Business Development Manager - O&M West

Inframark; California City (CA); Remote; USD 100,000 - 160,000; Full time

Job summary

Inframark is seeking a Business Development Manager for remote coverage across the Western United States. You will drive new business from renewals, RFPs, and proactive pursuits, collaborating with internal teams to assemble winning proposals and optimize pricing strategies.

The role requires deep knowledge of municipal markets, a consultative selling approach, and strong relationship building with city staff and decision makers. Travel to client sites (~30%) is expected.

Qualifications

• History of success in the municipal market and with city staff and elected officials.
• Experience using a consultative selling model to win contracts.
• Ability to work effectively with consultants and advocacy partnerships.
• Working understanding of water, wastewater infrastructure and public works.
• Strong business development, opportunity qualification, and consultative selling skills.
• Excellent interpersonal and communication skills for diverse stakeholders.
• Proficiency with CRM platforms, complex spreadsheets, databases, and presentation software; Microsoft Office required.
• Willingness to travel within the assigned territory (~30%).

Responsibilities

• Develop a targeted market plan and identify municipalities/industries likely to outsource.
• Map the decision-making process and all decision makers/influencers for targets.
• Build and maintain relationships with client decision makers and stakeholders.
• Prepare proposals, advise on contract prices, and assemble project teams to win bids.
• Lead renewal efforts with operations staff and marshal internal resources.
• Meet or exceed territory revenue quota at standard gross margins or better.
• Maintain opportunity pipelines and sales forecasts in CRM.
• Collaborate with marketing, legal, finance, safety, compliance, and HR to ensure compliant, accurate proposals.

Skills

Municipal market experience

Consultative selling

Business development

Interpersonal communication

Presentation skills

Willingness to travel

Education

Bachelor’s degree

P.E. license (plus)

Tools

CRM platforms

Microsoft Office

Job description

Are you looking for a great opportunity in Business Development? Do you have experience in Water/Wastewater BD Sales?

The position is based remotely and covers the Western United States region.

Inframark is looking for a Business Development manager. This incumbent will work closely with internal and external stakeholders to develop additional business from renewal of existing contracts, competitive RFPs, and new business pursuits.

Job duties include but are not limited to:

• Develop a targeted market plan, which should include strategies for competitive take aways and development of municipalities/industries who have never outsourced before,
• Create detailed maps of the decision-making process and all decision maker/influencers for all targets,
• Build and maintain strong relationships with client decision makers and stakeholders, to position Inframark as the best partner for the potential client
• Along with a team, prepare proposals, advise on contract prices, and help assemble project teams to convert the target to a client through client mandated process (RFP, RFQ, Open Bid)
• Work with existing operations staff to support renewal efforts. The Business Developer will own the process from beginning to end and marshal our internal resources to a successful outcome.

General Responsibilities

Meets or exceeds territory revenue quota at standard gross margins or better

Identifies prospective projects through current customer relationships, networking, cold calling and market research

Understands and leverages market trends affecting the O&M business

Proactively seeks out solutions to prospective customer problems using the vast internal network of experts.

Works with legal, finance, safety, compliance, operations and human resources to ensure we are targeting and selling the right work for our employees, clients and shareholders

Leads the strategic aspects of proposals (Graphic Designer and Copywriter will support)

Develops and maintains opportunity pipelines and sales forecasts ensuring all activities and opportunities are current in CRM system

Keeps company management informed of business conditions which may affect assigned product or markets

Works with marketing and promotion, including advertising, review media, conferences, specials sales, and subsidiary rights

Attends pre-bids and site meetings

Presents proposals professionally and creatively to ensure the best result

Assists in project start-up to ensure all key elements of the proposal are met

Understand renewal terms on current contracts.

Understands and adheres to all company health and safety procedures as they relate to essential job functions

Qualifications

- History of success working in the municipal market and familiarity working with city staff and elected officials

- History of success using a consultative selling model

- Effectively worked with consultants and advocates partnerships

- Working understanding of water, wastewater infrastructure and public works infrastructure

- Strong business development, opportunity qualification, and consultative selling skills

- Excellent interpersonal and communication skills, with the ability to present technical concepts to both technical and non-technical stakeholders at all organizational levels.

- Proficiency with CRM platforms, complex spreadsheets, databases, and presentation software; Microsoft Office (Excel, Word, PowerPoint) required.

- Willingness to travel within the assigned territory to visit clients, attend industry events, and support project pursuits.

Education and/or Experience:

Bachelor’s degree and 10+ years of related experience CERTIFICATES, LICENSES, REGISTRATIONS AND PROFESSIONAL ENGINEERING (P.E.), a plus

• Travel requirement - overnight travel approximately 30% of the time.

To support a safe and secure workplace, all offers of employment are contingent upon the successful completion of background screening, drug testing, and driving record review where applicable.

Inframark is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against based on disability.