The Business Development Manager (BDM) is responsible for driving profitable revenue growth through both individual business development efforts and the leadership of a Business Development Manager. This is a player-coach role that combines direct sales responsibilities with sales leadership, coaching, performance management, and strategic planning.
The BDM II is expected to maintain an active portfolio of prospects and clients while developing and executing sales strategies, mentoring team members, monitoring performance, and ensuring achievement of regional growth objectives. This role partners closely with Operations, Recruiting, Finance, Marketing, and Executive Leadership to deliver customized security solutions and exceptional client experiences. Approximately 60–70% of the role is dedicated to direct selling and client engagement, with the remaining 30–40% focused on leadership, coaching, reporting, forecasting, and business.
The ideal candidate has a “hunter” mentality who consistently delivers profitable new business while developing a high-performance sales culture. This individual, leads by example, coaches through accountability, uses data to drive decisions and partners across the organization to achieve sustainable growth.
Core duties include:
Individual Business Development
- Develop and execute an annual territory and account growth strategy aligned with company objectives.
- Prospect for new business through networking, cold calling, referrals, strategic partnerships, and industry events.
- Build relationships with executive decision-makers, including C-suite leaders, procurement teams, facilities management, HR, and security professionals.
- Conduct needs assessments and develop customized security solutions.
- Prepare and deliver executive-level presentations, proposals, RFQs, and RFP responses.
- Negotiate pricing and contracts in collaboration with Operations and Executive Leadership.
- Maintain an active sales pipeline and accurate opportunity forecasts within the company's CRM.
- Ensure successful transition of new accounts to Operations and participate in client onboarding.
Sales Leadership + Coaching
- Directly supervise and coach one Business Development Manager.
- Conduct weekly one-on-one coaching sessions focused on pipeline development, sales strategy, and professional growth. Review prospecting activity, sales opportunities, forecasting accuracy, and individual performance metrics.
- Assist with complex sales opportunities and executive-level presentations. Accompany team members on strategic client visits and sales calls.
- Share best practices and improve sales effectiveness through mentoring and field coaching.
- Foster a culture of accountability, collaboration, and continuous improvement.
Performance Management
- Establish annual, quarterly, and monthly sales goals for assigned Business Development staff; monitor individual and team performance against established KPIs.
- Develop action plans to address performance gaps and improve sales results; conduct performance reviews and provide ongoing coaching and feedback.
- Recommend recognition, development opportunities, and corrective actions as appropriate.
- Support recruiting, interviewing, and onboarding of future sales team members as needed.
Strategic Planning + Administration
- Develop annual regional business development plans; prepare monthly, quarterly, and annual sales forecasts.
- Maintain accurate CRM data and pipeline reporting; Track contract renewals, market opportunities, and strategic target accounts.
- Analyze market trends, competitive activity, pricing, and customer needs; present business development results and forecasts to Executive Leadership.
- Collaborate with Marketing on lead generation campaigns and branding initiatives; partner with Operations and Recruiting to ensure service delivery aligns with client commitments.
Success Metrics:
Success in this position is measured across a few core KPIs. These include, but are not limited to the following:
Individual Performance (60%)
- Annual new contract revenue.
- Gross margin on new business.
- Revenue growth versus established goals.
- Margin growth versus established goals.
- Sales activity.
- Lead-to-opportunity conversion rate.
Leadership Performance (40%)
- BDM meeting or exceeding sales goals.
- Forecasting accuracy.
- Sales objectives achievement.
- CRM compliance and reporting accuracy.
Additional Success Activities
- Staying current on security industry trends, technology solutions, competitive offerings, and market conditions.
- Participating in industry associations, conferences, and networking events.
- Performing additional functions, duties and specific tasks of a similar nature and scope as necessary in order to achieve assigned business objectives.
Core:
- Bachelor's Degree and five (5) years of business-to-business selling experience, or an equivalent combination of education and experience sufficient to perform the essential functions of the job, as determined by the company.
- At least two (2) years leading, mentoring, or coaching sales professionals, preferably in a security services environment.
- Experience selling contract services preferred. Security services, facilities management, staffing, janitorial, or related industry experience strongly preferred.
- Experience managing complex sales cycles and executive-level client relationships.
- Demonstrated record of consistently exceeding sales goals.
- Must be willing to participate in the Company’s pre-employment screening process, including drug screen and background investigation.
Skills plus competencies:
- Strong understanding of commercial security solutions, including access control, video surveillance, intrusion detection, fire/life safety systems, integrated security technologies, and recurring monthly revenue (RMR) business models.
- Hunter mindset with strong new business focus; demonstrated energy, drive, determination, and persistence, even when confronted with rejection.
- Strong skill in team development and coaching.
- Demonstrated skills in strategic prospecting and consultative selling.
- Demonstrated ability in contract negotiations, pricing strategies, competitive positioning, and executive-level customer engagement.
- Strong skill in persuasive oral and written communications, including effective presentation skills.
- Ability to present information effectively and respond to questions from groups of managers, customers, and prospects.
- Demonstrated pipeline and forecast discipline.
- Ability to analyze sales data and develop recommendations and solutions. Strong financial acumen.
- Strong customer service and results orientation.
- Excellent planning, organization, and time management skills.
- Ability to carry out multiple assignments concurrently.
- Ability to interact effectively at all levels and across diverse cultures.
- Ability to be an effective team member and handle project assignments responsibly.
- Ability to adapt to changes in the external environment and organization.
Working Conditions:
The successful candidate must be able to perform the essential functions of the position, with or without reasonable accommodation. The following outlines the typical responsibilities and physical & environmental demands associated with this role and is not intended to be an exhaustive list of all duties or requirements.
- Maintaining composure in dealing with executives, clients, prospects, and staff, in group settings and in situations requiring high performance and results.
- Approximately 60–70% outside sales activities, including client meetings and prospecting.
- Approximately 30–40% dedicated to coaching, leadership, reporting, planning, and administrative responsibilities.
- Handling and being exposed to sensitive and confidential information.
- Required ability to handle multiple tasks concurrently.
- Regular use of vehicle required in the performance of duties.
- Regular talking and hearing, close vision, distance vision, and ability to adjust focus.
- Outside sales position with approximately 80% field-based activities.
- Frequent local and regional/national travel to client sites for presentations, meetings, and visits.
- Frequent lifting and/or moving of presentation materials up to 20 pounds.
Pay: $110,000.00 - $125,000.00 per year
Benefits:
- 401(k)
- Dental insurance
- Health insurance
- Paid time off
- Vision insurance
Work Location: In person
