Business Development Manager

LoJac Hydro Excavation; Lebanon (TN); On-site; USD 70,000 - 110,000; Full time

Job summary

LoJac, LLC in Lebanon / Nashville, Tennessee is seeking an experienced Business Development Manager to grow new business, expand our customer base, and establish LoJac in additional markets. You will build relationships with general contractors, utilities, municipalities, and industrial clients in hydro excavation and related services.

You will own the sales pipeline, work with Operations and Estimating to convert opportunities, and help shape market-entry strategies.

Qualifications

• Bachelor's degree preferred in business, construction management, marketing, or a related field.
• Strong communication, presentation, negotiation, and relationship-building skills.
• Experience developing business within new geographic markets is highly desirable.
• Ability to travel throughout LoJac's existing and prospective markets as needed.

Responsibilities

• Develop and execute business development strategies to grow revenue and expand LoJac's presence in existing and new markets.
• Develop and strengthen LoJac's customer base throughout Middle Tennessee while identifying opportunities for geographic expansion.
• Identify and pursue new customers, projects, and market opportunities across LoJac's service lines.
• Build and maintain strong relationships with general contractors, utilities, municipalities, engineering firms, industrial customers, and other key decision-makers.
• Develop relationships with project managers, estimators, superintendents, procurement teams, and others who influence project awards.
• Proactively identify upcoming projects and opportunities before they reach the formal bid or RFP stage.
• Generate qualified leads through networking, customer outreach, industry relationships, referrals, jobsite activity, and market research.
• Maintain regular contact with existing customers to identify additional opportunities and strengthen LoJac's position as a preferred service provider.
• Represent LoJac at customer meetings, industry events, trade associations, conferences, and other business development opportunities.
• Identify and evaluate potential new geographic markets for LoJac's services.
• Develop customer relationships and a sustainable pipeline of opportunities within targeted expansion markets.
• Evaluate market demand for hydro excavation, hydro jetting and flushing, CCTV pipe inspection, CIPP rehabilitation, subsurface utility services, and related underground infrastructure services.
• Develop an understanding of major contractors, utilities, municipalities, engineering firms, competitors, and infrastructure activity within prospective territories.
• Work with leadership to determine when pipeline, customer demand, and market conditions support establishing a permanent LoJac presence within a new territory.
• Assist in developing market-entry strategies, including customer development, equipment requirements, staffing needs, and revenue opportunities.
• Support the transition from business development into operational execution as new territories are established.
• Develop the knowledge and leadership capabilities necessary to potentially assume broader responsibility for an established market as the company grows.
• Maintain an accurate and current sales pipeline, including opportunity value, probability, anticipated bid date, expected award date, and next steps.
• Track opportunities from initial identification through bid, award, and handoff to Operations.
• Establish a disciplined follow-up process for outstanding proposals and bids.
• Maintain accurate customer, contact, opportunity, and activity information within the company's CRM and sales tracking systems.
• Provide regular reporting on pipeline activity, bids submitted, wins and losses, customer activity, and forecasted revenue.
• Analyze win/loss trends and customer feedback to identify opportunities to improve LoJac's competitive position.
• Develop and maintain visibility into upcoming work within LoJac's target markets and geographic areas.
• Work closely with Estimating and Operations to evaluate opportunities and determine appropriate pursuit strategies.
• Assist in developing scopes, proposals, pricing strategies, and customer presentations.
• Ensure customer requirements and expectations are clearly communicated to Operations before work begins.
• Participate in project handoffs for significant or strategic opportunities.
• Maintain communication with customers throughout the project lifecycle when appropriate to strengthen the relationship and identify future opportunities.
• Work with Operations to ensure commitments made during the sales process are achievable and aligned with LoJac's capabilities and resources.
• Develop a strong understanding of LoJac's capabilities across hydro excavation, hydro jetting and flushing, CCTV pipe inspection, CIPP rehabilitation, subsurface utility services, and related underground infrastructure services.
• Monitor construction activity, capital improvement programs, infrastructure spending, utility projects, and other market indicators that may create opportunities for LoJac.
• Identify opportunities to expand into new customers, geographic markets, and service applications.
• Provide leadership with competitive intelligence regarding market conditions, pricing, customer needs, and competitor activity.
• Assist leadership in evaluating strategic customers, markets, and growth opportunities.
• Growth in qualified sales pipeline
• New customer development
• Expansion of existing customer relationships
• Development of opportunities in new geographic territories
• Bid and proposal activity
• Win rate and awarded revenue
• Revenue generated from business development efforts
• Pipeline accuracy and forecasting
• Customer retention and relationship development
• Profitability and quality of opportunities pursued
• Progress toward establishing sustainable new markets for LoJac

