Business Development Manager Sales

Job Description

Job Description

Position Overview

The Business Development Manager is responsible for acquiring new customers , expanding Modern System Concepts’ market presence, and driving new net revenue growth , including recurring monthly revenue (RMR) . This role focuses on identifying prospects, developing new relationships, and positioning MSC as the preferred partner for security, fire/life safety, access control, CCTV, intrusion, intercom, and managed services . The ideal candidate is a hunter — initiative-taking, energetic, and skilled at opening doors, building trust quickly, and converting prospects into long-term customers.

Key Responsibilities

New Customer Acquisition

Identify, target, and secure new commercial, industrial, municipal, and institutional customers .

Build and manage a robust prospecting pipeline through cold outreach, networking, referrals, industry events, and strategic partnerships.

Conduct discovery meetings to understand customer needs, risks, compliance requirements, and modernization opportunities.

Develop tailored proposals and solutions that align with customer goals and MSC’s capabilities.

Revenue Growth & RMR Expansion

Drive new net revenue across all system categories: access control, CCTV, intrusion, fire alarm, intercom, networking, and integrated platforms.

Increase recurring monthly revenue (RMR) through monitoring, hosted/managed access, managed video, service agreements, and lifecycle programs.

Position MSC’s managed services as long-term value drivers for new customers.

Build multi-year growth strategies for newly acquired accounts.

Sales Execution & Pipeline Management

Maintain a disciplined pipeline with accurate forecasting and CRM documentation.

Prepare proposals, scopes of work, and ROI analyses that clearly articulate business value.

Collaborate with engineering, operations, and project teams to ensure seamless onboarding and delivery.

Track performance (new customer acquisition, revenue growth, RMR generation, and proposal win rates).

Industry Expertise & Technical Competency

Maintain strong working knowledge of:

Access control platforms (Mercury, Lenel, Genetec, Avigilon)

Video surveillance systems (Axis, Hanwha, Avigilon, Bosch)

Intrusion systems (Bosch, DSC, DMP)

Fire alarm systems (Honeywell, Notifier, EST, Siemens)

Intercom and communication systems

Networking fundamentals (PoE, VLANs, IP addressing)

Understand NFPA, IBC, ADA, and AHJ requirements that influence system design and compliance.

Stay current on emerging technologies including AI analytics, cloud video, remote services, and integrated platforms.

Key Performance Indicators

New Customer Acquisition: Number of new logos secured per quarter.

Net-New Revenue: Total new project and service revenue generated.

RMR Growth: Monthly and annual increases in recurring revenue from new customers.

Proposal Conversion Rate: Win rate on new customer opportunities.

Pipeline Health: Volume, velocity, and accuracy of CRM forecasting.

Market Penetration: Expansion into targeted verticals and geographic areas.

Required Skills & Qualifications

3–7 years of business development or outside sales experience in security integration, fire/life safety, low-voltage, or building technologies.

Proven success in new customer generation and net-new revenue growth .

Strong understanding of integrated security and life safety systems, construction processes, permitting, and AHJ coordination.

Ability to communicate technical concepts in clear business terms.

Excellent prospecting, networking, and relationship-building skills.

CRM proficiency and disciplined pipeline management.

Self-driven, competitive, and comfortable working independently.

Preferred Certifications & Credentials

Experience selling service agreements, monitoring, hosted access, and managed video .

Manufacturer certifications or familiarity with major platforms (Digital Watchdog, Hanwha, Kantech, Sicunet, DMP, Potter, Gamewell, and equivalent manufacturer platforms).

Background working with commercial, industrial, healthcare, education, municipal, or multi-site enterprise customers.

FAL License and Texas Security License (TX DPS)

Manufacturer-specific training or certifications in life safety, Intercom, networking, access control, CCTV, or intrusion systems.

Experience working on construction sites with general contractors, architects, project managers, and other trades.

Work Environment & Role Expectation

This position directly fuels MSC’s growth engine . By acquiring new customers and expanding RMR, the Business Development Manager accelerates MSC’s market presence, strengthens long-term revenue stability, and helps position MSC as a leading security and life safety integrator in Texas and beyond with a passion to exceed customer expectations.

Whenever you need us, we will be here for you.
Having worked in the security integration business for other companies, MSC founder Mark Popkowski, set out to build a systems integration company that would be different. One that would not only offer the latest technologies, but also treat its employees and customers like family. A company that would take the time to understand their clients’ objectives and custom design systems to suit their needs and budget.

Since 1998, that is exactly what Modern System Concepts has done, in fact, our very first customer is still our customer today.

Our Approach​
We focus on our clients. ​
We’ve earned a reputation as a trusted technology partner throughout the Houston area by consistently demonstrating the highest levels of integrity in our work and our customer support. Whether it is a new initiative or an upgrade to an existing system, our team of experts helps identify solutions specific to the type and level of need. As a true technology partner, we’re vested in client success and have a personal interest in helping you realize maximum efficiency and benefit, as well as return on investment.

Our Goal
Providing safety, security and peace of mind through innovative technology and service solutions.
Modern System Concepts is more than a security system company. We are experts in fire protection systems and inspections, and advanced technologies for commercial applications. We are continually striving to improve by seeking out new technologies to meet our clients’ evolving needs, consistently training our employees on new systems and working to ensure that all of our interactions with you exceed your expectations.

We work hard to build relationships that last.

Company Description

Whenever you need us, we will be here for you.\nHaving worked in the security integration business for other companies, MSC founder Mark Popkowski, set out to build a systems integration company that would be different. One that would not only offer the latest technologies, but also treat its employees and customers like family. A company that would take the time to understand their clients’ objectives and custom design systems to suit their needs and budget.\n\nSince 1998, that is exactly what Modern System Concepts has done, in fact, our very first customer is still our customer today.\n\nOur Approach​\nWe focus on our clients. ​\nWe’ve earned a reputation as a trusted technology partner throughout the Houston area by consistently demonstrating the highest levels of integrity in our work and our customer support. Whether it is a new initiative or an upgrade to an existing system, our team of experts helps identify solutions specific to the type and level of need. As a true technology partner, we’re vested in client success and have a personal interest in helping you realize maximum efficiency and benefit, as well as return on investment.\n\nOur Goal\nProviding safety, security and peace of mind through innovative technology and service solutions.\nModern System Concepts is more than a security system company. We are experts in fire protection systems and inspections, and advanced technologies for commercial applications. We are continually striving to improve by seeking out new technologies to meet our clients’ evolving needs, consistently training our employees on new systems and working to ensure that all of our interactions with you exceed your expectations.\n\nWe work hard to build relationships that last.