Position Summary

The Business Development Manager (BDM) is responsible for identifying, developing, and securing new Engineering, Procurement and Construction (EPC) business opportunities that align with the organization’s capabilities and long term growth strategy. This role focuses exclusively on new EPC clients and growth accounts, leading the front end of the capture process and handing secured accounts to Account Managers for ongoing management.

The Business Development Manager analyzes business opportunities and clients’ needs to identify winning strategies and competitive advantages that secure contracts for the organization. This role monitors commercial procurement databases to build pipelines, track opportunity status, and identify key decision points. The BDM research client requirements, specifications, and preferences to identify opportunities that align with organizational capabilities and business objectives.

The BDM gathers and analyzes competitor data—including past contract wins, pricing strategies, partner relationships, and strengths/weaknesses—to support strategic positioning. This role provides research and analysis throughout the capture process, from early shaping and proposal planning through submission. The BDM works autonomously, with goals communicated in solution based or project level terms.

Essential Duties & Responsibilities

70% of Time Essential Functions

• Identify, evaluate, and pursue new business opportunities EPC and commercial markets.
• Build and maintain a robust pipeline by monitoring procurement databases, bid portals, and industry platforms.
• Carry a defined annual quota, including Won Deals, New Deals, Quotes and Non-Quote Activities.
• Conduct in depth research on client requirements, specifications, and procurement history.
• Analyze competitor strategies, pricing, partnerships, and past performance to inform capture plans.
• Support the full capture lifecycle, including opportunity shaping, proposal strategy, and submission.

20% of Time Essential Functions

• Develop and deliver presentations, capability briefings, and solution discussions for prospective clients.
• Collaborate with Account Managers and Field Engineers (FEs) to align technical capabilities and client needs.
• Secure new business EPC and transition accounts to Account Managers for steady state ownership.
• Demonstrate strong team engagement and collaboration; progression to BDM requires a 360 evaluation.
• Operate independently with minimal direction, providing leadership through specialized knowledge.

10% of Time Essential Functions

• Maintain accurate CRM records, forecasts, and opportunity documentation.
• Representing the organization at industry events, conferences, and procurement briefings.

Position Requirements or Qualifications

Education and Experience:

• Bachelor’s degree required.
• 5–7+ years of business development, capture management, or strategic sales experience.
• Experience securing multi million dollar contracts in EPC or commercial sectors.
• Strong analytical background with experience in competitive research and procurement processes.
• Valid driver’s license and ability to travel within assigned region.

Knowledge, Skills and Abilities:

Knowledge

• Deep understanding of commercial procurement processes.
• Knowledge of capture management, proposal development, and bid strategy.
• Understanding of competitor landscapes, pricing models, and market dynamics.
• Knowledge of CRM systems, pipeline management tools, and procurement databases.
• Familiarity with technical product capabilities and client application requirements.

Skills

• Strong analytical and research skills with the ability to synthesize complex data.
• Skilled in strategic planning, opportunity shaping, and solution positioning.
• Excellent communication and presentation skills, including executive level briefings.
• Strong negotiation and relationship building skills with new clients and stakeholders.
• Effective project management skills with disciplined follow through.
• Skilled in cross functional collaboration with Account Managers, FEs, and proposal teams.

Abilities

• Ability to work autonomously and make strategic decisions with limited direction.
• Ability to analyze client needs and develop competitive, tailored solutions.
• Ability to manage multiple opportunities, deadlines, and priorities simultaneously.
• Ability to influence internal and external stakeholders throughout the capture process.
• Ability to maintain professionalism, resilience, and strategic focus in high pressure environments.

Competencies:

• Strategic Thinking & Opportunity Shaping: Anticipates client needs and positions solutions early.
• Business Acumen: Understands markets, procurement trends, and competitive dynamics.
• Analytical Excellence: Conducts deep research and transforms data into actionable insights.
• Autonomy & Judgment: Operates independently with strong decision making capability.
• Collaboration: Works effectively with Account Managers, FEs, and proposal teams.
• Influence & Communication: Engages decision makers with compelling, solution focused messaging.
• Capture Leadership: Guides opportunity strategy from identification through submission.
• Professional Integrity: Represents the organization with reliability, ethics, and accountability.

Other Requirements of the Job:

• Must be able to travel between 20% to 40%
• Business casual attire

Work Environment and/or Physical Requirements

Physical Demands:

• Frequent travel within assigned region and to client or procurement sites.
• Ability to stand, walk, or move through client facilities, including industrial environments.
• Ability to sit for extended periods while driving or conducting research and administrative tasks.
• Ability to lift and carry product samples or demonstration materials (typically up to 30 lbs.).
• Ability to use standard office equipment, including computers, phones, and presentation tools.

Work Environment

• Combination of field based and office based work.
• Regular exposure to client sites, procurement offices, and industry events.
• Frequent interaction with clients, vendors, and internal teams.
• Requires flexibility to attend briefings, conferences, and proposal related meetings.
• Fast paced environment with shifting priorities and deadlines tied to procurement cycles.