Business Development Manager

Business Development Manager

LoJac, LLC

Lebanon / Nashville, Tennessee | Full-Time

Reports to:

Chief Operating Officer

LoJac, LLC is seeking an experienced and driven Business Development Manager to develop new business, expand our customer base, and help establish LoJac in new geographic markets.

This role will initially focus on developing and expanding customer relationships throughout Middle Tennessee while actively identifying opportunities to establish sustainable business in additional territories. The successful candidate will build relationships with general contractors, utilities, municipalities, engineering firms, industrial customers, and other organizations that utilize hydro excavation, hydro jetting and flushing, CCTV pipe inspection, CIPP (Cured-in-Place Pipe) rehabilitation, subsurface utility services, and related underground infrastructure services.

The ideal candidate is a relationship-driven business developer who understands how work is identified, pursued, bid, awarded, and ultimately executed. This individual should be equally comfortable developing new relationships, expanding existing accounts, identifying upcoming projects before they reach the bidding stage, and working closely with Operations and Estimating to convert opportunities into profitable work.

As LoJac establishes sufficient business within new territories, the successful candidate may have the opportunity to transition into broader market leadership or an Area Manager role with responsibility for the market they helped develop.

• Develop and execute business development strategies to grow revenue and expand LoJac's presence in existing and new markets.
• Develop and strengthen LoJac's customer base throughout Middle Tennessee while identifying opportunities for geographic expansion.
• Identify and pursue new customers, projects, and market opportunities across LoJac's service lines.
• Build and maintain strong relationships with general contractors, utilities, municipalities, engineering firms, industrial customers, and other key decision-makers.
• Develop relationships with project managers, estimators, superintendents, procurement teams, and others who influence project awards.
• Proactively identify upcoming projects and opportunities before they reach the formal bid or RFP stage.
• Generate qualified leads through networking, customer outreach, industry relationships, referrals, jobsite activity, and market research.
• Maintain regular contact with existing customers to identify additional opportunities and strengthen LoJac's position as a preferred service provider.
• Represent LoJac at customer meetings, industry events, trade associations, conferences, and other business development opportunities.

• Identify and evaluate potential new geographic markets for LoJac's services.
• Develop customer relationships and a sustainable pipeline of opportunities within targeted expansion markets.
• Evaluate market demand for hydro excavation, hydro jetting and flushing, CCTV pipe inspection, CIPP rehabilitation, subsurface utility services, and related underground infrastructure services.
• Develop an understanding of major contractors, utilities, municipalities, engineering firms, competitors, and infrastructure activity within prospective territories.
• Work with leadership to determine when pipeline, customer demand, and market conditions support establishing a permanent LoJac presence within a new territory.
• Assist in developing market-entry strategies, including customer development, equipment requirements, staffing needs, and revenue opportunities.
• Support the transition from business development into operational execution as new territories are established.
• Develop the knowledge and leadership capabilities necessary to potentially assume broader responsibility for an established market as the company grows.

• Maintain an accurate and current sales pipeline, including opportunity value, probability, anticipated bid date, expected award date, and next steps.
• Track opportunities from initial identification through bid, award, and handoff to Operations.
• Establish a disciplined follow-up process for outstanding proposals and bids.
• Maintain accurate customer, contact, opportunity, and activity information within the company's CRM and sales tracking systems.
• Provide regular reporting on pipeline activity, bids submitted, wins and losses, customer activity, and forecasted revenue.
• Analyze win/loss trends and customer feedback to identify opportunities to improve LoJac's competitive position.
• Develop and maintain visibility into upcoming work within LoJac's target markets and geographic areas.

• Work closely with Estimating and Operations to evaluate opportunities and determine appropriate pursuit strategies.
• Assist in developing scopes, proposals, pricing strategies, and customer presentations.
• Ensure…