Business Development Manager — San Jose, CA

The Business Development Manager owns a market: the general contractors, owners, developers, and design firms in it, the pipeline of projects they have coming, and the proposals that turn those projects into signed testing and inspection work. You work alongside a seller-doer engineer who prices and seals the technical side; your job is the relationships, the pipeline, and the close. Compensation is a base salary plus commission on collected revenue from the accounts you develop.

Responsibilities:
Build and work a target list of contractors, owners, developers, and design firms in your market; own those relationships end to end;
Track permits, bid boards, and project announcements to find work before it is awarded; qualify and pursue it;
Run the pursuit pipeline in the CRM from first contact through proposal, negotiation, and signed agreement;
Coordinate proposals with the engineering team: scope, pricing, qualifications, and follow-up;
Represent the company at industry associations, pre-bid meetings, and client events; report pipeline and results monthly.

Qualifications:

5+ years selling professional or technical services to the construction industry — testing, inspection, engineering, equipment, or subcontracting;
An existing network of contractors, owners, or design firms in the market of the posting;
Disciplined pipeline habits: documented, forecastable, and honest;
Comfortable talking specifications and schedules with a superintendent and contract terms with an owner.

Your week is built around the pipeline: three or four client visits, a pre-bid meeting on a job you want, a proposal review with the engineer who will price it, and the follow-up calls that keep deals moving. The permit and bid-board research happens early in the week so the visits later in it have a reason behind them. Friday is the forecast — what closed, what moved, what died and why — reported straight.

A pipeline that is honest about its losses is worth more to the company than one that looks good.

Base salary runs $85,000 to $115,000 depending on experience and market. Commission is paid on collected revenue from the accounts you develop, at rates set out in writing in the offer, with no cap. The measures are signed work, collected revenue, and retained accounts. Positions are based in the market of the posting;
Texas positions report to the Sugar Land headquarters. Expect regular local travel and occasional travel to Sugar Land for planning.

We are an equal opportunity employer and consider every applicant without regard to race, color, religion, national origin, age, sex, sexual orientation, gender identity, disability, or veteran status.