Business Development Manager at Lighting… · Harmans

About Lighting Maintenance Inc.

Lighting Maintenance Inc. (LMI) is a specialty commercial electrical and lighting contractor with more than three decades of experience serving Maryland, Washington, D.C., and Virginia. Our teams deliver commercial lighting service and maintenance, sports lighting, roadway lighting and traffic signals, electrical construction, underground and directional drilling, foundations, pole setting, and specialized electrical services. We support commercial property owners, facilities teams, contractors, institutions, municipalities, and public agencies. As we grow, we are strengthening relationships, connecting customers to the right service teams, and building a disciplined pipeline that creates durable business.

Position Summary

The Business Development Manager owns the development of new commercial relationships, reactivation of prior customers, strategic account growth, and a qualified opportunity pipeline across LMI services and markets. This role is accountable for more than introductions: it qualifies customer needs, advances opportunities with Estimating and Operations, follows proposals through decision, and converts relationships into recurring and multi-location business.

Business Development & Revenue Growth

• Build and execute targeted account and territory plans to create qualified opportunities and profitable growth.
• Prospect property managers, facilities leaders, commercial owners, general and electrical contractors, municipalities, and institutional customers.
• Reactivate former customers, deepen existing relationships, and identify cross-selling opportunities across service lines.
• Use outreach, referrals, networking, customer visits, events, and campaigns to reach decision-makers and maintain a steady pipeline.

Account and Relationship Management

• Understand customer facilities, operational pain points, service needs, budgets, and upcoming projects.
• Develop long-term, multi-property relationships; follow up consistently before and after work is completed.
• Coordinate with Operations so customer promises align with capacity, scope, and delivery requirements.

Opportunity Qualification and Handoff

• Qualify scope, geography, revenue opportunity, customer need, operational fit, and probability of winning.
• Coordinate site visits, surveys, estimating requests, and handoffs to Service, Construction, Infrastructure, and Operations.
• Maintain ownership of follow-up through proposal decision; record outcomes and reasons for won, lost, delayed, or cancelled work.

CRM, Pipeline Management & Reporting

• Maintain complete contact, account, opportunity, value, lead source, stage, next action, expected decision date, and outcome information in the designated CRM.
• Ensure every qualified opportunity has an owner, documented next step, and timely follow-up.
• Provide regular pipeline reports, flag stalled deals, and analyze conversion performance and pipeline quality.

Marketing and Internal Partnership

• Work with Marketing on target industries, reactivation campaigns, customer insights, customer success stories, and lead follow-through.
• Coordinate with Estimating and operating leaders to shape viable solutions and improve handoff quality.
• Track which campaigns and channels generate meetings, proposals, wins, and repeat revenue.

Priority Customer Segments

Property and asset management; retail and multifamily portfolios; hospitality; automotive dealership groups; industrial and distribution properties; healthcare and senior living; educational, religious and institutional campuses; sports facilities; municipal and government customers; contractors; and specialty electrical/infrastructure buyers.

Minimum Qualifications

• At least five years of business development, outside sales, account management, or comparable B2B experience.
• Demonstrated success prospecting, generating new business, managing opportunities, and closing or expanding commercial accounts.
• Practical experience with CRM/pipeline discipline, customer presentations, and persistent follow-up.
• Strong communication, relationship-building, independent organization, and cross-functional coordination skills.
• Valid driver’s license and ability to travel within LMI’s territory.

Preferred Qualifications

• Electrical contracting, commercial construction, facility services, lighting, energy services, property management, or related industry experience.
• Existing commercial real estate, facilities, contracting, or government relationships.
• Experience selling recurring or multi-location services and coordinating estimates, proposals, and operational handoffs.

Measures of Success

Qualified opportunities generated; new and reactivated customers; meetings and site surveys; pipeline value and quality; proposals/quoted value; new business won; revenue from new and reactivated accounts; account expansion; lead-to-customer conversion; CRM completeness and timely follow-up; recurring and multi-location relationships.

Work Requirements and Disclaimer

Regular field/customer travel, meetings at client sites, and coordination with teams across LMI service territories are expected. Duties may change with business needs. LMI is an equal opportunity employer. This description does not constitute an employment contract.

Maryland Pay Transparency Disclosure

In accordance with Maryland state law regarding wage range transparency (Maryland Labor and Employment § 3-304.2), Lighting Maintenance Inc. is providing the good-faith compensation range and a general description of benefits and other compensation associated with this position. The disclosed range reflects the compensation LMI reasonably expects to pay at the time of posting.

Pay range: $90,000–$100,000 annually

Individual compensation within the posted range will be based on relevant qualifications, experience, and other job-related factors.