Business Development Manager

The-Townsend-Corporation; Richmond (VA); On-site; USD 85,000 - 125,000; Full time

Job summary

The Townsend Company is seeking a Business Development Manager in Richmond, VA to drive new business growth within the vegetation management sector. You will focus on strategic account acquisition across IOUs, co-ops, municipalities, DOT, rail, EPC, and pipeline sectors, building lasting relationships and expanding market presence.

The role requires a hunter mentality, strong relationship skills, and the ability to position comprehensive services such as utility line clearance, ROW maintenance,

Qualifications

• 5–7 years of proven success in business development, sales, or account management within vegetation management or a related industry.
• Strong communication and interpersonal skills, with the ability to connect with a diverse range of stakeholders.
• Proficiency with Salesforce and CRM data management.

Responsibilities

• Identify, target, and secure new clients across IOUs, Co-ops, Municipalities, DOT, Rail, EPC, and Pipeline sectors.
• Develop territory and account plans to achieve revenue growth targets.
• Lead the full sales cycle from prospecting through contract award.
• Maintain CRM records and provide regular reporting on pipeline and forecast.

Skills

Communication

CRM knowledge

Sales targets

MS Office

Salesforce knowledge

Industry knowledge

Education

High School Diploma or equivalent

Tools

Salesforce

CRM systems

MS Office

Job description

At The Townsend Company , LLC we are committed to fostering a dynamic and supportive work environment where our employees can safely thrive. Our diverse range of services offers numerous career paths involving our specialized industries, providing many opportunities for growth and development. Join a team that values safety, excellence and innovation.

Our Mission

Our mission is to provide our clients with outstanding service quality in a safe and reliable manner. We develop long-term relationships with our customers by consistently delivering superior service excellence while adhering to the highest ethical and professional standards in our industry. We are committed to reliability, responsiveness and customer-centered solutions.

Our culture is built on a foundation of strong values and a collaborative spirit. We prioritize the safety and professional growth of our employees, offering continuous training and development opportunities. With an emphasi s on teamwork, respect and a shared commitment to excellence , w e believe that a supportive and inclusive work environment is key to our success and the success of our projects.

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Position:Business Development Manager

Location: Richmond, VA

Job Id:1429

# of Openings:1

Position Summary

The Business Development Manager (BDM) is responsible for driving new business growth within the vegetation management sector, with a primary focus on strategic account acquisition across Investor-Owned Utilities (IOUs), Electric Cooperatives, Municipal Utilities, Departments of Transportation (DOT), Rail, Engineering, Procurement & Construction (EPC) firms, and Oil & Gas Pipeline companies.

This role requires a proactive, results-driven individual with a strong hunter mentality, capable of building lasting relationships and positioning comprehensive vegetation management solutions that align with customer operational, regulatory, and reliability goals. The BDM will play a key role in expanding market presence, securing new business, and supporting long-term revenue growth.

Key Responsibilities

Essential Functions

Sales & Business Development

• Identify, target, and secure new clients across IOUs, Co-ops, Municipalities, DOT, Rail, EPC, and Pipeline sectors
• Develop and execute strategic territory and account plans to achieve revenue growth targets
• Build and maintain a strong pipeline of qualified opportunities
• Lead the full sales cycle from prospecting through contract award

Client Engagement & Relationship Management

• Establish and cultivate relationships with key decision-makers, including executives, procurement leaders, and operations managers
• Act as a trusted advisor by understanding customer needs, regulatory drivers, and operational challenges
• Strengthen relationships with existing clients while proactively pursuing new opportunities

Solution Selling & Proposal Development

• Promote full-service vegetation management offerings, including:
  • Utility line clearance
  • Right-of-way (ROW) maintenance
  • Herbicide and integrated vegetation management (IVM) programs
  • Emergency storm response
  • Environmental and compliance services
• Collaborate with operations and estimating teams to develop tailored, competitive proposals
• Manage RFP/RFQ processes, bid strategy, and proposal development
• Maintain accurate and up-to-date opportunity tracking in CRM systems (e.g., Salesforce)
• Conduct needs assessments to align services with customer requirements
• Provide regular updates during weekly sales meetings
• Track and report on sales performance, pipeline activity, and revenue forecasts

Trade Shows & Networking

• Represent the company at industry events, trade shows, and pre-bid meetings
• Build brand awareness and develop strategic partnerships
• Gather market insights to strengthen competitive positioning
• Monitor industry trends, regulatory changes, and competitive landscape
• Identify emerging opportunities within targeted verticals and geographies
• Partner with operations, safety, and finance teams to ensure alignment on project execution and profitability
• Support contract negotiations and ensure a smooth handoff to operations upon project award
• Duties may or may not be subject to change

Qualifications

Education and Experience

• High School Diploma or equivalent required
• 5–7 years of proven success in business development, sales, or account management within vegetation management or a related industry

Skills and Competencies

• Strong communication and interpersonal skills, with the ability to connect with a diverse range of stakeholders
• Detail-oriented with excellent organizational skills for managing sales data and CRM records (e.g., Salesforce)
• In-depth knowledge of vegetation management practices, industry regulations, and customer sectors, including IOUs, Co-ops, Municipalities, DOT, Rail, EPC firms, and Oil & Gas Pipeline companies
• Demonstrated ability to meet or exceed sales targets and drive revenue growth
• Proficiency in Microsoft Office Suite, Salesforce, and other relevant business tools
• Adaptable and resilient, with the ability to thrive in a fast-paced, evolving environment
• Meet all physical requirements of the position.
• Pass all drug and alcohol screens as required by Company policy and, if applicable, required by DOT regulations.
• 18 years of age or older, or 21 if CDL is required.
• Legally authorized to work in the United States.

This role is primarily office-based; however, it requires approximately 75% travel.

This job description is not intended to provide an exhaustive list of activities, duties, or responsibilities required for this position. The Townsend Company and its family of companies reserve the right to modify job responsibilities, duties, or schedules as needed to meet business or operational requirements. Accommodation requests will be made as necessary to support individuals with disabilities.

Additionally, this position is subject to pre-employment screening, which may include drug testing and a background check.

Equal Opportunity Employer Statement

The Townsend Company and its family of companies are equal opportunity employers.

We are committed to fostering an inclusive workplace where all employees and applicants are treated with fairness, dignity, and respect.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, genetic identity, national origin, disability, protected veteran status, or any other characteristic protected by applicable law.