Business Development Manager

ATI Restoration•Plano, TX

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 most time spent in in-person meetings with customers, referral partners, and decision-makers. The BDM is accountable for the quality and conversion of relationships across priority segments and 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 advancement opportunities based on sustained performance and leadership capability. Potential progression includes Senior Business Development Manager or Executive BDM / National Accounts, depending on skill and specialization. Advancement is driven by demonstrated revenue growth, account expansion, and trusted partnership with Operations.

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; own results within assigned accounts and territory; compete to displace incumbents; understand how sold work affects execution, margins, and customer experience; communicate clearly; exercise sound judgment; manage multiple accounts and opportunities with structure and accuracy; and 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 customer relationships within assigned territories 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 risk customer confidence, execution, or repeat business.
Support intake discipline by selling ATI's process as well as 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.