Business Development Manager

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.

Field Selling Discipline

Consistently prioritize 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.

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.