Business Development Manager-Southern and Northern, CA

Certerra Sub-Surface Group; Rancho Cucamonga (CA); On-site; USD 75,000 - 750,000; Full time

Job summary

Certerra Sub-Surface Group is seeking a Business Development Manager for Southern and Northern California to drive revenue growth through relationships with engineering firms, public agencies, and contractors. The role focuses on promoting SUE, potholing, utility locating, and mapping services across a broad client base.

The position requires a bachelor’s degree and 3–5 years in business development or related fields, with travel across the assigned territory.

Qualifications

• Bachelor’s degree in business, marketing, construction management, engineering, or related field; equivalent experience.
• 3–5 years of business development, sales, or account management experience.
• Experience in construction, utility services, engineering consulting, geotechnical services, surveying, or infrastructure industries.
• Strong negotiation, presentation, and communication skills.
• Proficiency with CRM software and Microsoft Office Suite.

Responsibilities

• Develop and execute strategic sales plans to achieve revenue goals.
• Identify opportunities with engineering consultants, utilities, municipalities, and developers.
• Generate new business through prospecting, networking, events, referrals, and cold calls.
• Maintain a pipeline of qualified opportunities and meet sales targets.
• Prepare proposals, qualifications packages, RFQs, RFPs, and bids.
• Coordinate pricing, project scope, and contract requirements with operations and estimating teams.

Skills

Relationship building

Negotiation

CRM software

Communication

Education

Bachelor’s degree or equivalent

Tools

Microsoft Office

Job description

If you are unable to complete this application due to a disability, contact this employer to ask for an accommodation or an alternative application process.

Business Development Manager-Southern and Northern, CA

Regular Full-time Rancho Cucamonga, Rancho Cucamonga, CA, US

Salary Range: $75,000.00 To $750,000.00 Annually

Certerra (formerly RMA Companies) is a growing national provider of testing, inspection, and certification services that support innovation in new product development, quality assurance, for project delivery, and engineered solutions for asset management. We are passionate about contributing to the sustainable development of the communities we serve.

We are a national firm with a global reach serving national and international clients from 40+ offices located in 10 states and are ranked on ENR’s Top 500 list alongside the nation’s top firms. With a 60-year history, Certerra has a passion for high-end services, constant innovation, and investment in the development of world-class laboratory facilities, and interactive management technologies. Each member of our staff is committed to service, innovation, and the success of our clients. The company is a rapidly growing portfolio business under a private equity firm, currently generating approximately $260 million in revenue with aggressive growth through strategic acquisitions.

The Business Development Manager (BDM) is responsible for driving revenue growth by developing and maintaining relationships with engineering firms, construction companies, public agencies, utility owners, contractors, and infrastructure stakeholders. Promotes underground utility locating, utility mapping, vacuum excavation (potholing), and subsurface utility engineering (SUE) services while identifying new business opportunities, securing contracts, and expanding market share.

Key Responsibilities:

Sales & Business Development

• Develop and execute strategic sales plans to achieve company revenue goals.
• Identify and pursue opportunities with engineering consultants, general contractors, utility companies, municipalities, transportation agencies, and private developers.
• Generate new business through prospecting, networking, industry events, referrals, and cold calling.
• Develop and maintain a pipeline of qualified opportunities.
• Meet or exceed monthly, quarterly, and annual sales targets.
• Conduct client presentations, capability statements, and project reviews.
• Promote utility locating, SUE, potholing, utility mapping, and related services.

Client Relationship Management

• Establish and maintain strong relationships with decisionmakers, project managers, estimators, and procurement personnel.
• Serve as the primary point of contact for key accounts.
• Monitor client satisfaction and address concerns promptly.
• Maintain regular communication with existing clients to identify repeat business opportunities.
• Track customer activities and opportunities using CRM software.

Proposal & Contract Development

• Coordinate preparation of proposals, qualifications packages, RFQs, RFPs, and bid submissions.
• Collaborate with operations and estimating teams to develop pricing and project scopes.
• Review contract requirements and ensure alignment with company capabilities..
• Negotiate service agreements and pricing when appropriate.

Market Development

• Analyze market trends, competitor activities, and emerging opportunities.
• Identify target markets and strategic accounts.
• Develop marketing initiatives to increase company visibility.
• Participate in industry associations and trade organizations

Internal Coordination

• Work closely with operations, project managers, dispatchers, and field personnel to ensure successful project execution.
• Communicate client expectations, project requirements, and schedules.
• Assist with collections and account management when necessary.
• Provide accurate sales forecasts and pipeline reporting to executive management.

Preferred

• Existing relationships with engineering firms, public agencies, utility owners, transportation agencies, and contractors.
• Knowledge of:
  • ASCE 38 Utility Quality Levels (QL-A, QL-B, QL-C, QL-D)
  • Utility conflict mitigation processes
  • Infrastructure and transportation projects
• Experience working with public works and transportation agencies.

Education/Qualifications:

• Bachelor’s degree in business, Marketing, Construction Management, Engineering, or a related field, or equivalent industry experience.
• Minimum 3–5 years of business development, sales, or account management experience.
• Experience within construction, utility services, engineering consulting, geotechnical services, surveying, or infrastructure industries.
• Strong understanding of underground utility locating, vacuum excavation, potholing, utility coordination, or SUE services.
• Proven ability to generate and close new business.
• Strong negotiation, presentation, and communication skills.
• Proficiency with CRM software and Microsoft Office Suite.
• Valid driver's license and ability to travel throughout assigned territory.
• Ability to pass an extensive background and clean MVR

We are an Equal Opportunity Employer. This Company is dedicated to both the letter and the spirit of the equal opportunity employment laws. All applicants and all employees will be evaluated on the basis of their ability, competence, and performance of the essential functions of their positions. There will be no discrimination on the basis of race, sex, national origin, religion, age 40 and over, disability, sexual orientation, marital status, or any other classification which may be protected by federal, state, or local laws. In compliance with the Americans with Disabilities Act, we specifically offer equal opportunity for all employees or job applicants who may have a physical or mental disability. Such persons will be hired on the basis of their ability to perform the essential functions of the job in question. Likewise, their work will be evaluated on their performance of these essential functions. We will offer reasonable accommodation to individuals with disabilities, to the extent that Company resources allow without undue hardship. As part of our equal employment policy, there will be no wage differentials based on gender, between men and women employed in the same establishment, on jobs that require equal skill, effort, and responsibility, and which are performed under similar working conditions.