Senior Business Development Manager

B & D Industries•Albuquerque, NM

21d

About The Position

The Sr. Business Development Manager is responsible for building, strengthening, and driving B&D's business development efforts through disciplined opportunity management, strategic relationship development, and market expansion. This role serves as a key contributor to B&D's growth strategy by helping identify where the company should invest its time and resources, which opportunities best align with company goals, and how business development efforts can support long-term profitable growth. The Sr. Business Development Manager owns the business development lifecycle at the working level, including identifying and qualifying opportunities, leading go/no-go evaluations, shaping pursuit strategies, and cultivating the high-touch client and industry relationships that have long served as a competitive advantage for B&D. This role requires an individual who can comfortably move between executive-level discussions, pursuit planning, relationship development, proposal refinement, CRM management, and data-driven decision-making. The successful candidate will be equally comfortable presenting pipeline health and market insights to Executive Leadership as they are evaluating opportunities, supporting proposals, and driving disciplined pursuit execution. Success in this role requires sound judgment, strong relationship-building skills, intellectual curiosity, and a proactive approach to identifying opportunities, solving problems, and advancing B&D's growth objectives.

Requirements

5+ years of progressive experience in business development, account management, or a closely related discipline required, preferably in construction, engineering, or a project- based industry
Hands-on experience implementing or administering a CRM platform (e.g., Salesforce, HubSpot, Microsoft Dynamics), including driving team adoption, strongly preferred
A demonstrated track record of building — a process, pipeline, territory, or system

Nice To Haves

Bachelor's degree in Business, Marketing, Construction Management, or a related field preferred

Responsibilities

Serve as an ethical, driven, and dependable leader, setting a strong example within the team and across the organization while earning trust through action and accountability
Build and sustain trust-based relationships across all levels, including employees, clients, partners, vendors, subcontractors, unions, and industry stakeholders
Identify and solve business development challenges with a bias toward action, ownership, and follow-through
Champion accountability and a culture of ownership while supporting B&D's long-term success and profitable growth
Provide clear and transparent reporting to Executive Leadership regarding pipeline health, pursuit activity, and market trends
Translate B&D's growth framework, including defending and extending core markets, growing recurring MEP service and maintenance opportunities, and expanding into targeted geographic regions, into a written business development plan with measurable objectives, targets, and priorities
Identify, qualify, and pursue new partnerships, markets, customers, and growth opportunities that align with B&D's strategic goals
Maintain deep competitive intelligence by understanding the market landscape, knowing B&D's differentiators, and leveraging them in every pursuit
Lead hands-on go/no-go evaluations - review bid documents, assess risk, apply a structured scoring framework, and align pursuits with strategy while protecting the 7.5% net margin floor through disciplined bid selection
Design and maintain an opportunity evaluation framework that scores pursuits based on margin, strategic fit, capacity, resource availability, customer value, and competitive positioning before estimating and leadership resources are committed
Support the preparation, quality, and timely submission of technical proposals and pre-qualification packages
Actively generate, monitor, and close business opportunities while ensuring an exceptional client experience from first touch through project completion
Develop and maintain target account strategies for priority customers and market sectors
Collaborate with Operations, Preconstruction, Estimating, and Executive Leadership to shape pursuit strategies and ensure opportunities convert into well-planned, profitable projects
Lead the selection, implementation, optimization, and ownership of B&D's CRM platform to ensure pipeline activity, client engagement history, and business development efforts are maintained within a trusted system
Drive CRM adoption and data discipline across business development efforts to provide leadership with real-time visibility into pipeline health and forecasted revenue
Establish, monitor, and report key performance indicators including pipeline by market sector, win rates, client profitability, market share, and pursuit activity to support strategic decision-making
Leverage financial performance data across customers, market verticals, and project types to inform pursuit strategy and resource allocation
Partner with Operations to evaluate labor availability, bench strength, and workforce capacity, aligning business development efforts with B&D's ability to successfully deliver work
Use market intelligence, economic trends, customer feedback, and regional labor data to identify emerging opportunities and proactively position B&D ahead of the competition
Be a visible, high-touch presence with customers, partners, unions, vendors, subcontractors, and industry stakeholders
Cultivate and strengthen relationships that create measurable competitive advantages in proposals, procurement, and customer retention
Develop and maintain relationships with key customers, industry partners, owners, general contractors, and decision-makers that support long-term growth opportunities
Establish and execute strategic account plans for priority customers and market sectors
Represent B&D as a trusted trade partner of choice across existing and emerging markets
Maintain consistent communication with clients and internal stakeholders to support a positive customer experience from initial engagement through project completion
Support B&D's brand presence through participation in industry events, trade shows, sponsorship activities, community engagement efforts, and client-facing initiatives
Partner with internal and external marketing resources to support business development objectives, proposal efforts, customer communications, and market visibility
Provide market intelligence, customer feedback, and business development insights to support marketing campaigns and content development
Engage with industry associations, professional organizations, and community groups to strengthen B&D's visibility and industry presence
Ensure proposals, presentations, qualification packages, and other client-facing materials reflect B&D's standards of quality and professionalism
Facilitate and contribute to business development, marketing, and estimating meetings to keep pursuits aligned and moving
Serve as a connective partner across Operations, Preconstruction, Estimating, and Marketing, bridging B&D's capabilities with client needs
Keep leadership consistently informed on activities, goals, priorities, pipeline status, and key accomplishments
Coordinate and mentor business development support staff as the function grows
Support the development and continuous improvement of business development processes, tools, and reporting practices
Represent B&D's Mission, Vision, and Values
Travel may be required as needed
Demonstrate strong verbal and written communication skills while interacting with employees, clients, vendors, subcontractors, industry partners, and leadership
Physical demands include long hours sitting, using a computer, standing, pulling/pushing, walking, lifting, and climbing
Job requires advanced computer proficiency and advanced critical thinking skills
Other duties, activities, and responsibilities may vary and change as assigned