Business Development Manager in San Leandro, California at Terra Landscape

Reports to: Company President

The Business Development Manager plays a key role in driving sustainable growth for the

company by identifying, developing, and winning new commercial landscape maintenance

partnerships that align with our ideal client profile, core geography, and long-term strategic

goals. This position is responsible for leading the full business development cycle, from

networking and prospecting through bidding, contract execution, onboarding, and early

relationship development.

This role is more than a traditional sales position. The Business Development Manager is

expected to work closely with operations, finance, and leadership to ensure that new

opportunities are a strong fit for the company, are priced appropriately, and can be delivered

successfully at a high level of quality. The Business Development Manager also plays an active

role in supporting client engagement, strengthening existing relationships, and identifying

opportunities to expand services across departments.

Success in this position requires an independently driven professional who is proactive,

relationship-oriented, highly organized, and committed to balancing growth with service

excellence. The right person will be comfortable wearing multiple hats, collaborating across

teams, and helping the company pursue “bigger, better wins” by focusing on high-value,

long-term client partnerships that advance our reputation as the Bay Area’s most trusted

landscape and tree-care partner.

Key Responsibilities and Expectations

1. Networking and Prospecting

? Leverage existing relationships, personal networks, and internal team collaboration to

identify and pursue opportunities that align with the company’s ideal customer profile.

? Build and maintain a strong regional network of property managers, facility leaders, real

estate professionals, and industry contacts throughout the Bay Area.

? Represent the company professionally at trade shows, industry events, association

meetings, and other networking opportunities.

? Develop relationships with property management companies and strategic partners to

create opportunities for introductions, meetings, and lunch-and-learn presentations.

? Partner with internal teams to identify target accounts, develop prospecting strategies,

and create meaningful points of entry with prospective clients.

? Focus business development efforts on “bigger, better wins,” prioritizing larger-dollar,

high-quality, and strategically aligned opportunities rather than a high volume of smaller

accounts.

? Participate in landscape walks and client visits to strengthen relationships, better

understand client priorities, and identify service concerns, improvement opportunities,

and cross-selling potential.

? Work collaboratively with operations to help address client concerns, solve problems,

and strengthen both existing and developing client relationships.

2. Bidding and Sales Cycle Management

? Own the full bidding cycle from initial contact through contract signature.

? Maintain accurate, timely, and thorough records of all leads, opportunities, touchpoints,

and next steps within the company’s CRM system.

? Build, manage, and maintain a healthy, well-qualified pipeline of prospective

maintenance revenue opportunities.

? Qualify and vet opportunities to ensure the company prioritizes partnership opportunities

that fit its ideal client profile, service model, and geographic focus.

? Lead discovery conversations with prospective clients to understand site conditions,

service expectations, pain points, decision-making processes, and overall fit.

? Define customer expectations clearly and ask thoughtful questions to ensure proposals

are responsive, differentiated, and aligned with the value the company brings.

? Develop proposals that clearly communicate how the company will improve and advance

the quality, care, and long-term performance of a client’s landscape.

? Collaborate with operations team members to develop competitive and realistic labor

hour budgets, service plans, and bid rates.

? Partner with finance and operations to ensure pricing balances competitiveness with

profitability, service quality, operational feasibility, long-term account performance, and

overall company goals.

? Lead client negotiations, respond to feedback, and refine proposals as needed to

support a successful close.

3. Client Onboarding and Transition

? Lead the client onboarding process through the first 90 days of every new account

startup.

? Work closely with the Director of Operations and assigned Area Manager to guide

transition planning and prepare all startup notes and contract requirements.

? Establish and communicate maintenance schedules, service expectations, and key

transition details to the client.

? Arrange and facilitate a successful onboarding meeting between key client contacts, the

assigned Area Manager, and the Director of Operations.

? Support a smooth relationship handoff while remaining actively engaged throughout the

first 90 days to help ensure strong communication, responsiveness, and visible quality

improvement.

? Stay connected with both the client and internal team during the startup phase to

proactively address questions, concerns, and opportunities for alignment.

? Begin identifying enhancement opportunities and introduce clients to additional

departments and service lines so they clearly understand the full scope of the company’s

capabilities.

4. Client Engagement and Account Growth Support

? Play an active and ongoing role in elevating engagement with existing clients.

? Join Area Managers on landscape walks and client visits to strengthen client

relationships, deepen understanding of account needs, and support retention and

growth.

? Coordinate with department leaders to participate in drop-in visits, relationship meetings,

and strategic touchpoints with property management partners.

? Help keep the company’s full suite of services top of mind with existing clients and

decision-makers.

? Support Area Managers in growing client penetration by identifying opportunities for

additional services across maintenance, tree care, irrigation, enhancements, and other

departments.

? Recognize that stronger existing client relationships improve both retention and future

new-business opportunities by reinforcing the company’s reputation and credibility in the

marketplace.

Success Indicators

Quantitative Success Indicators

? Closes $1,500,000 in annual new maintenance contracts.

? Maintains a robust and well-qualified sales pipeline that supports annual growth goals

and reflects disciplined opportunity management.

? Prioritizes and wins strategically aligned opportunities within the company’s target

market, geography, and service profile.

? Contributes to growth through both new account acquisition and expanded client

penetration across existing relationships.

? Supports profitable growth by partnering with operations and finance to pursue work that

is both competitive and operationally sustainable as defined by improving margins.

Behavioral and Performance Success Indicators

? Demonstrates full ownership of the sales pipeline from opportunity identification and

qualification through proposal development, negotiation, close, onboarding, and early

client transition.

? Works in close partnership with operations, finance, and leadership to ensure new work

is aligned, executable, and positioned for long-term success.

? Shows a strong willingness to wear multiple hats and step into areas beyond traditional

sales responsibilities when needed.

? Demonstrates flexibility and adaptability as goals, priorities, and company needs evolve

within a growing organization.

? Acts with urgency, initiative, professionalism, and accountability in pursuing new

opportunities and following through on commitments.

? Builds trust internally by respecting operational realities and collaborating in a way that

strengthens alignment between sales and service delivery.

? Builds trust externally by communicating clearly, following through consistently, and

helping clients experience a high level of care and professionalism from first contact

through account transition.

? Supports a culture of teamwork, responsiveness, and continuous improvement.

? Behaviors and activities consistently align with the company mission:

To grow opportunity for our people—by delivering exceptional service and

establishing ourselves as the Bay Area’s most trusted landscape and tree-care

partner.

Position Summary

The Business Development Manager is responsible for helping the company grow in a

thoughtful, strategic, and service-driven way. This role is expected to generate new commercial

landscape maintenance business, strengthen existing client relationships, and partner closely

with internal teams to ensure that growth supports both operational excellence and long-term

client success. The ideal candidate is a self-starter who combines strong sales instincts with

humility, collaboration, and a genuine commitment to helping the company deliver exceptional

service.