Business Development Manager

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Full Time Management Glen Allen, VA, US

9 days ago Requisition

Founded in Richmond, Virginia in 1997, Cap Center exists to help individuals and families achieve one of life's most meaningful milestones—home ownership. By bringing mortgage, realty, and insurance services together under one roof, we provide a simpler, more transparent experience designed to save clients time and money. Our commitment to innovation, including our Zero Closing Cost mortgage, has earned the trust of thousands of clients and fueled our growth through repeat business and referrals.

At Cap Center, our mission extends beyond serving clients. We foster a collaborative, high-impact environment where employees are empowered to do meaningful work, grow professionally, and make a real difference in the lives of the people we serve

Job Overview:

This role sits at the intersection of marketing, sales, partnerships, and community engagement. This role is a revenue-generating business development role focused on building referral ecosystems, creating scalable partnership models, and generating qualified mortgage and realty applications.

This role will be a member of the Marketing Team. They’ll work closely with the Mortgage, Realty, and Client Services teams to create sustainable referral channels and educational programs that increase awareness, engagement, and lead generation.

The ideal candidate is a relationship builder, community connector, and process-oriented strategist who can create repeatable partnership programs that begin locally and scale nationally. Success in this role will be measured by the quality and quantity of qualified lead applications generated through partner relationships, community engagement, and educational initiatives.

Key Responsibilities:

Strategic Partnership Development

• Develop and manage relationships with key referral partners including:
  • Home Builders
  • Real Estate Agents
  • Financial Advisors
  • Employers and Universities
  • Housing and Community Development Organizations
• Build and maintain partner engagement plans that create ongoing referral activity.
• Create partnership programs that leverage Cap Center's rate discount offerings and customer value propositions.

Community Outreach & Education

• Develop and deliver educational workshops, seminars, and presentations related to:
  • First time home buying
  • Down payment assistance
  • Housing affordability / mortgage offerings
• Partner with employers, universities, housing organizations, and community groups to provide educational programming.
• Collaborate with nonprofit and housing-focused organizations to create mutually beneficial programs that support home ownership opportunities while generating qualified prospects.

Lead Generation & Revenue Development

• Develop referral programs that generate qualified mortgage and realty applications.
• Support both event-based and evergreen lead-generation strategies.
• Create lead capture strategies utilizing:
  • Community events
  • Educational seminars
    
    Industry conferences
  • Digital lead collection initiatives
• Work closely with Sales leadership to improve lead quality and conversion rates.

Program Development & Process Creation

• Leverage existing builder, realtor, and employer relationships.
• Revitalize the referral-rate incentive programs.
• Develop standardized referral tools and partner resources.

Walk

• Introduce educational programming.
• Document all partnership development processes, playbooks, and best practices.
• Launch recurring lead-generation campaigns.

Run

• Secure preferred lender relationships.
• Create national partnership models that can be deployed across multiple markets.
• Build repeatable systems that can scale locally, regionally, and nationally.

Qualifications:

• 3-7+ years of business development, sales, partnership management, community outreach, or related experience
• Demonstrated success developing strategic relationships that generate measurable business results
• Strong presentation and public speaking skills
• Experience managing partner relationships and referral networks
• Ability to work…