Business Development Manager GCS

As part of the General Contracting Services Team, the Business Development Manager builds customer relationships and conducts sales activities to maximize the Business Unit's net profit.

This Job Description also applies to the Sr. Manager, Business Development role. The Sr. Business Development Manager may have managerial responsibilities for other Business Development Managers within the Business Unit. Requirements specific to the Sr. Manager position are noted below as (Sr. Role Only) .

Essential Functions

Relationship Management & Market Presence

• Client Partnerships: Actively represent and promote the company by developing and maintaining strategic, long-term partnerships with the Design Community, General Contractors, Facility Managers, Property Owners, and Industrial/Manufacturing Companies.
• Market Engagement: Build industry presence and brand awareness through intentional participation in networking events, conferences, professional organizations, and community associations.
• Account Maintenance: Proactively manage client relations via consistent outreach, including phone calls, face-to-face meetings, and client lunches, to sustain amicable and productive partnerships.

Leadership & Team Management (Sr. Role)

• Team Oversight: Manage and direct the Pre-Construction Team, which may include Estimators, Business Development Managers, and Preconstruction Staff.
• Talent Development : Lead, coach, and develop business development managers, proposal managers and pre-construction staff to maximize performance and growth.

Strategic Planning & Pipeline Management

• Sales Strategy: Create, implement, and execute sales goals and business development strategies that directly support the Business Unit’s revenue and growth targets.
• Pipeline Planning: Conduct consistent, intentional prospecting and maintain structured 30-60-90 day Sales Pipeline Plans to hit annual revenue goals.
• Data-Driven Analysis: Provide critical feedback on win/loss percentages, historical production cost rates, and other key data points to safeguard job profitability.
• Activity Tracking: Maintain meticulous, up-to-date tracking of all business development activities using CRM software.
• Cross-Functional Collaboration: Partner with the Business Unit Leader and executive peers (e.g., Director of Project Management, Director of Field Operations) to drive divisional revenue and profit goals.

Pre-Construction, Proposal, & Bid Management

• Schedule Oversight: Prepare, manage, and oversee project Pursuit Schedule, ensuring appropriate resource coordination across all active files.
• Opportunity Vetting: Monitor all potential bid & proposal opportunities for viability; perform formal "go/no-go" analyses, including gross profit summary, in coordination with the Business Unit Leader.
• Proposal Submissions: Oversee all proposal submissions for compliance with the RFQ/RFP, and ensure messaging aligns with the overall pursuit strategy. Work in conjunction with the team compiling the proposal to ensure input is timely and complete.
• Bid Review & Compliance: Review bid calendars, manage rigorous bid reviews, and ensure all estimates and proposals are completed accurately and timely in strict adherence to company SOPs.
• Stakeholder Presentations: Actively present estimates and proposals to both internal leadership and external stakeholders.

Knowledge, Skills, and Abilities

• Ability to act with integrity, professionalism, confidentiality, and in accordance with Musselman and Hall policies and values
• Ability to effectively communicate verbally and in writing
• Strong business development acumen, with a comfort level and the ability to develop new business and meet with existing and potential customers daily
• Strong interpersonal skills with an ability to work effectively with a wide range of people, teams, managers, supervisors, and vendors. Ability to build and maintain trust-based internal and external relationships
• Ability to adequately understand and communicate operations within the Business Unit, including Pre-Construction, Project Management, and Field Operations
• Ability to successfully lead, coach, and develop others (Sr. Role Only)
• Ability to review blueprints, specifications, proposals, plans, and drawings
• Strategically capable of understanding a client's needs, with the ability to message and sell, and the ability to deliver.

Experience & Education

• 2 years of previous experience in a sales role is required, with experience in the construction industry strongly preferred
• 5 years of previous experience in a sales role, with at least 2 years of experience in a sales capacity within the construction industry, is required (Sr. Role Only)
• Bachelor’s Degree preferred
• 10 years of relevant experience in lieu of a degree

Physical Demands

The physical demands listed must be able to be met by the incumbent in this role in order to successfully perform the essential functions of the job, with or without reasonable accommodation.

• Ability to regularly attend work in an office environment
• Ability to spend prolonged periods of time sitting at a desk and working on a computer
• Ability to navigate around various active job sites

Other Requirements

• Full-time hours required; most work will be performed on weekdays during normal business hours
• Ability to provide transportation to and from various customer locations is required.
• Some travel to M&H office locations and/or other local/regional travel may be required (may vary based on Business Unit)