Business Development Manager

Lighting Maintenance Inc•Harmans, MD

About The Position

The Business Development Manager owns the development of new commercial relationships, reactivation of prior customers, strategic account growth, and a qualified opportunity pipeline across Lighting Maintenance Inc. (LMI) services and markets. The role qualifies customer needs, advances opportunities with Estimating and Operations, follows proposals through decision, and converts relationships into recurring and multi-location business. The position develops targeted account and territory plans; prospects commercial customers and public agencies; builds long-term account relationships; qualifies and coordinates opportunities; and maintains complete CRM records and pipeline reporting. It partners with Marketing, Estimating, Service, Construction, Infrastructure, and Operations to shape viable solutions, coordinate handoffs, and track campaign and sales performance. Regular field and customer travel, client-site meetings, and coordination with teams 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, relationship-building, independent organization, and cross-functional coordination skills.
Valid driver’s license and ability to travel within LMI’s territory.

Nice To Haves

Electrical contracting, commercial construction, facility services, lighting, energy services, property management, or related industry experience.
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 create 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.
Use outreach, referrals, networking, customer visits, events, and campaigns to reach decision-makers and maintain a steady pipeline.
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 promises align with capacity, scope, and delivery requirements.
Qualify scope, geography, revenue opportunity, customer need, operational fit, and probability of winning.
Coordinate site visits, surveys, estimating requests, and handoffs to Service, Construction, Infrastructure, and Operations.
Maintain ownership of follow-up through proposal decision and record outcomes and reasons for won, lost, delayed, or cancelled work.
Maintain complete contact, account, opportunity, value, lead source, stage, next action, expected decision date, and outcome information in the designated CRM.
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.
Work 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.