Job Summary:
The Business Development Manager will be responsible for growing revenue, profitability, and relationships with key strategic DOT accounts West of the Mississippi, and the development/ implementation of strategic business plans for these key DOT accounts. The Business Development Manager will work closely with the sales organization and coordinate all other FORTA assets needed to build long-term, profitable relationships.
Essential Duties and Responsibilities: Sales Execution & Business Development
· Establish senior level relationships with targeted strategic DOT accounts to leverage implemental sales growth by promoting FORTA-FI and Surface-EXT products.
· Develop/ implement strategic account plans with the goal of increased revenue, profitability, and long-term FORTA relationships for assigning strategic DOT accounts.
· Identify all required sales tools and resources needed to positively impact customer satisfaction.
· Focus on securing new state DOT approvals West of the Mississippi for FORTA and keeping all existing approvals current and well organized in the database.
· Coordinate strategic DOT account activity with FORTA, utilizing FORTA resources and departments needed to secure the strategic account.
· Communicate and coordinate strategic DOT activity with Distributors and Reps.
· Quarterback any DOT projects West of the Mississippi involving key strategic accounts, including pursuit strategies, road trials, bid proposals, presentations, etc.
· Assist Distributors and Reps in their efforts to target and bid DOT specified projects.
· Provide quarterly forecasts, by state DOT, to superior.
· Analyze FORTA’s competition within the marketplace and competitive movements at strategic DOT accounts. Working with FORTA resources, identify cost effective, high value opportunities.
· Presentations to executives and sales management team on planning development, progress, and success.
· Establish an effective revenue tracking procedure in Salesforce for each targeted strategic DOT account.
· Work closely with the Engineering and Marketing teams to develop project-specific submittals and technical support materials.
Must be able to work extended hours when required.
Market Intelligence & Strategic Targeting
· Maintain expert-level knowledge of trends within DOTs, construction cycles, and asphalt applications.
· Build a robust pipeline of active and future opportunities through proactive networking, event attendance, lead generation, and CRM follow-up.
·Strategically map accounts, identify influencers and champions, and develop long-term penetration plans.
Cross-Functional Collaboration
· Collaborate with Engineering, Customer Support, and Leadership teams to align customer expectations with operational capacity.
· Serve as the voice of the customer in internal strategy discussions, providing insights into barriers, opportunities, and competitive activity.
Reporting & Forecasting
· Maintain accurate records of opportunities, activities, and forecasts in the company CRM.
·Regularly report on sales performance, pipeline development, and key wins or losses.
Skills and Abilities Preferred:
· High-energy, results-driven individual with a strong internal drive and entrepreneurial spirit.
· Exceptional ability to open doors, navigate complex DOT environments, and close technical sales.
· Strong verbal and written communication skills, with the ability to build rapport and credibility at all organizational levels.
· Ability to read and interpret DOT specifications and blueprints is preferred.
· Existing network within state DOT’s construction ecosystem is a strong plus.
Education and Experience
· Bachelor’s degree in engineering, Construction Management, Business, or a related field required.
· Minimum of 5 years of successful technical sales experience, preferably in asphalt, construction, or infrastructure.
· Proven track record of managing a complex sales cycle and exceeding revenue targets.
· Familiarity with CRM systems (Salesforce.com preferred) and digital prospecting tools
· Knowledge of asphalt, civil engineering, or construction materials is required.
Pay: $100,000.00 - $130,000.00 per year
Benefits:
- 401(k)
- Cell phone reimbursement
- Dental insurance
- Health insurance
- Life insurance
- Paid time off
- Vision insurance
Application Question(s):
- Do you have knowledge of asphalt, civil engineering, or construction materials?
Education:
Experience:
- Government Sales: 2 years (Required)
Work Location: Remote
