Business Development Manager

Lighting Maintenance Inc•Harmans, MD

18d•$90,000 - $100,000

About The Position

Lighting Maintenance Inc. (LMI), a specialty commercial electrical and lighting contractor serving Maryland, Washington, D.C., and Virginia, is hiring a Business Development Manager to develop new commercial relationships, reactivate former customers, grow strategic accounts, and build a qualified opportunity pipeline across LMI’s services and markets. The role qualifies customer needs, works with Estimating and Operations to advance opportunities, follows proposals through customer decisions, and turns relationships into recurring and multi-location business. The manager develops account and territory plans; prospects commercial owners, property and facilities managers, contractors, municipalities, institutions, and other target customers; and identifies cross-selling opportunities across LMI service lines. They maintain relationships by understanding customer facilities, operational needs, budgets, and upcoming projects, coordinating with Operations to ensure commitments align with delivery capacity and requirements. The position coordinates site visits, surveys, estimating requests, and handoffs to service, construction, infrastructure, and operations teams. It maintains complete and current CRM records, ensures qualified opportunities have owners and documented next steps, reports on pipeline health, and tracks outcomes and conversion performance. The manager also partners with Marketing on campaigns, customer insights, and lead follow-through, and coordinates with Estimating and operating leaders to shape viable solutions and improve handoffs. Regular field and customer travel, client-site meetings, and coordination across LMI service territories are expected. Duties may change with business needs. LMI is an equal opportunity employer. This description does not constitute an employment contract.

Requirements

At least five years of business development, outside sales, account management, or comparable B2B experience.
Demonstrated success prospecting, generating new business, managing opportunities, and closing or expanding commercial accounts.
Practical experience with CRM and pipeline discipline, customer presentations, and persistent follow-up.
Strong communication and relationship-building skills.
Ability to organize work independently and coordinate across functions.
Valid driver’s license and ability to travel within LMI’s territory.

Nice To Haves

Experience in electrical contracting, commercial construction, facility services, lighting, energy services, property management, or a related industry.
Existing commercial real estate, facilities, contracting, or government relationships.
Experience selling recurring or multi-location services and coordinating estimates, proposals, and operational handoffs.

Responsibilities

Build and execute targeted account and territory plans to generate qualified opportunities and profitable growth.
Prospect property managers, facilities leaders, commercial owners, general and electrical contractors, municipalities, and institutional customers.
Reactivate former customers, deepen existing relationships, and identify cross-selling opportunities across service lines.
Reach decision-makers and maintain a steady pipeline through outreach, referrals, networking, customer visits, events, and campaigns.
Understand customer facilities, operational pain points, service needs, budgets, and upcoming projects.
Develop long-term, multi-property relationships and follow up consistently before and after work is completed.
Coordinate with Operations so customer commitments align with capacity, scope, and delivery requirements.
Qualify opportunity scope, geography, revenue potential, customer need, operational fit, and likelihood of winning.
Coordinate site visits, surveys, estimating requests, and handoffs to Service, Construction, Infrastructure, and Operations.
Follow opportunities through proposal decisions and record outcomes and reasons for won, lost, delayed, or cancelled work.
Maintain complete CRM records for contacts, accounts, opportunities, value, lead source, stage, next action, expected decision date, and outcome.
Ensure every qualified opportunity has an owner, documented next step, and timely follow-up.
Provide regular pipeline reports, flag stalled deals, and analyze conversion performance and pipeline quality.
Partner with Marketing on target industries, reactivation campaigns, customer insights, customer success stories, and lead follow-through.
Coordinate with Estimating and operating leaders to shape viable solutions and improve handoff quality.
Track which campaigns and channels generate meetings, proposals, wins, and repeat revenue.