Business Development Lead — Municipal & Utility Markets

Hinterland Group; Florida; On-site; USD 90,000 - 130,000; Full time

Job summary

Hinterland Group is seeking a Business Development Manager to generate new business opportunities across Florida, focusing on municipal, industrial, and underground utility markets. You will collaborate with estimating and pre-construction to convert market opportunities into signed work, while building a robust pipeline and maintaining CRM records.

The role requires 2+ years in BD or related fields, strong prospecting and communication skills, and willingness to travel regionally.

Qualifications

• 2+ years of experience in business development, inside sales, or lead generation — in construction, utilities, engineering services, or industrial markets.
• Background in construction rental or sales, with municipal and/or industrial exposure strongly preferred.
• Strong prospecting instincts: comfortable cold calling, writing targeted outreach, and following up persistently without being a pest.
• Highly organized with strong CRM discipline and pipeline hygiene.
• Excellent written and verbal communication; professional presence in front of engineers, public officials, and executives.
• Proficiency with Microsoft Excel and Outlook; working knowledge of LinkedIn; ability to learn procurement portals quickly.
• Valid driver's license and willingness to travel regionally.
• Strong ability to read and understand construction plans.
• Knowledge of underground utility construction, trenchless technology/CIPP, or water/wastewater infrastructure (preferred).
• Existing relationships with municipalities, utility authorities, or consulting engineers in the Southeast (preferred).
• Bilingual (English/Spanish) a plus

Responsibilities

• Prospect and identify new business opportunities within assigned territory, focused on municipal, utility, and industrial accounts
• Build and maintain a qualified pipeline through outbound calling, targeted outreach, and persistent follow-up
• Cultivate long-term relationships with municipalities, utility authorities, consulting engineers, and industrial owners
• Monitor and respond to procurement portals and public bid opportunities
• Qualify leads and hand off to estimating/pre-construction with accurate scope, plans, and context
• Maintain accurate, disciplined records in the CRM (Hubspot) and pipeline tracking system
• Represent Hinterland Group in front of engineers, public officials, and executive stakeholders
• Attend industry events, municipal/utility association meetings, and trade shows to build market presence
• Provide regular pipeline and market intelligence reporting to the Senior Business Development Manager
• Collaborate with fellow BD team members on territory strategy and lead distribution

Skills

Prospecting

Communication

Organization

CRM discipline

Travel readiness

Tools

Microsoft Excel

Outlook

LinkedIn

Job description

About Hinterland Group

Hinterland Group is a premier pipeline services and technologies contractor, servicing the water and wastewater industries in both municipal and private sectors serving clients across in multiple locations nationwide. As we scale our operations and project portfolio, we're building a team of sharp, detail-driven professionals who thrive in fast-paced environments.

Position Summary

The Business Development Manager is responsible for generating new business opportunities and cultivating relationships that support Hinterland Group's growth across Florida, with a focus on municipal, industrial, and underground utility markets. This role reports to the Senior Business Development Manager and works closely with estimating and pre-construction to convert market opportunity into signed work.

Responsibilities

• Prospect and identify new business opportunities within assigned territory, focused on municipal, utility, and industrial accounts
• Build and maintain a qualified pipeline through outbound calling, targeted outreach, and persistent follow-up
• Cultivate long-term relationships with municipalities, utility authorities, consulting engineers, and industrial owners
• Monitor and respond to procurement portals and public bid opportunities
• Qualify leads and hand off to estimating/pre-construction with accurate scope, plans, and context
• Maintain accurate, disciplined records in the CRM (Hubspot) and pipeline tracking system
• Represent Hinterland Group in front of engineers, public officials, and executive stakeholders
• Attend industry events, municipal/utility association meetings, and trade shows to build market presence
• Provide regular pipeline and market intelligence reporting to the Senior Business Development Manager
• Collaborate with fellow BD team members on territory strategy and lead distribution

Qualifications

• 2+ years of experience in business development, inside sales, or lead generation — in construction, utilities, engineering services, or industrial markets
• Background in construction rental or sales, with municipal and/or industrial exposure strongly preferred
• Strong prospecting instincts: comfortable cold calling, writing targeted outreach, and following up persistently without being a pest
• Highly organized with strong CRM discipline and pipeline hygiene
• Excellent written and verbal communication; professional presence in front of engineers, public officials, and executives
• Proficiency with Microsoft Excel and Outlook; working knowledge of LinkedIn; ability to learn procurement portals quickly
• Valid driver's license and willingness to travel regionally
• Strong ability to read and understand construction plans
• Knowledge of underground utility construction, trenchless technology/CIPP, or water/wastewater infrastructure (preferred)
• Existing relationships with municipalities, utility authorities, or consulting engineers in the Southeast (preferred)
• Bilingual (English/Spanish) a plus

What We're Looking For

We're seeking a driven, relationship-first professional who thrives on building a pipeline from scratch. The ideal candidate is a strong prospector with a professional presence in front of engineers, public officials, and executives, and is comfortable navigating municipal and industrial procurement processes. Experience with underground utility or trenchless work is a plus, but candidates with strong BD instincts and a willingness to learn the industry will also be considered.

Hinterland Group is an Equal Opportunity Employer. We consider all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.