Strategic BD Director – Drilling & NDT

Challenge Testing, Inc.; Mobile (AL); On-site; USD 110,000 - 200,000; Full time

Benefits offered by this job

Company vehicle

Job summary

Challenge Testing, Inc. in Mobile, Alabama seeks a Director of Business Development to lead revenue growth in the Southeastern United States. You will identify target accounts, build relationships with engineers and clients, and manage proposals from initial contact through closing.

This hands-on, client-facing role emphasizes strategic account development, CRM discipline, and cross-functional collaboration with estimating, operations, and executives. Travel 30–50% is required.

Qualifications

• At least seven years of successful business-development, sales, account-management, or project-development experience.
• Established relationships with buyers in engineering, environmental, construction, industrial, or federal sectors.
• Ability to understand and communicate technical services credibly.
• Willingness to travel for client meetings and project pursuits.

Responsibilities

• New client acquisition and build a prioritized list of strategic target accounts.
• Generate qualified opportunities for drilling and NDT services.
• Secure meetings with engineers, project managers, estimators, procurement leaders, quality managers, environmental managers, and executives.
• Develop Challenge into a preferred partner for recurring projects.
• Reactivate former and inactive clients.
• Represent Challenge at relevant industry meetings and events.
• Create account plans for high-potential customers.
• Identify opportunities to provide multiple Challenge services to the same client.
• Develop relationships at multiple levels within each account.
• Maintain visibility into upcoming projects, budgets, procurement schedules, and contracting requirements.
• Coordinate executive and technical involvement in major pursuits.
• Qualify opportunities based on fit, value, margin, schedule, capacity, and competitive position.
• Coordinate with operations, estimating, technical leaders, and executives to develop proposals.
• Ensure every opportunity has an owner, next action, and anticipated award date.
• Follow up consistently on submitted proposals.
• Support presentations, interviews, negotiations, and closing activities.
• Protect pricing discipline and avoid unprofitable or unsuitable work.
• Develop relationships with federal prime contractors, government buyers, small-business liaison officers, and teaming partners.
• Position Challenge’s service-disabled veteran-owned small-business status as part of its value proposition.
• Monitor relevant federal and defense opportunities.
• Support teaming arrangements, capability presentations, and subcontracting pursuits.
• Establish and maintain a disciplined CRM process.
• Produce accurate 30-, 60-, and 90-day forecasts.
• Track pipeline by client, service line, sales stage, value, probability, expected margin, and award date.
• Lead a weekly sales meeting focused on pipeline movement, obstacles, decisions, and next actions.
• Report sales activity, proposal performance, win rate, new-client revenue, and market conditions to leadership.
• Build a database of at least 100 qualified target accounts.
• Develop a qualified pipeline equal to approximately three to four times the assigned new-revenue goal.
• Generate 40–50 qualified sales opportunities.
• Convert approximately 15–20 prospects into active new clients.
• Increase profitable revenue from former and underdeveloped accounts.
• Establish relationships with targeted engineering firms, contractors, industrial companies, and federal prime contractors.
• Implement consistent CRM, proposal-follow-up, and forecasting practices.
• Achieve agreed new-client revenue and gross-profit objectives.
• Ensure new work meets Challenge’s margin, safety, capacity, and strategic requirements.

Skills

Business development

Sales

Account management

Project development

Communication

Negotiation

Relationship building

Job description

Challenge Testing, Inc. in Mobile, Alabama seeks a Director of Business Development to lead revenue growth in the Southeastern United States. You will identify target accounts, build relationships with engineers and clients, and manage proposals from initial contact through closing.

This hands-on, client-facing role emphasizes strategic account development, CRM discipline, and cross-functional collaboration with estimating, operations, and executives. Travel 30–50% is required.