The posting
Department: Sales
Job Title: Business Development Manager (BDM)
FLSA Status: Salaried, Exempt
Status: Full-Time
Position Summary
The Business Development Manager is responsible for generating new revenue by owning face-to-face selling, account expansion, and competitive displacement within an assigned market. This role is focused on developing relationships that convert into active work, expanding share within existing accounts, and opening white space with new customers and referral sources.
The BDM operates primarily in the field and is expected to spend the majority of time in in-person meetings with customers, referral partners, and decision-makers. Each BDM owns the quality, depth, and conversion of relationships across priority segments into sustained revenue.
Success in this role requires discipline, follow-through, and the ability to sell ATI's capabilities in a way that aligns with operational realities. The BDM is accountable for building a durable book of business, not just generating activity. This role partners closely with Operations, Estimating, and Regional Sales leadership to ensure opportunities pursued can be executed and collected.
Key Responsibilities
New Business Development & White Space Growth
- Develop new customer relationships within assigned territory and target verticals
- Identify and penetrate white space within existing accounts to expand share
- Build relationships with decision makers and influencers including property managers, facility leaders, risk managers, adjusters, consultants, and brokers
- Represent ATI in committees, boards, and community organizations
- Maintain a forward-looking pipeline of qualified opportunities and contact/account leads across multiple offices and service lines
Face-to-Face Selling & Account Ownership
- Conduct regular in-person meetings with customers and referral partners
- Own assigned accounts and be accountable for relationship depth, opportunity flow, and results
- Develop and execute account plans for priority relationships
- Support complex pursuits, presentations, and negotiations when required
- Represent ATI professionally in the market through meetings, site visits, and industry events including coordination and planning as necessary
Opportunity Conversion & Internal Coordination
- Partner with Project Directors, Project Coordinators, National Sales, and Operations leaders to convert opportunities and leads into authorized work
- Ensure opportunities are accurately entered and maintained in Salesforce
- Maintain visibility into job progress for active accounts and reinforce expectations with customers
- Address issues that risk customer confidence, execution, or repeat business
- Support intake discipline by selling ATI's process, not just services
Sales Discipline & Market Intelligence
- Maintain accurate, current opportunity data in Salesforce
- Gather pricing and market intelligence sharing with Regional Sales leadership
- Follow established sales process, standards, and ethical guidelines
- Participate in sales reviews, coaching sessions, and regional meetings
- Support regional initiatives, campaigns, and strategic pursuits as directed
Collaboration with National Sales, BDRs, and Marketing
- Collaborate with National and Vertical Sales leader to drive MSA/ERA results in local offices
- Leverage BDR support for prospecting, meeting setup, and account research
- Provide clear direction and feedback to BDRs on target accounts and follow-up
- Participate selectively in events and marketing initiatives that support relationship development
- Focus time on high-value, face-to-face selling rather than event logistics
Education and Experience:
- Bachelor's degree preferred or equivalent sales experience
- 3+ years of proven experience in outside sales, business development, or account management
- Background in restoration, construction, insurance services, or adjacent commercial services strongly preferred
- Valid and active US driver license
- Demonstrated ability to sell complex services through relationship-based selling
- Experience working cross-functionally with operations teams
Competencies:
- Field Selling Discipline -- Consistently prioritizes in-person selling and relationship building
- Account Ownership -- Takes responsibility for results within assigned accounts and territory
- Competitive Mindset -- Comfortable displacing incumbents and winning contested business
- Operational Awareness -- Understands how sold work impacts execution, margins, and customer experience
- Communication -- Communicates clearly with customers, peers, and internal teams
- Judgment -- Pursues the right opportunities and escalates when execution risk exists
- Organization -- Manages multiple accounts and opportunities with structure and accuracy
- Resilience -- Maintains momentum through rejection, competition, and long sales cycles
Career Path:
- The Business Development Manager role is a core field-selling position with opportunity for advancement based on sustained performance and leadership capability. Potential progression includes:
- Senior Business Development Manager (BDM)
- Executive BDM / National Accounts, depending on skill and specialization
- Advancement is driven by demonstrated ability to grow revenue, expand accounts, and operate as a trusted commercial partner to Operations.
Limitations and Disclaimer:
The statements herein are intended to describe the general nature and level of work being performed by employees and are not to be construed as an exhaustive list of responsibilities, duties, and skills required of personnel so classified. Furthermore, this job description does not establish a contract for employment and the content is subject to be changed, modified, or deleted at the discretion of the Company. In compliance with the Americans with Disability Act (ADA) of 1990, the Company will make reasonable accommodations with those individuals with a disability as defined by the ADA.
We are committed to providing equal employment opportunities to all employees and applicants without regard to race, ethnicity, religion, color, sex (including childbirth, breastfeeding, and related medical conditions), gender, gender identity or expression, sexual orientation, national origin, ancestry, citizenship status, uniform service member and veteran status, marital status, pregnancy, age, protected medical condition, genetic information, disability or any other protected status in accordance with all applicable federal, state and local laws. This policy extends to all aspects of our employment practices, including but not limited to, recruiting, hiring, discipline, termination, promotions, transfers, compensation, benefits, training, leaves of absence, and other terms and conditions of employment.
