Manager, Business Development – Field Sales

Position Summary...What you'll do...

The Manager, Business Development is responsible for driving net-new business growth across Northwest Arkansas by developing customer relationships, building a qualified sales pipeline, and converting market opportunities into sustainable revenue. This is a field-focused business development and sales role responsible for identifying, pursuing, and closing new B2B and SMB opportunities while also expanding strategic relationships with existing customers and business partners.

The Manager will develop and execute local market strategies, lead prospecting and customer engagement activities, manage sales opportunities from qualification through close, and coordinate with internal operational teams to ensure customer commitments are executable and financially sound. Unlike roles with direct service-delivery responsibility, this position is primarily focused on customer acquisition, relationship development, pipeline growth, sales execution, and market expansion.

What You'll Do
Drive New Business Development

• Develop and execute a business development strategy for Northwest Arkansas.
• Build a pipeline of net-new customers across targeted industries and customer segments.
• Identify and engage prospective customers through direct outreach, referrals, networking, industry relationships, community involvement, and field prospecting.
• Develop relationships with business owners, operators, facility leaders, procurement teams, property managers, and other key decision-makers.
• Understand prospective customer needs and connect those needs to relevant company services and capabilities.
• Identify new industries, customer segments, partnerships, and use cases that could generate incremental revenue.
• Maintain an active presence in the local business community to build brand awareness and identify emerging opportunities.

• Manage opportunities from initial prospect identification through qualification, discovery, proposal, negotiation, close, and customer launch.
• Conduct customer discovery to understand operational requirements, pain points, buying criteria, budget considerations, and decision-making processes.
• Develop compelling value propositions tailored to each customer.
• Prepare and deliver sales proposals, presentations, pricing recommendations, and business cases.
• Lead commercial negotiations while protecting company financial, operational, and contractual interests.
• Coordinate with internal stakeholders to ensure proposed solutions can be delivered effectively.
• Maintain consistent follow-through and clearly defined next actions throughout the sales lifecycle.

• Maintain a disciplined pipeline of qualified opportunities.
• Track sales stages, opportunity value, probability, timing, decision-makers, next actions, and potential barriers.
• Use CRM tools, customer data, market intelligence, and analytics to prioritize opportunities.
• Develop short- and long-term sales forecasts.
• Identify opportunities to improve conversion rates and sales-cycle velocity.
• Provide clear visibility to leadership regarding pipeline performance, risks, opportunities, and expected revenue.
• Develop repeatable prospecting and customer acquisition practices that can support continued market expansion.

• Net-new revenue
• New customer acquisition
• Qualified pipeline value
• Opportunity conversion rate
• Sales-cycle velocity
• Average deal value
• Customer retention and expansion
• Revenue forecast accuracy
• Market penetration
• Strategic partnership development

• Build long-term relationships with customers and strategic business partners.
• Understand the mutual value proposition, risks, dependencies, and expected outcomes associated with customer relationships.
• Serve as a trusted business partner by understanding customer objectives and identifying opportunities to create additional value.
• Proactively address customer concerns and coordinate resources required to resolve issues.
• Identify opportunities to expand relationships through additional locations, services, categories, or capabilities.
• Maintain strong executive and operational relationships with key accounts.

• Analyze local market conditions, competitive activity, customer trends, and industry developments.
• Identify high-potential verticals and customer segments.
• Develop targeted account and market strategies based on opportunity size, customer needs, operational fit, and financial potential.
• Translate market insights into recommendations for new services, partnerships, customer acquisition strategies, and growth initiatives.
• Evaluate new opportunities based on strategic alignment, expected revenue, profitability, operational requirements, and risk.
• Collaborate with leadership to establish market priorities and allocate resources toward the highest-value opportunities.

• Develop effective sales proposals for a range of customer types and…