The Business Development Manager (BDM) is responsible for driving revenue growth by developing and maintaining relationships with engineering firms, construction companies, public agencies, utility owners, contractors, and infrastructure stakeholders. Promotes underground utility locating, utility mapping, vacuum excavation (potholing), and subsurface utility engineering (SUE) services while identifying new business opportunities, securing contracts, and expanding market share.
KEY RESPONSIBILITIES:Sales & Business Development- Develop and execute strategic sales plans to achieve company revenue goals.
- Identify and pursue opportunities with engineering consultants, general contractors, utility companies, municipalities, transportation agencies, and private developers.
- Generate new business through prospecting, networking, industry events, referrals, and cold calling.
- Develop and maintain a pipeline of qualified opportunities.
- Meet or exceed monthly, quarterly, and annual sales targets.
- Conduct client presentations, capability statements, and project reviews.
- Promote utility locating, SUE, potholing, utility mapping, and related services.
Client Relationship Management- Establish and maintain strong relationships with decision-makers, project managers, estimators, and procurement personnel.
- Serve as the primary point of contact for key accounts.
- Monitor client satisfaction and address concerns promptly.
- Maintain regular communication with existing clients to identify repeat business opportunities.
- Track customer activities and opportunities using CRM software.
Proposal & Contract Development- Coordinate preparation of proposals, qualifications packages, RFQs, RFPs, and bid submissions.
- Collaborate with operations and estimating teams to develop pricing and project scopes.
- Review contract requirements and ensure alignment with company capabilities.
- Negotiate service agreements and pricing when appropriate.
Market Development- Analyze market trends, competitor activities, and emerging opportunities.
- Identify target markets and strategic accounts.
- Develop marketing initiatives to increase company visibility.
- Participate in industry associations and trade organizations
Internal Coordination - Work closely with operations, project managers, dispatchers, and field personnel to ensure successful project execution.
- Communicate client expectations, project requirements, and schedules.
- Assist with collections and account management when necessary.
- Provide accurate sales forecasts and pipeline reporting to executive management.
Preferred - Existing relationships with engineering firms, public agencies, utility owners, transportation agencies, and contractors.
- Knowledge of:
o ASCE 38 Utility Quality Levels (QL-A, QL-B, QL-C, QL-D)
o Utility conflict mitigation processes o Infrastructure and transportation projects
- Experience working with public works and transportation agencies.
Education/Qualifications: - Bachelor's degree in business, Marketing, Construction Management, Engineering, or a related field, or equivalent industry experience.
- Minimum 3-5 years of business development, sales, or account management experience.
- Experience within construction, utility services, engineering consulting, geotechnical services, surveying, or infrastructure industries.
- Strong understanding of underground utility locating vacuum excavation, potholing, utility coordination, or SUE services.
- Proven ability to generate and close new business.
- Strong negotiation, presentation, and communication skills.
- Proficiency with CRM software and Microsoft Office Suite.
- Valid driver's license and ability to travel throughout assigned territory.
- Ability to travel within California Region
Salary + Commission is paid for this position
