Job Summary
The Business Development Manager is the operational engine of the Bay Area business development function. This role ensures the Director of Business Development can focus on high-impact relationship development, opportunity shaping, and closing by owning CRM governance, pipeline discipline, event strategy/execution, and follow-up systems.
The BD Manager drives pipeline activation and conversion velocity by ensuring opportunities are accurately staged, next actions are clear, relationship maps are current, and market engagement (events, associations, targeted outreach) produces measurable meetings and qualified opportunities. Marketing supports pursuit execution once opportunities are “in the door”; the BD Manager ensures the front-end machine is running cleanly and predictably.
LOCATION
San Mateo office with travel required within San Francisco Bay Area (SF / Peninsula / South Bay / East Bay)
WORK MODEL
Client- and market-facing; frequent in-market presence at client offices, events, and jobsites; evenings/weekends as required
CORE OUTCOMES
- CRM is accurate, current, and trusted as the single source of truth for pipeline and forecast
- Events and market activity produce measurable meetings and qualified leads, not just attendance
- Pipeline has clear stages, owners, and next actions; minimal “dead leads”
- Director’s time is protected for executive relationships and high-probability pursuits
- Monthly/quarterly pipeline reporting is leadership-ready and insight-driven
- Follow-up systems are consistent, fast, and conversion-oriented
Key Responsibilities
- CRM Ownership & Pipeline Governance (Primary)
- Own CRM hygiene and adoption for the region: required fields, stage definitions, probability logic, and data integrity.
- Maintain pipeline accuracy: close dates, values, probabilities, sector tags, competitors, key stakeholders, and next steps.
- Lead weekly pipeline reviews with the BD Director; ensure every priority opportunity has a defined plan and next action.
- Build dashboards and reporting views that Regional Leadership and the National BD team can rely on.
- Event Strategy, Planning & Conversion (Primary)
- Own the Bay Area BD events calendar and “activation plan” aligned to target accounts and priority sectors.
- Build strategic guest lists (owners, developers, owner’s reps, brokers, A/E influencers) with the BD Director and sector leaders.
- Manage event execution (in coordination with Marketing): invitations, RSVPs, attendance, and post-event conversion tracking.
- Run a structured post-event follow-up system: meetings booked, introductions completed, next steps captured in CRM.
- Lead Intake, Qualification & Opportunity Activation
- Serve as first-line intake for inbound/outbound leads: validate fit, timing, budget, delivery method, decision makers, and competitive landscape.
- Prepare “Opportunity Briefs” for the BD Director and sector leaders so senior time is spent only on qualified targets.
- Maintain relationship maps and influence webs (owner/rep/broker/A/E/trade) for top accounts and pursuits.
- Track market intel: development pipeline signals, broker chatter, public approvals, tenant movements, and competitive positioning.
- Pursuit Readiness Enablement (Pre-Pursuit)
- (Marketing manages pursuit production once in the door; this role ensures readiness and alignment prior to launch.)
- Coordinate internal readiness: discovery notes, client priorities, relationship history, and differentiators captured before pursuit kickoff.
- Support Go/No-Go workflows by ensuring complete inputs, risk flags, and fit assessments are documented.
- Ensure clean handoff to Marketing and Preconstruction once pursuit is launched.
- Operating Rhythm & Reporting
- Produce monthly and quarterly BD reports: pipeline health, conversions, win/loss notes, event ROI, and market insights.
- Track pursuit efficiency and conversion ratios (lead → qualified → pursuit → win) and recommend adjustments.
- Maintain a reliable follow-up cadence: meeting recaps, action items, and internal accountability.
- Team Enablement & Coordination
- Coordinate closely with Market Sector Leaders, Preconstruction, and Operations to keep BD activity aligned to capacity and margin goals.
- Support PX transition needs by maintaining clean “relationship history” and commitments tracking for awarded work.
PERFORMANCE METRICS (Manager-Level)
CRM & Discipline
- CRM accuracy score (stage correctness, next actions, completeness) consistently high
- “No next action” opportunities minimized (near-zero for top opportunities)
- Forecast accuracy within defined tolerance
Events & Activation
- Meetings booked from events within 14 days
- Target-account attendance rate and conversion rate (attendance → meeting → qualified lead)
- Event ROI tracked (cost per qualified meeting / lead)
- Pipeline Velocity
- Reduced time from lead → qualified opportunity
- Increased % of opportunities shaped pre-RFP
- Increased conversion rate from qualified → pursuit launched
Reporting & Reliability
- Monthly/quarterly reporting delivered on time and leadership-ready
- Follow-up SLA compliance (e.g., 48 hours for key meetings/events)
Qualifications
- 6–10+ years of business development, marketing, pursuit coordination, or related commercial construction experience (GC experience strongly preferred)
- Demonstrated ability to run CRM governance, reporting, and pipeline discipline in a high-velocity environment
- Strong event planning and client engagement experience with measurable conversion outcomes
- Strong writing, organization, and follow-through; able to manage multiple deadlines and stakeholders
- Proficiency with CRM systems and common BD/reporting tools (Salesforce, Dynamics, HubSpot, etc. depending on company standard)
- Bachelor’s degree preferred or equivalent experience
- Ability to work nontraditional hours (evenings/weekends) as needed to support business goals
ROLE BOUNDARIES / CLARITY
- PX owns the account once signed. This role supports transition and documentation but does not manage the post-award client relationship.
- Marketing owns pursuit production once an opportunity is in the door; BD Manager ensures pre-pursuit readiness, inputs, and clean handoff.
- BD Manager protects Director time by owning the operating system: CRM, events, follow-up, and reporting.
PHYSICAL DEMANDS
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this position, the employee is frequently required to sit, communicate, reach and manipulate objects, tools or controls. The position requires mobility. Duties involve moving materials weighing up to 10 pounds on a regular basis and up to 25 pounds on an occasional basis. Manual dexterity and coordination are required over 50% of the work period while operating equipment such as computer keyboard, mouse, calculator and similar machines.
WORK ENVIRONMENT
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
BNB believes in collaboration, team building, and a strong supervisor/employee relationship. To accomplish this, the duties of this role are not performed in a remote capacity, and we expect that all employees will complete work in an office/job site setting.
This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.
Note: BNBuilders retains the discretion to add to or change the duties of this position at any time.
