Senior Business Development Manager

Summary

The Sr. Business Development Manager is responsible for building, strengthening, and driving B&D's business development efforts through disciplined opportunity management, strategic relationship development, and market expansion. This role serves as a key contributor to B&D's growth strategy by helping identify where the company should invest its time and resources, which opportunities best align with company goals, and how business development efforts can support long-term profitable growth.

The Sr. Business Development Manager owns the business development lifecycle at the working level, including identifying and qualifying opportunities, leading go/no-go evaluations, shaping pursuit strategies, and cultivating the high-touch client and industry relationships that have long served as a competitive advantage for B&D. This role requires an individual who can comfortably move between executive-level discussions, pursuit planning, relationship development, proposal refinement, CRM management, and data-driven decision-making. The successful candidate will be equally comfortable presenting pipeline health and market insights to Executive Leadership as they are evaluating opportunities, supporting proposals, and driving disciplined pursuit execution.

Success in this role requires sound judgment, strong relationship-building skills, intellectual curiosity, and a proactive approach to identifying opportunities, solving problems, and advancing B&D's growth objectives.

Benefits
• Robust 401(k) program with discretionary safe harbor (no contribution required)
• Excellent health, dental, and vision insurance
• 8 Paid holidays
• Flexible PTO
• Collaborative and supportive culture

Responsibilities

Business Development Leadership

• Serve as an ethical, driven, and dependable leader, setting a strong example within the team and across the organization while earning trust through action and accountability

• Build and sustain trust-based relationships across all levels, including employees, clients, partners, vendors, subcontractors, unions, and industry stakeholders

• Identify and solve business development challenges with a bias toward action, ownership, and follow-through

• Champion accountability and a culture of ownership while supporting B&D's long-term success and profitable growth

• Provide clear and transparent reporting to Executive Leadership regarding pipeline health, pursuit activity, and market trends

Strategy & Business Development

• Translate B&D's growth framework, including defending and extending core markets, growing recurring MEP service and maintenance opportunities, and expanding into targeted geographic regions, into a written business development plan with measurable objectives, targets, and priorities

• Identify, qualify, and pursue new partnerships, markets, customers, and growth opportunities that align with B&D's strategic goals

• Maintain deep competitive intelligence by understanding the market landscape, knowing B&D's differentiators, and leveraging them in every pursuit

• Lead hands-on go/no-go evaluations - review bid documents, assess risk, apply a structured scoring framework, and align pursuits with strategy while protecting the 7.5% net margin floor through disciplined bid selection

• Design and maintain an opportunity evaluation framework that scores pursuits based on margin, strategic fit, capacity, resource availability, customer value, and competitive positioning before estimating and leadership resources are committed

• Support the preparation, quality, and timely submission of technical proposals and pre-qualification packages

• Actively generate, monitor, and close business opportunities while ensuring an exceptional client experience from first touch through project completion

• Develop and maintain target account strategies for priority customers and market sectors

• Collaborate with Operations, Preconstruction, Estimating, and Executive Leadership to shape pursuit strategies and ensure opportunities convert into well-planned, profitable projects

Data-Driven Strategy & CRM

• Lead the selection, implementation, optimization, and ownership of B&D's CRM platform to ensure pipeline activity, client engagement history, and business development efforts are maintained within a trusted system

• Drive CRM adoption and data discipline across business development efforts to provide leadership with real-time visibility into pipeline health and forecasted revenue

• Establish, monitor, and report key performance indicators including pipeline by market sector, win rates, client profitability, market share, and pursuit activity to support strategic decision-making

• Leverage financial performance data across customers, market verticals, and project types to inform pursuit strategy and resource allocation

• Partner with Operations to evaluate labor availability, bench strength, and workforce capacity, aligning business development efforts with B&D's ability to successfully deliver work

• Use market intelligence, economic trends, customer feedback, and regional labor data to identify emerging opportunities and proactively position B&D ahead of the competition

Customer & Industry Relationships

• Be a visible, high-touch presence with customers, partners, unions, vendors, subcontractors, and industry stakeholders

• Cultivate and strengthen relationships that create measurable competitive advantages in proposals, procurement, and customer retention

• Develop and maintain relationships with key customers, industry partners, owners, general contractors, and decision-makers that support long-term growth opportunities

• Establish and execute strategic account plans for priority customers and market sectors

• Represent B&D as a trusted trade partner of choice across existing and emerging markets

• Maintain consistent communication with clients and internal stakeholders to support a positive customer experience from initial engagement through project completion

Marketing Collaboration & Brand Support

• Support B&D's brand presence through participation in industry events, trade shows, sponsorship activities, community engagement efforts, and client-facing initiatives

• Partner with internal and external marketing resources to support business development objectives, proposal efforts, customer communications, and market visibility

• Provide market intelligence, customer feedback, and business development insights to support marketing campaigns and content development

• Engage with industry associations, professional organizations, and community groups to strengthen B&D's visibility and industry presence

• Ensure proposals, presentations, qualification packages, and other client-facing materials reflect B&D's standards of quality and professionalism

Collaboration & Organizational Partnership

• Facilitate and contribute to business development, marketing, and estimating meetings to keep pursuits aligned and moving

• Serve as a connective partner across Operations, Preconstruction, Estimating, and Marketing, bridging B&D's capabilities with client needs

• Keep leadership consistently informed on activities, goals, priorities, pipeline status, and key accomplishments

• Coordinate and mentor business development support staff as the function grows

• Support the development and continuous improvement of business development processes, tools, and reporting practices

Other

• Represent B&D's Mission, Vision, and Values

• Travel may be required as needed

• Demonstrate strong verbal and written communication skills while interacting with employees, clients, vendors, subcontractors, industry partners, and leadership

• Physical demands include long hours sitting, using a computer, standing, pulling/pushing, walking, lifting, and climbing

• Job requires advanced computer proficiency and advanced critical thinking skills

• Other duties, activities, and responsibilities may vary and change as assigned

Education and Experience

• Bachelor's degree in Business, Marketing, Construction Management, or a related field preferred

• 5+ years of progressive experience in business development, account management, or a closely related discipline required, preferably in construction, engineering, or a project- based industry

• Hands-on experience implementing or administering a CRM platform (e.g., Salesforce, HubSpot, Microsoft Dynamics), including driving team adoption, strongly preferred

• A demonstrated track record of building - a process, pipeline, territory, or system