Business Development Manager
Location: Charlotte, NC Area (including surrounding markets), Remote, Field-Based
Travel: Frequent regional travel; some overnight travel as needed
Position Summary
The Business Development Manager (BDM) is responsible for new business acquisition, owning the full-cycle sales process from prospecting through close. This role focuses on bringing in new enterprise partnerships, particularly across multi-site organizations and large healthcare systems within the greater Charlotte region and surrounding markets.
Success requires strong consultative, solutions-based selling experience, the ability to navigate multi-stakeholder environments, and a proven track record of consistent quota attainment—ideally closing six-figure annual contracts or operational programs.
The BDM will partner closely with the Director of Business Development but will be individually accountable for building pipeline, driving new revenue, and introducing the organization’s solutions to new customers across the territory.
Key Responsibilities
- Own all aspects of net-new business development, including prospecting, outreach, discovery, and closing new regional accounts.
- Lead multi-stakeholder, six-figure consultative sales cycles, often involving executives, facilities leaders, engineering teams, and operational risk or compliance stakeholders.
- Conduct onsite and virtual discovery meetings; deliver tailored proposals and ROI analyses to enterprise prospects.
- Identify and prioritize high-potential accounts across healthcare, hospitality, education, manufacturing, and other multi-facility sectors throughout the Carolinas and adjacent markets.
- Develop and execute territory plans that support long-term regional growth.
- Clearly communicate the organization’s unique value proposition to both technical and non-technical audiences.
- Maintain rigorous CRM hygiene, accurate forecasting, and thorough documentation of sales activities.
- Collaborate with internal technical and delivery teams to ensure alignment throughout the sales cycle.
- Provide insights to leadership on market trends, competitive dynamics, and evolving customer needs in the region.
Knowledge, Skills & Abilities
- Demonstrated success in consultative, solutions-based selling with multi-stakeholder decision processes.
- Proven consistent quota attainment, ideally selling six-figure annual or multi-site operational programs.
- Experience selling into large healthcare systems or similarly complex enterprise environments preferred.
- Strong relationship-building skills across executive, operations, engineering, compliance, and support stakeholders.
- Excellent communication, presentation, and facilitation skills.
- Ability to calculate and articulate ROI and business cases tied to operational improvement or risk reduction.
- Highly self-motivated with strong territory ownership, time management, and organizational skills.
- Comfortable operating in a dynamic, fast-paced environment.
- Proficiency with MS Office and CRM tools (HubSpot preferred).
- Familiarity with building systems, engineering operations, or environmental health programs is a plus (not required).
Education & Experience
- Bachelor’s degree preferred (field open).
- 5-10+ years of professional sales or business development experience in complex, multi-stakeholder environments.
- Demonstrated experience closing net-new enterprise accounts and breaking into new multi-site organizations is a strong advantage.
Work Environment & Travel
- Frequent travel throughout the Charlotte metro area and surrounding regions to meet with prospective clients and attend industry events.
- Regular in-person meetings and presentations with enterprise prospects.
- Occasional overnight travel as business needs require.
- Professional attire expected when meeting with clients.