Business Development Manager

ATI Restoration•Wilmington, MA

About The Position

The Business Development Manager (BDM) generates new revenue by owning face-to-face selling, account expansion, and competitive displacement within an assigned market. The role develops relationships that convert into active work, expands share within existing accounts, and opens new opportunities with customers and referral sources. It operates primarily in the field, with the majority of time spent in in-person meetings with customers, referral partners, and decision-makers. The BDM owns relationship quality, depth, and conversion across priority segments, and is accountable for building a durable book of business. The role partners closely with Operations, Estimating, and Regional Sales leadership so pursued opportunities can be executed and collected. The position is a core field-selling role, with potential advancement to Senior Business Development Manager or Executive BDM / National Accounts based on sustained performance, leadership capability, revenue growth, account expansion, and effectiveness as a commercial partner to Operations. The job description describes the general nature of the work and is not exhaustive; it may be changed at the Company's discretion. The Company states that it will make reasonable accommodations for individuals with disabilities as defined by the ADA and is committed to equal employment opportunities in accordance with applicable laws.

Requirements

At least 3 years of proven experience in outside sales, business development, or account management.
Valid and active U.S. driver's license.
Demonstrated ability to sell complex services through relationship-based selling.
Experience working cross-functionally with operations teams.
Ability to prioritize in-person selling and relationship building.
Accountability for results within assigned accounts and territory.
Comfort with displacing incumbents and winning contested business.
Understanding of how sold work affects execution, margins, and customer experience.
Clear communication with customers, peers, and internal teams.
Sound judgment in pursuing opportunities and escalating execution risks.
Ability to manage multiple accounts and opportunities with structure and accuracy.
Resilience and ability to maintain momentum through rejection, competition, and long sales cycles.

Nice To Haves

Bachelor's degree or equivalent sales experience.
Background in restoration, construction, insurance services, or adjacent commercial services.

Responsibilities

Develop new customer relationships within the 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 through market 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 could risk customer confidence, execution, or repeat business.
Support intake discipline by selling ATI's process, not just its services.
Maintain accurate, current opportunity data in Salesforce.
Gather pricing and market intelligence and share it with Regional Sales leadership.
Follow established sales processes, 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 leaders to drive MSA/ERA results in local offices.
Leverage BDR support for prospecting, meeting setup, and account research.
Provide BDRs with clear direction and feedback on target accounts and follow-up.
Participate selectively in events and marketing initiatives that support relationship development, focusing time on high-value face-to-face selling rather than event logistics.