Skills

Relationship building

Negotiation

Prospecting

CRM proficiency

Travel willingness

Communication

Strategic thinking

Education

Bachelor's degree in Business, Construction Management, Marketing, or related field

Tools

CRM systems

Microsoft Office

Job description

LoJac, LLC

Lebanon / Nashville, Tennessee | Full-Time

Reports to: Chief Operating Officer

Position Summary

LoJac, LLC is seeking an experienced and driven Business Development Manager to develop new business, expand our customer base, and help establish LoJac in new geographic markets.

This role will initially focus on developing and expanding customer relationships throughout Middle Tennessee while actively identifying opportunities to establish sustainable business in additional territories. The successful candidate will build relationships with general contractors, utilities, municipalities, engineering firms, industrial customers, and other organizations that utilize hydro excavation, hydro jetting and flushing, CCTV pipe inspection, CIPP (Cured-in-Place Pipe) rehabilitation, subsurface utility services, and related underground infrastructure services.

The ideal candidate is a relationship-driven business developer who understands how work is identified, pursued, bid, awarded, and ultimately executed. This individual should be equally comfortable developing new relationships, expanding existing accounts, identifying upcoming projects before they reach the bidding stage, and working closely with Operations and Estimating to convert opportunities into profitable work.

Growth Opportunity: As LoJac establishes sufficient business within new territories, the successful candidate may have the opportunity to transition into broader market leadership or an Area Manager role with responsibility for the market they helped develop.

Key Responsibilities

Business Development & Sales

• Develop and execute business development strategies to grow revenue and expand LoJac's presence in existing and new markets.
• Develop and strengthen LoJac's customer base throughout Middle Tennessee while identifying opportunities for geographic expansion.
• Identify and pursue new customers, projects, and market opportunities across LoJac's service lines.
• Build and maintain strong relationships with general contractors, utilities, municipalities, engineering firms, industrial customers, and other key decision-makers.
• Develop relationships with project managers, estimators, superintendents, procurement teams, and others who influence project awards.
• Proactively identify upcoming projects and opportunities before they reach the formal bid or RFP stage.
• Generate qualified leads through networking, customer outreach, industry relationships, referrals, jobsite activity, and market research.
• Maintain regular contact with existing customers to identify additional opportunities and strengthen LoJac's position as a preferred service provider.
• Represent LoJac at customer meetings, industry events, trade associations, conferences, and other business development opportunities.

Territory & Market Development

• Identify and evaluate potential new geographic markets for LoJac's services.
• Develop customer relationships and a sustainable pipeline of opportunities within targeted expansion markets.
• Evaluate market demand for hydro excavation, hydro jetting and flushing, CCTV pipe inspection, CIPP rehabilitation, subsurface utility services, and related underground infrastructure services.
• Develop an understanding of major contractors, utilities, municipalities, engineering firms, competitors, and infrastructure activity within prospective territories.
• Work with leadership to determine when pipeline, customer demand, and market conditions support establishing a permanent LoJac presence within a new territory.
• Assist in developing market-entry strategies, including customer development, equipment requirements, staffing needs, and revenue opportunities.
• Support the transition from business development into operational execution as new territories are established.
• Develop the knowledge and leadership capabilities necessary to potentially assume broader responsibility for an established market as the company grows.

Opportunity & Pipeline Management

• Maintain an accurate and current sales pipeline, including opportunity value, probability, anticipated bid date, expected award date, and next steps.
• Track opportunities from initial identification through bid, award, and handoff to Operations.
• Establish a disciplined follow-up process for outstanding proposals and bids.
• Maintain accurate customer, contact, opportunity, and activity information within the company's CRM and sales tracking systems.
• Provide regular reporting on pipeline activity, bids submitted, wins and losses, customer activity, and forecasted revenue.
• Analyze win/loss trends and customer feedback to identify opportunities to improve LoJac's competitive position.
• Develop and maintain visibility into upcoming work within LoJac's target markets and geographic areas.

