Senior Business Development Manager

About FACSAt FACS, our mission is to make environments safer and healthier for the people who live and work in them. As one of the nation's leading environmental health consulting firms, we help organizations protect their people, assets, and communities. We are built on purpose, partnership, and performance—delivering measurable impact with every client engagement.Our ValuesWe Live Our Mission Through Three Core ValuesPeople First: Support our team and clients, promote professional growth, and value collaboration.Integrity of the Science: Deliver accurate, reliable results through objective, evidence-based practices.Client Relationships for Life: Build long-term partnerships and help clients address environmental health challenges.About FACS & YouAt FACS, your work contributes directly to safer, healthier communities. Ranked "Best Places to Work" for five consecutive years, we invest in your success through training, mentorship, and support for professional certifications—so you can grow, thrive, and build a career with lasting impact.Curious to see what we do?FACS Experts – Meet our team and see who you’ll be working with. Why Join UsImpact: Contribute meaningful work that empowers teams and drives results across the organization.Culture: Thrive in a collaborative, entrepreneurial, and mission-driven environment where your work matters.Growth: Innovate, develop your skills, and help shape the future of how we operate and deliver on our mission.Visibility: Partner directly with leadership and cross-functional teams to make a real difference.Role OverviewThe Senior Business Development Manager is a client-facing commercial role responsible for proactive, consultative, sector-focused growth. This role develops decision-maker relationships, expands strategic and existing accounts, coordinates FACS practice expertise, and advances qualified opportunities from discovery through proposal strategy and closure.The role requires more than lead follow-up or local relationship maintenance. Success depends on sector fluency, executive access, disciplined pipeline management, value-based positioning, margin awareness, and the ability to orchestrate Local Directors, Practice Leads, Marketing, and technical subject matter experts around high-quality growth opportunities.This role requires travel 50–60% of the time for client meetings, conferences, office collaboration, and market development activity.Key ResponsibilitiesProactive Sector-Focused Business DevelopmentDevelop and execute business development plans for assigned sectors, geographies, accounts, and practice-aligned growth priorities; maintain a visible presence through client meetings, association participation, and conferences.Build relationships with decision makers and influencers in priority sectors — education, healthcare, property management, multi-family housing, construction, manufacturing, hospitality, and other approved targets — by identifying buyer pressures, decision dynamics, risk triggers, and regulatory drivers.Create new opportunities through proactive outreach, referral development, conference follow-up, and account expansion.Consultative Client Engagement & Opportunity OwnershipConduct consultative discovery to understand client business drivers, technical needs, timing, decision process, budget, risks, and desired outcomes; position FACS capabilities in a value-based manner that translates technical credibility into practical business solutions.Own qualified opportunities through scope alignment, proposal strategy, internal coordination, client follow-up, negotiation support, and closure; coordinate with Local Directors, Practice Leads, project managers, and SMEs to ensure opportunities are technically credible, operationally feasible, and commercially attractive.Protect pricing and margin discipline by pursuing work that aligns with FACS capabilities, capacity, strategic fit, and profitability expectations.Existing Account Expansion & Key Account ParticipationExpand existing client relationships by identifying cross-sell opportunities, adjacent needs, recurring work, geographic expansion, and additional decision makers; balance new-client development with disciplined expansion of accounts that already trust FACS.Participate in key account planning when assigned by leadership, supporting relationship mapping, executive engagement, service expansion, and quarterly account reviews in coordination with Key Account Managers, Executive Sponsors, Local Directors, and Practice Leads.Public Procurement & Strategic Pursuit SupportPursue public procurement opportunities where relationship development, positioning, sector insight, or solution design materially improves FACS' competitiveness; partner with the Inside Business Development Representative to evaluate RFIs, RFQs, RFPs, and bids for fit, competitiveness, and go/no-go decisions.Lead or support pursuit strategy for qualified opportunities, including client intelligence, differentiators, win themes, scope input, and pricing considerations; avoid low-fit procurement volume that consumes resources without realistic probability of win or acceptable margin.Practice, Local Director & Marketing CoordinationPartner with Practice Leads and SMEs to build credible client conversations, solution strategies, training content, and differentiated positioning; work with Local Directors to protect client continuity and create disciplined commercial handoffs.Coordinate with Marketing on campaign follow-up, conference strategy, thought leadership, and market messaging; use common lead routing and attribution rules to reduce duplication, credit disputes, and delayed client response.CRM, Forecasting & Commercial DisciplineMaintain accurate CRM records for accounts, contacts, opportunities, source, source, sector, practice, stage, probability, next steps, expected close dates, and delivery capacity; manage pipeline quality, proposal follow-up, aged opportunities, and forecast accuracy in accordance with Business Development leadership expectations.Use CRM as a commercial management and forecasting tool — not merely a recordkeeping requirement — and participate in regular pipeline reviews, account reviews, pursuit planning, and performance discussions.Competitive Intelligence & Market FeedbackShare field-level competitor observations from client conversations, proposal debriefs, trade events, and win/loss activity; contribute to competitor profiles maintained by the Inside Business Development Representative.Use competitor insight to improve positioning, qualification, pricing discipline, and pursuit strategy; identify where FACS should compete aggressively, selectively, or not at all based on service fit, client value, margin potential, and competitive dynamics.Measures of SuccessMaterial revenue growth from BDM-originated opportunities, existing account expansion, and strategic pursuits at acceptable margins; consistent creation and advancement of qualified opportunities in priority sectors and accounts.Strong decision-maker access, disciplined CRM usage, effective collaboration with Local Directors, Practice Leads, Marketing, and technical staff, and improved win rates, cross-sell activity, and competitive positioning.Demonstrated ability to operate as an autonomous, sector-fluent commercial professional rather than a reactive lead recipient.Required7+ years of B2B business development, consultative sales, account development, client management, or related commercial experience with measurable revenue accountability.Demonstrated ability to build relationships with senior decision makers and develop opportunities through a complex, consultative sales process.Proven success originating, advancing, and closing opportunities in professional services, technical services, environmental services, engineering, construction, EHS, industrial hygiene, or similar markets.Strong business acumen, discovery skills, executive presence, written and verbal communication, and ability to translate technical capability into business value.Experience managing pipeline, forecast, account notes, activities, and opportunity stages in a CRM platform such as Salesforce.Ability to coordinate internal contributors, including operations leaders, technical SMEs, Marketing, proposal resources, and executive sponsors.Willingness and ability to travel 50–60% of the time for client meetings, conferences, and market development.PreferredExperience selling environmental consulting, industrial hygiene, EHS, hazardous building materials, indoor air quality, mold and moisture, water quality, exposure assessment and control, safety, or related technical services.Established relationships or sector knowledge in education, healthcare, property management, construction, multi-family housing, manufacturing, hospitality, public-sector, or other FACS priority markets.Experience with key account planning, public procurement pursuits, RFQ/RFP strategy, conference-based business development, or multi-office client coordination.Bachelor’s degree in Business, Environmental Science, Engineering, Occupational Health and Safety, Communications, or a related field.