Business Development Manager

ATI Restoration, LLC•Orlando, FL

About The Position

The Business Development Manager is responsible for generating new revenue by owning face-to-face selling, account expansion, and competitive displacement within an assigned market. This role is focused on developing relationships that convert into active work, expanding share within existing accounts, and opening white space with new customers and referral sources. The BDM operates primarily in the field and is expected to spend the majority of time in in-person meetings with customers, referral partners, and decision-makers. Each BDM owns the quality, depth, and conversion of relationships across priority segments into sustained revenue. Success in this role requires discipline, follow-through, and the ability to sell ATI's capabilities in a way that aligns with operational realities. The BDM is accountable for building a durable book of business, not just generating activity. This role partners closely with Operations, Estimating, and Regional Sales leadership to ensure opportunities pursued can be executed and collected.

Requirements

BACHELOR'S DEGREE PREFERRED OR EQUIVALENT SALES EXPERIENCE
3+ YEARS OF PROVEN EXPERIENCE IN OUTSIDE SALES, BUSINESS DEVELOPMENT, OR ACCOUNT MANAGEMENT
VALID AND ACTIVE US DRIVER LICENSE
DEMONSTRATED ABILITY TO SELL COMPLEX SERVICES THROUGH RELATIONSHIP-BASED SELLING
EXPERIENCE WORKING CROSS-FUNCTIONALLY WITH OPERATIONS TEAMS
FIELD SELLING DISCIPLINE -- CONSISTENTLY PRIORITIZES IN-PERSON SELLING AND RELATIONSHIP BUILDING
ACCOUNT OWNERSHIP -- TAKES RESPONSIBILITY FOR RESULTS WITHIN ASSIGNED ACCOUNTS AND TERRITORY
COMPETITIVE MINDSET -- COMFORTABLE DISPLACING INCUMBENTS AND WINNING CONTESTED BUSINESS
OPERATIONAL AWARENESS -- UNDERSTANDS HOW SOLD WORK IMPACTS EXECUTION, MARGINS, AND CUSTOMER EXPERIENCE
COMMUNICATION -- COMMUNICATES CLEARLY WITH CUSTOMERS, PEERS, AND INTERNAL TEAMS
JUDGMENT -- PURSUES THE RIGHT OPPORTUNITIES AND ESCALATES WHEN EXECUTION RISK EXISTS
ORGANIZATION -- MANAGES MULTIPLE ACCOUNTS AND OPPORTUNITIES WITH STRUCTURE AND ACCURACY
RESILIENCE -- MAINTAINS MOMENTUM THROUGH REJECTION, COMPETITION, AND LONG SALES CYCLES

Nice To Haves

BACKGROUND IN RESTORATION, CONSTRUCTION, INSURANCE SERVICES, OR ADJACENT COMMERCIAL SERVICES STRONGLY PREFERRED

Responsibilities

DEVELOP NEW CUSTOMER RELATIONSHIPS WITHIN ASSIGNED TERRITORY AND TARGET VERTICALS
IDENTIFY AND PENETRATE WHITE SPACE WITHIN EXISTING ACCOUNTS TO EXPAND SHARE
BUILD RELATIONSHIPS WITH DECISION MAKERS AND INFLUENCERS INCLUDING PROPERTY MANAGERS, FACILITY LEADERS, RISK MANAGERS, ADJUSTERS, CONSULTANTS, AND BROKERS
REPRESENT ATI IN COMMITTEES, BOARDS, AND COMMUNITY ORGANIZATIONS
MAINTAIN A FORWARD-LOOKING PIPELINE OF QUALIFIED OPPORTUNITIES AND CONTACT/ACCOUNT LEADS ACROSS MULTIPLE OFFICES AND SERVICE LINES
CONDUCT REGULAR IN-PERSON MEETINGS WITH CUSTOMERS AND REFERRAL PARTNERS
OWN ASSIGNED ACCOUNTS AND BE ACCOUNTABLE FOR RELATIONSHIP DEPTH, OPPORTUNITY FLOW, AND RESULTS
DEVELOP AND EXECUTE ACCOUNT PLANS FOR PRIORITY RELATIONSHIPS
SUPPORT COMPLEX PURSUITS, PRESENTATIONS, AND NEGOTIATIONS WHEN REQUIRED
REPRESENT ATI PROFESSIONALLY IN THE MARKET THROUGH MEETINGS, SITE VISITS, AND INDUSTRY EVENTS INCLUDING COORDINATION AND PLANNING AS NECESSARY
PARTNER WITH PROJECT DIRECTORS, PROJECT COORDINATORS, NATIONAL SALES, AND OPERATIONS LEADERS TO CONVERT OPPORTUNITIES AND LEADS INTO AUTHORIZED WORK
ENSURE OPPORTUNITIES ARE ACCURATELY ENTERED AND MAINTAINED IN SALESFORCE
MAINTAIN VISIBILITY INTO JOB PROGRESS FOR ACTIVE ACCOUNTS AND REINFORCE EXPECTATIONS WITH CUSTOMERS
ADDRESS ISSUES THAT RISK CUSTOMER CONFIDENCE, EXECUTION, OR REPEAT BUSINESS
SUPPORT INTAKE DISCIPLINE BY SELLING ATI'S PROCESS, NOT JUST SERVICES
MAINTAIN ACCURATE, CURRENT OPPORTUNITY DATA IN SALESFORCE
GATHER PRICING AND MARKET INTELLIGENCE SHARING WITH REGIONAL SALES LEADERSHIP
FOLLOW ESTABLISHED SALES PROCESS, STANDARDS, AND ETHICAL GUIDELINES
PARTICIPATE IN SALES REVIEWS, COACHING SESSIONS, AND REGIONAL MEETINGS
SUPPORT REGIONAL INITIATIVES, CAMPAIGNS, AND STRATEGIC PURSUITS AS DIRECTED
COLLABORATE WITH NATIONAL AND VERTICAL SALES LEADER TO DRIVE MSA/ERA RESULTS IN LOCAL OFFICES
LEVERAGE BDR SUPPORT FOR PROSPECTING, MEETING SETUP, AND ACCOUNT RESEARCH
PROVIDE CLEAR DIRECTION AND FEEDBACK TO BDRS ON TARGET ACCOUNTS AND FOLLOW-UP
PARTICIPATE SELECTIVELY IN EVENTS AND MARKETING INITIATIVES THAT SUPPORT RELATIONSHIP DEVELOPMENT
FOCUS TIME ON HIGH-VALUE, FACE-TO-FACE SELLING RATHER THAN EVENT LOGISTICS