Services Business Development Manager

About the role

The Business Development Manager, Services drives new-business identification and early-stage pursuit development across TNC's Services portfolio: Security, Training & Workforce Development, Engineering, Licensing & Regulatory, Program Management, and Field & Union Services. This is the engine room of TNC's pursuit pipeline – you will be originating, qualifying, and advancing leads from initial market signal through a defined qualification standard to a qualified opportunity ready to advance. This is an individual-contributor role. You will personally own accounts and customer relationships, carry your own qualified-opportunity target, and work horizontally across every service line rather than a single vertical. Coverage is horizontal by design, and the role carries coverage expectations across the portfolio rather than volume alone; quarterly focus across service lines is set with the Director of Sales based on capacity and market signal. Success is measured on qualified opportunities accepted into the pipeline, pipeline value created, and data integrity at the qualification gate. Business line owners own capture and close; you own everything upstream of the gate, and your qualification number is independently approved rather than self-reported. Please note: This role requires regular office presence in either Washington, D.C., or Columbia, South Carolina, along with the ability to travel according to business needs. The position may be advertised in additional nearby markets for visibility; however, candidates must be commutable to or willing to relocate to one of the two designated office locations.

Responsibilities

• Identify and qualify new business across the entire TNC Services portfolio, carrying quarterly targets for leads generated and qualified opportunities handed to business line owners
• Own leads from creation through disposition, meeting the full qualification standard before advancement into the opportunity pipeline
• Identify cross-selling opportunities into existing accounts, reengage dormant accounts on a targeted cadence, and conduct market and account research to identify white space across assigned accounts
• Own accurate, current data on all assigned accounts, contacts, and leads with stages recorded when there are updates, maintaining accurate next steps, and correct tagging at creation
• Meet aging and disposition standards to ensure no leads sit in active stages without contact and without documented disposition
• Contribute to weekly pipeline reviews by providing next steps for each owned lead, as well as proactively surfacing stalled & at-risk leads
• Surface CRM friction points and usability gaps as a daily user of the platform, contributing practical feedback on fields, stages, and reporting to Business Ops
• Build and sustain relationships with technical and economic buyers across operating utilities, DOE sites, OEMs, EPCs, and new-build developers
• Map the buying group on each account with role-tagged contacts, so decision-maker coverage is documented before handoff
• Represent TNC at industry events annually, with a pre-event target list and proper documentation of leads generated during the event within the CRM
• Route qualified opportunities to the correct business line owner, with the context and documentation required to support accurate forecasting from day one of their ownership
• Ensure Line of Business and Service Type are tagged correctly at creation, since routing and downstream forecasting both depend on it
• Partner with business line owners across the TNC Services portfolio to maintain current knowledge of differentiators, value propositions, and delivery capacity, enabling credible customer conversations

Required Experience

• Bachelor's degree in engineering, physical sciences, business, public policy, or a related field, or an equivalent combination of education and relevant professional experience.
• 5+ years in business development, commercial, capture, or client-facing technical delivery within a complex regulated industry — energy, utilities, nuclear, infrastructure, defense, aerospace, government contracting, or industrial services.
• Candidates from technical delivery backgrounds should demonstrate direct customer ownership and clear intent to move into a commercial role.
• Demonstrated ability to originate opportunities from initial market signal and advance