Business Development Manager

Job Description

Job Description

Altus Fire & Life Safety is a full-service fire and life safety services platform. We offer a complete suite of solutions, from the design, engineering, installation, and servicing of state-of-the-art fire and life safety systems to training, consulting, crisis management and business continuity services.

Facility Compliance Services LLC, part of the Altus Fire & Life Safety family of companies, located in Berlin, CT, is looking for Business Development Manager to join our team! The Business Development Manager (BDM) is an outside sales hunter focused on driving recurring annual revenue growth through multi-year inspection, testing, and maintenance (ITM) agreements with new customers and new locations, across Altus’s entire portfolio of fire and life safety service lines. You own the full new-business cycle — prospecting, qualifying, pitching, positioning, and closing — and are measured on the new recurring revenue (ARR) and ITM contracts you secure against quota.

This is a field-based role (typically 3–4 field days and 1–2 office days per week) that rewards disciplined planning, strong time management, and relentless daily and weekly sales activity. You will prospect effectively across a broad range of end-markets — from commercial real estate to mission-critical facilities.

We value our well-being just as much as our hard work. We are committed to a holistic approach towards benefits plans and programs that support the mental, physical and financial well-being of our team members. 

Salary Range: Responsibilities KEY ATTRIBUTES The Business Development Manager is expected to embody the following key attributes:

• Accountability — own your quota and your activity; results-focused, reliable, and comfortable being measured in a competitive environment.
• Hunter Mindset — energized by prospecting and closing net-new business; a self-starter who thrives on competition and driving recurring revenue.
• Client Focus — understand each prospect’s systems, compliance risks, and full portfolio to position Altus as their long-term life-safety partner.
• Sense of Urgency — persistent and responsive; keep prospects, quotes, and follow-ups moving toward the close.
• Time Management & Planning — plan each week to maximize field selling time (typically 3–4 field days, 1–2 office days) and build efficient, high-quality call and visit lists.

KEY RESPONSIBILITIES
New Business Development (Primary Focus)

• Drive recurring annual revenue growth by securing multi-year ITM agreements with new customers and new locations across all Altus FLS service lines.
• Own the full sales cycle — prospecting, qualifying, pitching, positioning, and closing.
• Exceed annual quota for new recurring revenue (ARR) and new ITM contracts.
• Prospect through outbound calls, door-knocks, and on-site meetings; consistently hit daily and weekly activity targets.
• Prospecting & Territory Planning
  • Prospect effectively across diverse end-markets — including commercial real estate, residential/multi-family, education, government, healthcare, hospitality, industrial, and mission-critical facilities.
  • Plan and manage a field-based schedule (typically 3–4 field days, 1–2 office days) to maximize selling time.
  • Build weekly call and visit lists using sales enablement and prospecting tools such as ZoomInfo, Convex, ALN, or similar platforms.
  • Qualify opportunities rigorously — fit, timing, decision-makers, and total portfolio potential.
• Market & Competitive Intelligence
  • On every prospecting call and meeting, relentlessly capture intelligence: current incumbent provider, systems and service lines covered, date of last inspection, term and expiration of the current agreement, and outstanding deficiency/repair needs.
  • Map the prospect’s full portfolio — for example, the number of locations across the client’s system — to size the total opportunity.
  • Use that intelligence to time pursuits, sharpen positioning, and prioritize high-value targets.
• Pipeline & CRM Discipline
  • Log all sales activity and manage an active, accurate pipeline in Salesforce.com (or other CRM platform).
  • Forecast reliably; keep opportunity stages, next steps, and close dates current.
• Collaboration & Handoff
• Partner with Account Management, Estimating, and Operations to develop accurate quotes.
• Ensure a smooth transition of new accounts with Account Management team to maximize pull-through.

KEY PERFORMANCE INDICATORS Success in this role is measured by daily and weekly sales activity and by new recurring revenue secured against quota. Specific targets for each KPI are set by branch leadership.
KPI What It Measures Sales Calls Volume and quality of prospecting calls Meetings Door-knocks and on-site meetings completed Quotes Issued Count and value of quotes/proposals issued New Locations / Secured Contracts Count of new ITM agreements secured New Recurring Revenue (ARR)$ARR secured vs. annual quota Pipeline Health Active, qualified pipeline coverage in CRM
Required Skills WHAT WE LOOK FOR

• A true hunter — energized by prospecting and closing net-new business
• Results-focused, accountable, and competitive
• Self-starter, driven, and disciplined with time and planning
• Strong prospecting, qualifying, positioning, and closing skills
• A strong communicator — verbal, written, and virtual
• Open to learning and coaching

QUALIFICATIONS

• 2+ years of outside/B2B sales or business development experience, with a track record of meeting or exceeding quota
• Prior fire and life safety (FLS) industry background is strongly preferred
• Demonstrated success prospecting, qualifying, pitching, and closing new business
• Proficiency with Salesforce.com or other CRM platforms for activity logging and pipeline management
• Proficiency with sales enablement / prospecting tools such as ZoomInfo, Convex, ALN, or similar
• Strong time-management, planning, and route-building skills
• Valid driver’s license and willingness to travel within the assigned territory (field-based role)
• High School Diploma or equivalent required