Business Development Manager

Department: Executive / Commercial Operations Reports To: President / Chief Executive Officer Location: Norfolk, Virginia Company Type: Private Ship Repair and Marine Services Company

Position Summary

The Business Development Manager is responsible for developing and executing a long-term growth strategy that replaces and expands approximately $20 million in revenue over the next ten years. This position leads customer acquisition, strategic market expansion, contract pipeline development, and relationship management across commercial, industrial, government, and maritime sectors.

The role requires a strong understanding of ship repair, marine industrial services, and defense contracting environments, along with the ability to identify emerging opportunities, build strategic partnerships, and convert opportunities into sustainable revenue streams. The Business Development Manager will work closely with executive leadership, estimating, contracting, operations, and program management teams to align growth objectives with operational capabilities and market demand.

Essential Duties and Responsibilities

Strategic Growth and Revenue Development

• Develop and maintain a ten-year business development strategy designed to replace and exceed $20 million in existing revenue.
• Identify and pursue new business opportunities within ship repair, marine services, industrial fabrication, government contracting, and adjacent maritime markets.
• Analyze industry trends, customer requirements, competitor positioning, and market risks to support strategic decision-making.
• Build and maintain a qualified sales pipeline with measurable annual revenue targets and forecast accuracy.
• Support diversification efforts into new customers, vessel classes, contract vehicles, and geographic markets.

Customer and Market Development

• Establish and maintain strong relationships with commercial vessel owners, government agencies, prime contractors, ship managers, and maritime industry stakeholders.
• Serve as a primary external representative of the company at industry events, conferences, shipyard associations, and customer meetings.
• Develop customer engagement plans focused on long-term partnerships and repeat business opportunities.
• Identify and qualify teaming arrangements, subcontracting opportunities, and strategic alliances.

Proposal and Capture Management

• Lead capture planning activities for targeted opportunities from identification through award.
• Coordinate with estimating, contracts, and operations personnel to develop competitive proposals and pricing strategies.
• Assist in the preparation of responses to Requests for Proposals (RFPs), Requests for Quotes (RFQs), and Sources Sought notices.
• Monitor federal, commercial, and maritime procurement platforms for upcoming opportunities.

Internal Collaboration

• Work closely with operations leadership to ensure business development objectives align with production capabilities, workforce capacity, and strategic investments.
• Provide market intelligence and customer feedback to support capital planning and operational improvements.
• Collaborate with finance and executive leadership on annual revenue forecasting and strategic planning initiatives.

Performance Management

• Establish measurable business development metrics, including pipeline value, win rates, customer growth, and revenue conversion.
• Provide regular status reports and strategic updates to executive leadership.
• Maintain accurate customer and opportunity data within CRM or tracking systems.

Qualifications

Required

• Bachelor's degree in Business, Engineering, Maritime Studies, Marketing, or related field; equivalent industry experience may be considered.
• Minimum 7-10 years of business development, sales, capture management, or commercial leadership experience within ship repair, marine services, defense, or industrial sectors.
• Demonstrated success developing and closing multi-million-dollar contracts or programs.
• Strong understanding of shipyard operations, vessel maintenance, and maritime contracting processes.
• Ability to obtain DBIDS/TWIX Credential for access to USN Facilities.
• Experience with U.S. Navy, Military Sealift Command, commercial marine operators, or industrial customers preferred.
• Excellent communication, negotiation, and relationship management skills.
• Strong computer skills and proficient in all Microsoft Office suite applications.
• Must be willing and able to travel for customer engagement and industry events as dictated by business needs, using company-mandated modes of transportation (including, but not limited to, air and ship).

Pre-Employment Requirements

Candidates must possess a valid, current driver's license and a clean Motor Vehicle Record (MVR). Selection is contingent upon the successful completion of a comprehensive background check, credit evaluation, and pre-employment drug screening.

Work Environment

This position operates in both office and industrial shipyard environments. Occasional onboard vessel visits, customer site visits, and travel to industry events may be required. The ability to work effectively in a fast-paced operational environment is essential.

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

We provide paid holidays, PTO, paid medical, vision & dental and 401(k) benefits.