Business Development Manager

JOB SUMMARY:

The Business Development Manager serves as the primary steward of the commitments we make to customers (“Promises”), on behalf of the Engineered Structures division of Race Rock. This role is responsible for identifying opportunities, understanding customer needs, qualifying potential commitments, and helping the organization determine which Promises it should make. The Business Development Manager is not measured solely by orders won, but by the quality, strategic fit, profitability, and fulfillability of the Promises that enter the business.

Our Business System

Our path towards rapid but sustainable growth is built on a simple belief: we create trust and opportunity by making and keeping Promises. The Business Development Manager occupies the critical front end of that process. Every promise begins with a customer expectation, and this role helps transform customer expectations into commitments the organization can confidently fulfill.

Primary Responsibilities:

• Develop relationships with utilities, EPC contractors, transportation agencies, consultants, and strategic customers.

• Understand customer objectives, risks, schedules, and decision drivers.

• Identify and develop opportunities within target markets.

• Facilitate opportunity qualification before commitments are made.

• Coordinate with estimating, engineering, operations, project management, finance, legal, and executive leadership.

• Support proposal strategy and commercial positioning.

• Maintain an accurate opportunity pipeline and forecast.

• Provide market intelligence and customer insights.

Promise Qualification Responsibilities

Before a promise is made, the Business Development Manager leads the evaluation process:

Strategic Fit Does the opportunity align with company objectives?

Customer Fit Is this a customer relationship worth strengthening?

Capacity Alignment Can each commitment realistically be met with available

engineering, manufacturing, project management, and external resources exist to support success?

Commercial Risk Contract terms, penalties, and assumptions acceptable?

Capacity Alignment Does the opportunity create value for both customer and company?

Success Measures

• Revenue growth.

• Backlog growth.

• Quality of opportunities entering the business.

• Forecast accuracy.

• Strategic customer penetration.

• Win rate on targeted pursuits.

• Customer retention and repeat business.

• Promise health performance of awarded projects.

Minimum Requirements:

• Bachelor’s degree in Business Administration or a related field, or equivalent combination of education and experience.
• 5 + years of experience in business development, account management, sales, project management, structural steel, utility, transportation or infrastructure industries.
• Demonstrated success developing relationships with utilities, EPC contractors, DOT agencies, or other infrastructure owners.
• Experience leading opportunity qualification, proposal strategy, and commercial negotiations.
• Working knowledge of design-build, EPC, bid-build, and negotiated project delivery methods.
• Ability to interpret technical and commercial information to evaluate project opportunities.

Key Relationships

Internal: Estimating, Engineering, Project Management, Operations, Procurement, Finance, Human Resources, Executive Leadership.

External: Utilities, EPC contractors, DOT agencies, engineering firms, consultants, developers, and strategic partners.

Competencies

• Strategic Thinking

• Commercial Judgment

• Relationship Building

• Opportunity Qualification

• Risk Assessment

• Communication

• Negotiation

• Executive Presence

• Cross-Functional Leadership

• Forecasting and Planning

30-60-90 Day Expectations

First 30 Days: Learn customers, markets, active pursuits, backlog, and business principles.

First 60 Days: Build customer engagement plans, participate in qualification reviews, and establish forecasting discipline.

First 90 Days: Independently manage strategic opportunities, contribute to qualification decisions, and provide actionable market intelligence.

Mindset

The Business Development Manager understands that not every opportunity deserves a promise. The role exists to ensure the organization makes commitments it can confidently fulfill. Success is measured not merely by winning work, but by helping Engineered Structures keep every yes so that opportunity never ends.

EEO: Race Rock is an equal opportunity employer and is committed to maintaining a workplace free from unlawful discrimination and harassment. Employment decisions are based on merit, qualifications, and business needs.

The Company does not discriminate against applicants or employees on the basis of race, color, religion, sex (including pregnancy, childbirth, and related medical conditions), national origin, age, disability, genetic information, veteran status, or any other characteristic protected by applicable federal, state, or local law. Reasonable accommodations will be provided for qualified individuals with disabilities and for sincerely held religious beliefs, as required by law..