Business Development Manager

Pipeline & CRM Ownership

Own the BD pipeline in Unanet: Manage and maintain all opportunity, lead, pursuit, and contact records within Unanet’s pipeline and CRM modules—operating within the data architecture and platform standards established by the Marketing Operations Director; the BD team owns what goes into the pipeline, not how the platform is configured.

Keep pipeline records current and meaningful: Ensure opportunity status, probability, pursuit stage, and contact activity are updated regularly and accurately so the pipeline is a genuine decision-support tool for the BD Director and firm leadership—not a graveyard of stale records

Market Intelligence & Pursuit Strategy

Drive market intelligence: Research and monitor target clients, competitors, procurement activity, and market trends across the firm’s priority sectors; synthesize findings into clear, actionable summaries for the BD Director and leadership

Facilitate go/no-go decisions: Coordinate and support go/no-go reviews with the BD Director, partners, and studio leaders; develop and maintain pursuit planning documents for active chases and ensure decisions flow cleanly into the Marketing Operations team’s production pipeline

Relationship & Seller-Doer Support

Build pursuit plans: Develop and maintain pursuit planning documents for key opportunities—capturing win strategy, client intelligence, teaming considerations, and messaging priorities—in coordination with the BD Director and Pursuits Director

Assist with pursuit strategy: Participate in red team reviews and strategy sessions for significant pursuits; contribute market and client intelligence that sharpens win themes and differentiators

Support seller-doers: Equip partners and project managers with client outreach tools, call prep materials, meeting summaries, and follow-up tracking so client relationships advance even when technical schedules are full

Coordinate conference and event strategy: Identify relevant industry conferences, professional associations, and client events; manage registrations, sponsorships, scheduling, and pre/post-event follow-up to maximize BD return

Team Coordination

Build institutional BD knowledge: Develop and maintain market sector summaries, teaming partner profiles, and target client intelligence documents that serve as reference resources for the firm’s BD function

Manage the BD Coordinator: Directly supervise the Business Development Coordinator; assign work, set clear expectations, provide coaching and feedback, and ensure the coordinator’s output meets the BD team’s standards

Cook up a storm: Maintain a regular interface with the Marketing Operations Director to ensure go/no-go decisions, pursuit priorities, required internally produced BD materials and pipeline activity translate smoothly into the production calendar; flag conflicts early

Outward Business Development

As a secondary responsibility, as determined by BD Director, attend business development events and develop relationships with peers and decision makers at client, owner, and industry partner firms

Qualifications

• Bachelor’s degree in Marketing, Communications, Business, Engineering, or related field
• 4–7 years of experience in business development, marketing, or client development—preferably in the A/E/C industry
• Strong working knowledge of CRM platforms and pipeline management; experience operating within Unanet or a comparable platform
• Demonstrated ability to maintain accurate, current CRM records and translate pipeline data into meaningful reporting
• Strong research and analytical skills; able to synthesize market and client intelligence into clear, actionable summaries
• Excellent organizational skills with the ability to manage multiple active pursuits and workstreams simultaneously
• Strong written and verbal communication skills; comfortable working directly with partners and senior leadership
• Self-directed and proactive—able to identify what needs doing and do it without waiting to be asked
• Experience supporting BD and Marketing functions in an MEP, structural, civil, or multi-discipline engineering firm
• Familiarity with public sector procurement including RFQs, RFPs, and SF330s
• Experience developing and managing pursuit plans and go/no-go processes
• Exposure to strategic planning, market sector analysis, or competitive research in A/E/CS
• Experience with CPS membership or CPSM certification (or active interest in pursuing certification)