Senior Business Development Manager

Forensic Analytical Consulting Services•Long Beach, CA

4d•Hybrid

About The Position

The Senior Business Development Manager is a client-facing commercial role responsible for proactive, consultative, sector-focused growth. This role develops decision-maker relationships, expands strategic and existing accounts, coordinates FACS practice expertise, and advances qualified opportunities from discovery through proposal strategy and closure. The role requires more than lead follow-up or local relationship maintenance. Success depends on sector fluency, executive access, disciplined pipeline management, value-based positioning, margin awareness, and the ability to orchestrate Local Directors, Practice Leads, Marketing, and technical subject matter experts around high-quality growth opportunities. This role requires travel 50–60% of the time for client meetings, conferences, office collaboration, and market development activity.

Requirements

7+ years of B2B business development, consultative sales, account development, client management, or related commercial experience with measurable revenue accountability.
Demonstrated ability to build relationships with senior decision makers and develop opportunities through a complex, consultative sales process.
Proven success originating, advancing, and closing opportunities in professional services, technical services, environmental services, engineering, construction, EHS, industrial hygiene, or similar markets.
Strong business acumen, discovery skills, executive presence, written and verbal communication, and ability to translate technical capability into business value.
Experience managing pipeline, forecast, account notes, activities, and opportunity stages in a CRM platform such as Salesforce.
Ability to coordinate internal contributors, including operations leaders, technical SMEs, Marketing, proposal resources, and executive sponsors.
Ability to travel 50–60% of the time for client meetings, conferences, and market development.
Ability to lift up to 30 lbs., stand and walk for extensive periods of time.
Prolonged periods of sitting at a desk and working on a computer for documentation and reporting
Must be able to pass a background check and maintain acceptable driving record
Valid driver’s license, reliable transportation, and current auto insurance

Nice To Haves

Experience selling environmental consulting, industrial hygiene, EHS, hazardous building materials, indoor air quality, mold and moisture, water quality, exposure assessment and control, safety, or related technical services.
Established relationships or sector knowledge in education, healthcare, property management, construction, multi-family housing, manufacturing, hospitality, public-sector, or other FACS priority markets.
Experience with key account planning, public procurement pursuits, RFQ/RFP strategy, conference-based business development, or multi-office client coordination.
Bachelor’s degree in Business, Environmental Science, Engineering, Occupational Health and Safety, Communications, or a related field.

Responsibilities

Proactive Sector-Focused Business Development: Develop and execute business development plans for assigned sectors, geographies, accounts, and practice-aligned growth priorities; maintain a visible presence through client meetings, association participation, and conferences.
Build relationships with decision makers and influencers in priority sectors — education, healthcare, property management, multi-family housing, construction, manufacturing, hospitality, and other approved targets — by identifying buyer pressures, decision dynamics, risk triggers, and regulatory drivers.
Create new opportunities through proactive outreach, referral development, conference follow-up, and account expansion.
Consultative Client Engagement & Opportunity Ownership: Conduct consultative discovery to understand client business drivers, technical needs, timing, decision process, budget, risks, and desired outcomes; position FACS capabilities in a value-based manner that translates technical credibility into practical business solutions.
Own qualified opportunities through scope alignment, proposal strategy, internal coordination, client follow-up, negotiation support, and closure; coordinate with Local Directors, Practice Leads, project managers, and SMEs to ensure opportunities are technically credible, operationally feasible, and commercially attractive.
Protect pricing and margin discipline by pursuing work that aligns with FACS capabilities, capacity, strategic fit, and profitability expectations.
Existing Account Expansion & Key Account Participation: Expand existing client relationships by identifying cross-sell opportunities, adjacent needs, recurring work, geographic expansion, and additional decision makers; balance new-client development with disciplined expansion of accounts that already trust FACS.
Participate in key account planning when assigned by leadership, supporting relationship mapping, executive engagement, service expansion, and quarterly account reviews in coordination with Key Account Managers, Executive Sponsors, Local Directors, and Practice Leads.
Public Procurement & Strategic Pursuit Support: Pursue public procurement opportunities where relationship development, positioning, sector insight, or solution design materially improves FACS' competitiveness; partner with the Inside Business Development Representative to evaluate RFIs, RFQs, RFPs, and bids for fit, competitiveness, and go/no-go decisions.
Lead or support pursuit strategy for qualified opportunities, including client intelligence, differentiators, win themes, scope input, and pricing considerations; avoid low-fit procurement volume that consumes resources without realistic probability of win or acceptable margin.
Practice, Local Director & Marketing Coordination: Partner with Practice Leads and SMEs to build credible client conversations, solution strategies, training content, and differentiated positioning; work with Local Directors to protect client continuity and create disciplined commercial handoffs.
Coordinate with Marketing on campaign follow-up, conference strategy, thought leadership, and market messaging; use common lead routing and attribution rules to reduce duplication, credit disputes, and delayed client response.
CRM, Forecasting & Commercial Discipline: Maintain accurate CRM records for accounts and forecast accuracy in accordance with Business Development leadership expectations.
Use CRM as a commercial management and forecasting tool and participate in regular pipeline reviews, account reviews, pursuit planning, and performance discussions.
Competitive Intelligence & Market Feedback: Share field-level competitor observations from client conversations, proposal debriefs, trade events, and win/loss activity; contribute to competitor profiles maintained by the Inside Business Development Representative.
Use competitor insight to improve positioning, qualification, pricing discipline, and pursuit strategy; identify where FACS should compete aggressively, selectively, or not at all based on service fit, client value, margin potential, and competitive dynamics.

Benefits

Medical coverage with 100% company-paid premiums for employees and their families, plus 50% of the annual deductible covered by the company
401(k) retirement plan with company matching contributions
Company credit card, mileage reimbursement for travel
Vision and dental plan options
Flexible Spending Accounts (health care and dependent care)
Company-sponsored programs including Employee Assistance Program, life and disability insurance, Rocket Lawyer legal services, and a mobile phone plan with Verizon
Voluntary benefits options including supplemental life insurance for employees and dependents, short-term disability, hospital, accident, and pet insurance
Generous PTO (3 weeks accrual), paid company holidays, 2 paid annual volunteer days, and floating holiday
Tuition Reimbursement Program to promote higher education
Paid training and certifications to support career advancement