Business Development Manager

Job Description

Business Development Manager

Position Overview

The Business Development Manager drives revenue growth by identifying, pursuing, and securing new project opportunities across the food and beverage manufacturing sector. This role blends strategic planning, relationship development, sales execution, and seamless coordination with estimating and operations. Success is measured by the growth of the company’s book of business, the quality of opportunities generated, and the consistency of sales activity aligned with company goals. Complete other necessary responsibilities related to the company’s overall mission.

Key Responsibilities

Business Acquisition Strategy

• Develop and execute a targeted acquisition plan focused on food & beverage manufacturers, general contractors, and facility managers.
• Identify high‑value markets, accounts, and project types that align with company capabilities.
• Build and maintain a strong pipeline of qualified opportunities across ceilings, wall coatings, and flooring systems.
• Represent the company at industry events, trade shows, and networking functions.

Book of Business Growth Strategy

• Annual and quarterly revenue goals and create actionable plans to achieve them.
• Expand relationships within existing accounts to increase repeat business and multi‑facility opportunities.
• Monitor market trends, competitor activity, and customer needs to refine growth strategies.
• Collaborate with leadership to evaluate new service offerings or geographic expansion opportunities.

Sales Activities

· Conduct outbound prospecting, cold outreach, and follow‑up communication with potential clients.

· Lead introductory calls, site visits, and capability presentations.

• Prepare and deliver proposals in coordination with estimating and operations.
• Negotiate pricing, scope, and contract terms within approved guidelines.
• Maintain consistent weekly activity levels (calls, meetings, proposals, follow‑ups).

Information Gathering for Project Take‑Offs

• Collect drawings, specifications, photos, and site details required for accurate estimating.
• Coordinate with clients and internal teams to clarify scope, timelines, and project constraints.
• Ensure all relevant information is organized and submitted to the estimating team on time.

Take‑Offs

• Perform preliminary take‑offs when needed to support early budgeting or conceptual pricing.
• Review estimator take‑offs for accuracy and alignment with client expectations.
• Assist in scope development and value‑engineering discussions.

Project Handoff to Operations

• Partner closely with the Operations team to transition awarded projects once a PO is issued.
• Provide a complete and accurate handoff package, including scope details, client expectations, schedule constraints, and all supporting documentation.
• Participate in internal kickoff meetings to ensure alignment between sales, estimating, and operations.
• Remain available for clarifications during project startup to support a smooth transition.

Weekly Sales Meetings

• Participate in structured weekly sales meetings with leadership.
• Report on pipeline status, activity metrics, proposal progress, and upcoming opportunities.
• Review wins/losses and adjust strategy based on performance insights.

CRM Updates

• Maintain accurate, timely CRM entries for all accounts, contacts, opportunities, and activities.
• Update all sales activity, opportunity stages, and pipeline movement in real time.
• Track close probabilities and revenue forecasts to support leadership reporting and strategic planning.
• Ensure CRM data is complete, organized, and audit‑ready.

Training Available

• Safety training (PPE, jobsite protocols, hazard awareness).
• Substrate identification and evaluation.
• Coating systems, flooring systems, and installation processes.
• Industry‑specific requirements for food & beverage environments (sanitation, downtime, thermal shock, etc.).

Qualifications

• Minimum 3 years of experience related to flooring and coatings sales or installations in industrial environments.
• Proven experience in acquisition strategy and book‑of‑business growth.
• Bachelor’s degree in business management or transferable skills.
• Ability to travel during the week and occasionally on weekends.
• Strong organizational skills and attention to detail.
• Valid driver’s license with a clean driving history.
• Ability to lift and move materials and equipment as needed.
• Basic mechanical aptitude for tool and fleet maintenance.
• Ability to work independently, manage multiple priorities, and meet deadlines.

Work Environment

• This role requires frequent travel to active industrial facilities, food and beverage plants, warehouses, and construction sites across the region and occasionally nationwide.
• Work is performed in a mix of environments, including offices, production areas, mechanical rooms, and job sites with varying temperatures, noise levels, and airborne particulates.
• Site visits may involve exposure to dust, chemicals, wet surfaces, elevated work areas, and heavy equipment.
• Proper PPE (hard hat, safety glasses, high‑visibility vest, gloves, respirator when required) must be worn during all jobsite visits.
• The position requires walking, standing, climbing stairs, and navigating active work zones during client meetings and project evaluations.
• Occasional lifting and movement of materials, samples, or equipment may be required.
• Travel may include early mornings, late evenings, and occasional weekends depending on client schedules and project needs.
• Office work includes CRM updates, proposal preparation, sales reporting, and coordination with estimating and operations teams.

Pay / Benefits

• Salary: $50,000 annually.
• Commission:
• 3% on acquired business projects.
• 1% on book‑of‑business projects.
• Company Vehicle: Company car provided, including gas card.

· Dental Insurance (upon 90 days of service)

· 401k (after 1 year of service)

Hours: This is an exempt salaried role.

Pay: Up to $150,000.00 per year

Benefits:

• 401(k)
• Dental insurance
• Paid time off
• Relocation assistance

Work Location: On the road