Senior Business Development Insurance Jobs in Reston, VA

Senior Business Development Manager, Stormwater Maintenance
Position Summary
The Senior Business Development Manager, Stormwater Maintenance is responsible for developing profitable new business for Division 4's post-construction stormwater inspection, maintenance, and repair services. This role focuses on building strategic relationships with national big-box retailers, commercial property managers, and owners of large property portfolios, converting those relationships into qualified opportunities, recurring service agreements, portfolio contracts, and related repair work.
The Senior Business Development Manager owns the sales process from prospecting and qualification through proposal follow-up, negotiation, and award. The position works closely with estimating and division leadership to ensure opportunities are properly scoped, competitively priced, operationally feasible, and aligned with Muller's approved service footprint and delivery capacity.
Key Responsibilities
Business Development & Account Growth
Develop profitable new business opportunities for Division 4's stormwater inspection, maintenance, and repair services.
Build and maintain strong relationships with national big-box retailers, commercial property managers, property owners, and organizations managing large property portfolios.
Identify key decision-makers and influencers within target accounts and develop strategies to establish relationships and secure meetings.
Create account plans that translate relationships into qualified sales opportunities and long-term customer partnerships.
Pursue recurring maintenance agreements, portfolio-wide contracts, inspection programs, and related repair opportunities within Muller's approved service footprint and delivery capacity.
Identify opportunities for account expansion, renewals, and additional services while maintaining a long-term customer relationship strategy.
Sales Process & Opportunity Management
Lead the sales process from prospecting and initial qualification through proposal follow-up, negotiation, and contract award.
Develop a clear understanding of each prospect's property portfolio, service requirements, buying process, procurement requirements, budget considerations, and timelines.
Gather and organize site lists, property information, service requirements, purchasing requirements, and competitive intelligence to support accurate estimating and proposal development.
Coordinate technical scope, pricing, and proposal requirements with the estimating team and Division Director.
Protect company margins by ensuring pricing, scope, service coverage, and commercial commitments are reviewed and approved internally before being presented to clients.
Maintain consistent follow-up and momentum throughout the sales cycle to maximize conversion of qualified opportunities into awarded work.
CRM, Pipeline & Forecasting
Maintain accurate and timely records in Salesforce, including contacts, accounts, opportunities, estimated values, stages, next actions, close dates, and forecasts.
Provide clear and reliable pipeline forecasts and communicate changes in opportunity status.
Report pipeline progress, wins, obstacles, competitive developments, and support needed to Chaz and division leadership.
Use CRM and pipeline data to prioritize activities, identify gaps, and drive consistent business development performance.
Internal Coordination & Client Handoff
Coordinate a clear and complete handoff from sales to estimating and operations once an opportunity advances toward execution.
Ensure internal teams have the information necessary to understand client expectations, property requirements, scope considerations, commercial terms, and commitments.
Support client relationships, renewals, and account expansion following award without assuming project-management responsibilities.
Maintain appropriate communication with clients while ensuring project execution remains with the designated estimating, operations, and project-management teams.
Industry & Market Engagement
Attend client meetings, property portfolio reviews, and selected industry events to build relationships and generate new business.
Monitor market conditions, customer needs, competitor activity, and emerging opportunities within the stormwater maintenance industry.
Represent Muller professionally and strengthen the company's reputation as a reliable provider of post-construction stormwater inspection, maintenance, and repair services.
Performance Expectations
Success in this role will be measured by the ability to:
Generate profitable new business and qualified pipeline for Division 4.
Develop strategic relationships with high-value commercial and national accounts.
Convert relationships and opportunities into recurring maintenance agreements, portfolio contracts, and repair work.
Maintain a healthy, accurate, and well-managed Salesforce pipeline.
Protect company margins and ensure commitments align with approved scope, pricing, capacity, and service coverage.
Provide effective coordination between clients, estimating, and operations.
Grow existing accounts through renewals, expansion, and additional service opportunities.
Consistently communicate pipeline performance, challenges, opportunities, and support requirements to division leadership.
Role Boundaries
The Senior Business Development Manager is accountable for generating and developing business, managing the sales process, and maintaining strategic client relationships. The role does not assume responsibility for project management or operational execution. Commitments involving pricing, scope, service coverage, schedule, or delivery capacity must be reviewed and approved internally before being made to a client.
Core Competencies
Strategic business development
Enterprise and key-account sales
Relationship building and consultative selling
Pipeline development and forecasting
Negotiation and commercial judgment
Account planning
Customer relationship management
Strong communication and presentation skills
Cross-functional collaboration
Financial and margin awareness
Ability to navigate complex procurement and decision-making processes
Self-directed, results-oriented approach