Estimating & Operational Coordination

• Work closely with Estimating and Operations to evaluate opportunities and determine appropriate pursuit strategies.
• Assist in developing scopes, proposals, pricing strategies, and customer presentations.
• Ensure customer requirements and expectations are clearly communicated to Operations before work begins.
• Participate in project handoffs for significant or strategic opportunities.
• Maintain communication with customers throughout the project lifecycle when appropriate to strengthen the relationship and identify future opportunities.
• Work with Operations to ensure commitments made during the sales process are achievable and aligned with LoJac's capabilities and resources.

Market Intelligence

• Develop a strong understanding of LoJac's capabilities across hydro excavation, hydro jetting and flushing, CCTV pipe inspection, CIPP rehabilitation, subsurface utility services, and related underground infrastructure services.
• Monitor construction activity, capital improvement programs, infrastructure spending, utility projects, and other market indicators that may create opportunities for LoJac.
• Identify opportunities to expand into new customers, geographic markets, and service applications.
• Provide leadership with competitive intelligence regarding market conditions, pricing, customer needs, and competitor activity.
• Assist leadership in evaluating strategic customers, markets, and growth opportunities.

Performance Expectations

• Growth in qualified sales pipeline
• New customer development
• Expansion of existing customer relationships
• Development of opportunities in new geographic territories
• Bid and proposal activity
• Win rate and awarded revenue
• Revenue generated from business development efforts
• Pipeline accuracy and forecasting
• Customer retention and relationship development
• Profitability and quality of opportunities pursued
• Progress toward establishing sustainable new markets for LoJac

Qualifications

• 5+ years of business development, outside sales, account management, or related experience, preferably within construction, utilities, underground infrastructure, environmental services, industrial services, excavation, trenchless rehabilitation, or a related industry.
• Demonstrated ability to develop new business and build long-term customer relationships.
• Strong understanding of the construction sales cycle and how projects move from identification through estimating, bidding, award, and execution.
• Existing relationships within the construction, utility, municipal, industrial, or infrastructure markets are strongly preferred.
• Experience developing business within new geographic markets is highly desirable.
• Strong communication, presentation, negotiation, and relationship-building skills.
• Ability to communicate effectively with field personnel, project managers, estimators, executives, and customers.
• Strong organizational skills and ability to manage multiple opportunities and priorities simultaneously.
• Comfortable using CRM systems, Microsoft Office, and other sales and reporting tools.
• Ability and willingness to travel throughout LoJac's existing and prospective markets as needed.
• Valid driver's license and acceptable driving record.

Bachelor’s degree in business, Construction Management, Marketing, or a related field is preferred but not required. Relevant industry experience and a demonstrated track record of business development success may substitute for formal education.

What We're Looking For

• Relationship driven - builds genuine, long-term customer relationships rather than relying solely on transactional selling.
• Entrepreneurial - sees opportunities to build markets and is comfortable developing business where LoJac may not yet have an established presence.
• Proactive - actively searches for opportunities instead of waiting for bid invitations.
• Accountable - owns the pipeline and follows opportunities through to completion.
• Operationally minded - understands that profitable, executable work is more important than simply generating revenue.
• Competitive - wants to win and understands the importance of consistent customer follow-up.
• Collaborative - works effectively with Operations, Estimating, Finance, and field leadership.
• Growth oriented - has the desire and capability to take on broader market leadership responsibilities as LoJac expands.
• Professional - represents LoJac and its values well with customers, employees, and industry partners.

About LoJac, LLC

Since 1983, LoJac has built a strong reputation for quality, service, and execution within the construction and infrastructure industries. Today, LoJac, LLC provides specialized underground infrastructure services to customers throughout the Southeast, with capabilities including hydro excavation, hydro jetting and flushing, CCTV pipe inspection, CIPP rehabilitation, subsurface utility services, and related infrastructure solutions.

As LoJac continues to expand its capabilities and geographic footprint, we remain committed to safely delivering high-quality service while building lasting relationships with our customers. This position will play an important role in that continued growth by developing new customer relationships, expanding into new markets, and building a sustainable pipeline of profitable work.