Territory Development Manager Jobs in Virginia (NOW HIRING)

Position Summary
 
The Business Development Manager (BDM) is responsible for driving new business growth within the vegetation management sector, with a primary focus on strategic account acquisition across Investor-Owned Utilities (IOUs), Electric Cooperatives, Municipal Utilities, Departments of Transportation (DOT), Rail, Engineering, Procurement & Construction (EPC) firms, and Oil & Gas Pipeline companies.
This role requires a proactive, results-driven individual with a strong hunter mentality, capable of building lasting relationships and positioning comprehensive vegetation management solutions that align with customer operational, regulatory, and reliability goals. The BDM will play a key role in expanding market presence, securing new business, and supporting long-term revenue growth.
 
Key Responsibilities
Essential Functions
Sales & Business Development

• Identify, target, and secure new clients across IOUs, Co-ops, Municipalities, DOT, Rail, EPC, and Pipeline sectors
• Develop and execute strategic territory and account plans to achieve revenue growth targets
• Build and maintain a strong pipeline of qualified opportunities
• Lead the full sales cycle from prospecting through contract award

Client Engagement & Relationship Management

• Establish and cultivate relationships with key decision-makers, including executives, procurement leaders, and operations managers
• Act as a trusted advisor by understanding customer needs, regulatory drivers, and operational challenges
• Strengthen relationships with existing clients while proactively pursuing new opportunities

Solution Selling & Proposal Development

• Promote full-service vegetation management offerings, including:
  • Utility line clearance
  • Right-of-way (ROW) maintenance
  • Herbicide and integrated vegetation management (IVM) programs
  • Emergency storm response
  • Environmental and compliance services
• Collaborate with operations and estimating teams to develop tailored, competitive proposals
• Manage RFP/RFQ processes, bid strategy, and proposal development

Sales Operations & Reporting

• Maintain accurate and up-to-date opportunity tracking in CRM systems (e.g., Salesforce)
• Conduct needs assessments to align services with customer requirements
• Provide regular updates during weekly sales meetings
• Track and report on sales performance, pipeline activity, and revenue forecasts

Trade Shows & Networking

• Represent the company at industry events, trade shows, and pre-bid meetings
• Build brand awareness and develop strategic partnerships
• Gather market insights to strengthen competitive positioning

Market Intelligence & Internal Collaboration

• Monitor industry trends, regulatory changes, and competitive landscape
• Identify emerging opportunities within targeted verticals and geographies
• Partner with operations, safety, and finance teams to ensure alignment on project execution and profitability
• Support contract negotiations and ensure a smooth handoff to operations upon project award
• Duties may or may not be subject to change

 
Qualifications
Education and Experience

• High School Diploma or equivalent required
• 5–7 years of proven success in business development, sales, or account management within vegetation management or a related industry

Skills and Competencies

• Strong communication and interpersonal skills, with the ability to connect with a diverse range of stakeholders
• Detail-oriented with excellent organizational skills for managing sales data and CRM records (e.g., Salesforce)
• In-depth knowledge of vegetation management practices, industry regulations, and customer sectors, including IOUs, Co-ops, Municipalities, DOT, Rail, EPC firms, and Oil & Gas Pipeline companies
• Demonstrated ability to meet or exceed sales targets and drive revenue growth
• Proficiency in Microsoft Office Suite, Salesforce, and other relevant business tools
• Adaptable and resilient, with the ability to thrive in a fast-paced, evolving environment
• Meet all physical requirements of the position.
• Pass all drug and alcohol screens as required by Company policy and, if applicable, required by DOT regulations.
• 18 years of age or older, or 21 if CDL is required.
• Legally authorized to work in the United States.

This role is primarily office-based; however, it requires approximately 75% travel.
 
This job description is not intended to provide an exhaustive list of activities, duties, or responsibilities required for this position. The Townsend Company and its family of companies reserve the right to modify job responsibilities, duties, or schedules as needed to meet business or operational requirements. Accommodation requests will be made as necessary to support individuals with disabilities.
 
Additionally, this position is subject to pre-employment screening, which may include drug testing and a background check.
 

Equal Opportunity Employer Statement
The Townsend Company and its family of companies are equal opportunity employers. We are committed to fostering an inclusive workplace where all employees and applicants are treated with fairness, dignity, and respect. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, genetic identity, national origin, disability, protected veteran status, or any other characteristic protected by applicable law.