Department: Sales

Job Title: Business Development Manager (BDM)

FLSA Status: Salaried, Exempt

Status: Full-Time

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.