Charlotte Growth Leader - Business Development

BUNNELL LAMMONS ENGINEERING; Cornelius (NC); On-site; USD 90,000 - 130,000; Full time

Benefits offered by this job

Employee-owned

Growth opportunities

Job summary

Bunnell-Lammons Engineering, Inc. seeks a driven Business Development Professional to grow BLE's Charlotte market by identifying, pursuing, and converting new opportunities across geotechnical, environmental, construction materials testing, geostructural, and related services.

You will coordinate with BLE leadership to align sales efforts, manage a disciplined CRM pipeline, and travel regionally to build strategic relationships with developers, architects, and owners.

Qualifications

• Bachelor's degree in business, marketing, communications, engineering, construction management, or a related field preferred; equivalent relevant experience will be considered.
• 8+ years of successful business development or consultative sales experience, preferably within architecture, engineering, construction, environmental, or professional services industries.
• Demonstrated record of originating new relationships, developing qualified opportunities, and converting pursuits into profitable revenue.
• Established relationships within the Charlotte metropolitan area and surrounding markets strongly preferred, particularly among developers, architects, contractors, owners, municipalities, industrial clients, and other buyers or influencers of engineering consulting services.
• Strong prospecting, networking, presentation, negotiation, and relationship-building skills, with the confidence and persistence to initiate contact and develop business with new organizations.
• Ability to understand BLE's technical services and communicate their business value clearly without serving as the technical project lead.
• Experience managing a disciplined sales pipeline, maintaining accurate CRM data, forecasting opportunities, and reporting progress against defined sales goals.
• Working knowledge of RFP/RFQ processes, proposal strategy, client interviews, and professional services contracting.
• Excellent verbal and written communication, organization, follow-through, judgment, and time-management skills.
• Ability and willingness to work regularly in-person, attend early-morning and evening industry events, and travel throughout the regional market as-needed.

Responsibilities

• Develop and execute the Charlotte business development and sales plan in coordination with the Charlotte Branch Manager, Department Managers, the Director of Client Services, and BLE leadership, consistent with BLE’s companywide growth strategy.
• Establish and maintain a consistent cadence of prospecting, outreach, meetings, follow-up, and relationship development to generate qualified opportunities and new revenue.
• Identify and pursue new clients, markets, teaming partners, and project opportunities that align with BLE's services, strategic priorities, capacity, and risk.
• Build relationships with key decision-makers and influencers, including developers, architects, engineering firms, general contractors, owners, municipalities, manufacturers, utilities, attorneys, and other organizations that procure or influence engineering consulting services.
• Expand relationships across BLE's service lines by identifying cross-selling opportunities and connecting clients with the appropriate technical leaders.
• Meet or exceed agreed-upon goals for sales activity, qualified pipeline, new clients, booked revenue, win rate, and other performance measures established with BLE leadership.
• Qualify opportunities based on client need, relationship strength, strategic fit, competitive position, timing, revenue potential, profitability, delivery capacity, and risk.
• Lead pursuit strategy and go/no-go discussions in coordination with the Charlotte Branch Manager, appropriate Department Manager, technical staff, marketing, and other BLE leaders.
• Coordinate the sales process from initial lead through selection, including discovery, positioning, teaming, proposal strategy, interview preparation, follow-up, and commercial discussions.
• Provide client and competitive insight to proposal teams while relying on technical and operational leaders to define scope, fee, schedule, staffing, deliverables, and project risk.
• Remain engaged after award at the strategic relationship level to obtain feedback, protect the relationship, and identify future opportunities without assuming responsibility for project execution or routine project communication.
• Maintain complete, timely, and accurate CRM records for organizations, contacts, activities, opportunities, pursuit stages, estimated value, probability, expected award date, and next actions.
• Build and maintain a healthy, forward-looking pipeline sufficient to support Charlotte's revenue and growth objectives.
• Prepare regular sales forecasts, activity summaries, pipeline reviews, account updates, and performance reports for the Charlotte Branch Manager and BLE leadership.
• Track and evaluate lead conversion, pursuit outcomes, win/loss reasons, sales cycle, source of work, and return on business development activities to improve sales effectiveness.
• Identify stalled opportunities, gaps in market coverage, and risks to forecasted revenue, and develop clear corrective actions.
• Represent BLE's C.R.E.S.T. values and uphold the firm's ethical, professional, and risk-management standards in all sales activities and external relationships.
• What Success Looks Like: Learn BLE’s services, capabilities, and Charlotte market strategy.
• Identify priority clients, prospects, and market influencers.
• Establish key relationships and consistent prospecting cadence.
• Build an initial qualified pipeline and maintain accurate CRM activity.
• First 6 Months | Build: Develop approximately $2.5M to 3M in qualified pipeline opportunities; Conduct 10+ new client meetings per month; Generate 10+ qualified opportunities per month; Establish 20+ meaningful client and market relationships; Maintain a disciplined, visible, and accurately forecasted pipeline; Begin converting targeted relationships into qualified pursuits and awarded work.
• First 12 Months | Deliver: Generate $0.75M–$1.25M in new booked revenue; Achieve a 30% to 40%+ pursuit win rate; Develop opportunities across multiple BLE service lines; Demonstrate effective coordination and clean handoff of awarded work to BLE’s technical and project-delivery teams; Maintain accurate forecasting and clear visibility into pipeline, opportunities, and next actions.
• Long-Term | Grow: Establish BLE as a recognized and trusted engineering resource in the Charlotte market; Build sustainable, profitable, and repeat business through strategic client relationships and accounts; Increase relationship depth with priority clients, partners, and market influencers; Expand opportunities through cross-selling across BLE’s service lines.

Skills

Prospecting

Networking

Presentation

Negotiation

Relationship-building

Education

Bachelor's degree in business, marketing, communications, engineering, construction management, or related field

Tools

CRM software

Job description

Bunnell-Lammons Engineering, Inc. seeks a driven Business Development Professional to grow BLE's Charlotte market by identifying, pursuing, and converting new opportunities across geotechnical, environmental, construction materials testing, geostructural, and related services.

You will coordinate with BLE leadership to align sales efforts, manage a disciplined CRM pipeline, and travel regionally to build strategic relationships with developers, architects, and owners.