Merit Roofing & Waterproofing

Business Development Manager – HOA Division

Position: Business Development Manager
Employment Type: Full-Time
Reports To: CEO

Position Overview

We are seeking a motivated, relationship-driven Business Development Manager to lead growth within the HOA and community association management market.

This position is responsible for generating new business opportunities, developing and maintaining relationships with HOA community managers and management companies, increasing Merit Roofing’s presence throughout the HOA industry, and ultimately converting those relationships into roofing and waterproofing opportunities.

As a key member of a growing team reporting directly to the CEO, this individual must be highly organized, personable, proactive, and capable of self-managing their schedule and business development activities. Success in this role requires more than attending events—it requires consistently turning relationships, meetings, and networking activities into qualified opportunities, RFPs, proposals, and awarded projects.

Key Responsibilities

Business Development & Lead Generation

• Generate, qualify, and develop new business opportunities within the HOA and community association industry.
• Build relationships with HOA community managers, regional managers, management executives, board members, consultants, and other industry professionals.
• Identify new HOA communities and management companies that fit Merit Roofing’s target market.
• Maintain a consistent pipeline of qualified roofing, waterproofing, maintenance, and repair opportunities.
• Generate new RFP invitations, roof inspections, maintenance opportunities, and replacement projects.
• Develop strategies for converting new relationships into long-term clients.

HOA Industry Presence & Networking

• Expand Merit Roofing’s presence and reputation within the HOA industry.
• Attend industry trade shows, networking events, educational events, mixers, and after-hours functions.
• Coordinate and attend client lunches, breakfasts, office visits, office drops, meet-and-greets, and other relationship-building activities.
• Develop relationships with key decision-makers within HOA management companies.
• Identify opportunities for sponsorships, educational presentations, board presentations, and industry involvement.
• Represent Merit Roofing professionally at all company and industry events.

Client Relationship Management

• Maintain consistent communication with existing and prospective clients.
• Develop strong, long-term relationships rather than focusing solely on individual projects.
• Follow up promptly on introductions, meetings, inspections, proposals, and outstanding opportunities.
• Maintain regular contact with key accounts and ensure Merit Roofing remains top-of-mind when roofing needs arise.
• Work with clients to understand upcoming budgets, reserve projects, maintenance needs, and capital improvement plans.

Sales & Closing

• Assist in moving qualified opportunities from initial introduction through proposal and contract award.
• Present proposals and scopes of work to clients when appropriate.
• Participate in HOA board meetings, both in person and via Zoom, to present roofing recommendations and answer questions.
• Assist with contract negotiations and closing opportunities.
• Coordinate internally to ensure client questions and proposal revisions are handled quickly.
• Maintain ownership of opportunities throughout the sales process rather than relying solely on the estimating or production teams for follow-up.

Strategic Growth

• Work directly with the CEO to develop and execute Merit Roofing’s HOA growth strategy.
• Identify high-value management companies, communities, and industry relationships to pursue.
• Establish measurable weekly, monthly, quarterly, and annual business-development goals.
• Track which networking activities, lunches, sponsorships, events, and marketing efforts generate actual opportunities and revenue.
• Evaluate return on investment (ROI) for business-development spending and adjust activities accordingly.
• Provide regular updates regarding pipeline activity, new relationships, RFPs, proposals, and awarded work.

CRM & Reporting

• Maintain accurate and current client information within the company CRM.
• Document meetings, calls, lunches, events, follow-ups, opportunities, and important client information.
• Maintain an organized follow-up schedule for prospects and existing accounts.
• Track opportunities from initial lead through proposal and contract award.
• Provide management with regular pipeline and business-development reports.

Internal Collaboration

• Work closely with estimating, operations, project management, and executive leadership.
• Clearly communicate client expectations and project opportunities to the appropriate internal team members.
• Coordinate site walks, inspections, proposal requests, and board presentations.
• Help ensure a smooth transition from business development to estimating and ultimately production once projects are awarded.

Performance Expectations

The Business Development Manager will be expected to demonstrate measurable results. Performance will be evaluated based on factors including:

• New qualified opportunities generated
• RFPs and bid invitations received
• New HOA/community management relationships established
• Proposal opportunities generated
• Sales and awarded contract value
• Client retention and relationship development
• Follow-up consistency
• CRM accuracy and pipeline management
• Attendance and effectiveness at industry events
• ROI generated from company-funded lunches, events, sponsorships, and marketing activities

Preferred Qualifications

• 2+ years of business development, sales, or account-management experience within the HOA/community association industry preferred.
• Existing relationships with HOA community managers or management companies are highly desirable.
• Roofing, construction, restoration, waterproofing, or related industry experience is a plus.
• Strong understanding of relationship-based sales and long sales cycles.
• Proven ability to generate leads and develop new accounts.
• Strong sales, presentation, and negotiation skills.
• Excellent verbal and written communication skills.
• Comfortable presenting to HOA boards and management teams in person and through Zoom.
• Familiarity with CRM software and pipeline management.
• Strong organizational and time-management skills.
• Comfortable attending occasional evening networking events and HOA board meetings.
• Professional appearance and ability to represent Merit Roofing appropriately in client-facing environments.

Ideal Candidate

The ideal candidate is self-motivated and able to self-manage without requiring constant direction. They understand that business development is ultimately measured by results and are comfortable being accountable for their pipeline and performance.

This person should be outgoing and approachable while also being organized, persistent, and disciplined with follow-up. They should enjoy building genuine relationships but also understand how to turn those relationships into measurable business opportunities.

The right candidate will be comfortable working in a growing company where they have significant responsibility and the opportunity to directly influence the expansion