Takes responsibility for results within assigned accounts and territoryCompetitive Mindset -- Comfortable displacing incumbents and winning contested businessOperational Awareness -- Understands how sold work impacts execution, margins, and customer experienceCommunication -- Communicates clearly with customers, peers, and internal teamsJudgment -- Pursues the right opportunities and escalates when execution risk existsOrganization -- Manages multiple accounts and opportunities with structure and accuracyResilience -- Maintains momentum through rejection, competition, and long sales cyclesCareer Path:The Business Development Manager role is a core field-selling position with opportunity for advancement based on sustained performance and leadership capability. Potential progression includes:Senior Business Development Manager (BDM)Executive BDM / National Accounts, depending on skill and specializationAdvancement is driven by demonstrated ability to grow revenue, expand accounts, and operate as a trusted commercial partner to Operations.The statements herein are intended to describe the general nature and level of work being performed by employees and are not to be construed as an exhaustive list of responsibilities, duties, and skills required of personnel so classified. Furthermore, this job description does not establish a contract for employment and the content is subject to be changed, modified, or deleted at the discretion of the Company. In compliance with the Americans with Disability Act (ADA) of 1990, the Company will make reasonable accommodations with those individuals with a disability as defined by the ADA.We are committed to providing equal employment opportunities to all employees and applicants without regard to race, ethnicity, religion, color, sex (including childbirth, breastfeeding, and related medical conditions), gender, gender identity or expression, sexual orientation, national origin, ancestry, citizenship status, uniform service member and veteran status, marital status, pregnancy, age, protected medical condition, genetic information, disability or any other protected status in accordance with all applicable federal, state and local laws. This policy extends to all aspects of our employment practices, including but not limited to, recruiting, hiring, discipline, termination, promotions, transfers, compensation, benefits, training, leaves of absence, and other terms and conditions of employment.