Business Development Manager

Lighting Maintenance Inc. (LMI) is a specialty commercial electrical and lighting contractor with more than three decades of experience serving Maryland, Washington, D.C., and Virginia. Our teams deliver commercial lighting service and maintenance, sports lighting, roadway lighting and traffic signals, electrical construction, underground and directional drilling, foundations, pole setting, and specialized electrical services. We support commercial property owners, facilities teams, contractors, institutions, municipalities, and public agencies.

As we grow, we are strengthening relationships, connecting customers to the right service teams, and building a disciplined pipeline that creates durable business.

The Business Development Manager owns the development of new commercial relationships, reactivation of prior customers, strategic account growth, and a qualified opportunity pipeline across LMI services and markets. This role is accountable for more than introductions: it qualifies customer needs, advances opportunities with Estimating and Operations, follows proposals through decision, and converts relationships into recurring and multi-location business.

• Build and execute targeted account and territory plans to create qualified opportunities and profitable growth.
• Prospect property managers, facilities leaders, commercial owners, general and electrical contractors, municipalities, and institutional customers.
• Reactivate former customers, deepen existing relationships, and identify cross-selling opportunities across service lines.
• Use outreach, referrals, networking, customer visits, events, and campaigns to reach decision-makers and maintain a steady pipeline.

• Understand customer facilities, operational pain points, service needs, budgets, and upcoming projects.
• Develop long-term, multi-property relationships; follow up consistently before and after work is completed.
• Coordinate with Operations so customer promises align with capacity, scope, and delivery requirements.

• Qualify scope, geography, revenue opportunity, customer need, operational fit, and probability of winning.
• Coordinate site visits, surveys, estimating requests, and handoffs to Service, Construction, Infrastructure, and Operations.
• Maintain ownership of follow-up through proposal decision; record outcomes and reasons for won, lost, delayed, or cancelled work.

• Maintain complete contact, account, opportunity, value, lead source, stage, next action, expected decision date, and outcome information in the designated CRM.
• Ensure every qualified opportunity has an owner, documented next step, and timely follow-up.
• Provide regular pipeline reports, flag stalled deals, and analyze conversion performance and pipeline quality.

• Work with Marketing on target industries, reactivation campaigns, customer insights, customer success stories, and lead follow-through.
• Coordinate with Estimating and operating leaders to shape viable solutions and improve handoff quality.
• Track which campaigns and channels generate meetings, proposals, wins, and repeat revenue.

Property and asset management; retail and multifamily portfolios; hospitality; automotive dealership groups; industrial and distribution properties; healthcare and senior living; educational, religious and institutional campuses; sports facilities; municipal and government customers; contractors; and specialty electrical/infrastructure buyers.

• At least five years of business development, outside sales, account management, or…