Business Development Representative (Construction)
Location: Central Florida (Orlando-based; travel throughout the region)
Reports To: Chief Revenue Officer
Role Type: Full-Time, Exempt
Primary Focus: Net-New Business Development & Strategic Account Growth
Position Summary
We are seeking a high-performing, relationship-driven Business Development
Representative (BDR) to drive new commercial construction opportunities throughout
Central Florida. This role is responsible for identifying, developing, and securing new
business with owners, developers, general contractors, architects, engineers, and facility
leaders.
The successful candidate will build and manage a robust pipeline of opportunities,
cultivate long-term strategic relationships, and partner closely with preconstruction,
estimating, and operations teams to convert qualified opportunities into awarded projects.
In addition to traditional business development expertise, this individual will embrace
modern sales technologies, data-driven decision-making, and AI-powered business tools
to improve prospecting effectiveness, market intelligence, account planning, customer
engagement, and overall sales productivity.
Key Outcomes (12–18 Months)
New Client Acquisition
• Acquire 8–10 net-new client relationships across target market segments.
• Establish the company as a preferred construction partner within designated
verticals and geographic markets.
The responsibilities outlined above are representative but not all-inclusive. The Company reserves
the right to modify, add, or remove duties as necessary to meet business requirements.
Pipeline Development
• Build and maintain a qualified weighted pipeline valued at $35–40 million to
support annual revenue objectives.
• Develop consistent opportunity flow across all stages of the sales cycle.
Revenue & Profitability
• Achieve assigned annual quota revenue goals while maintaining target profit
margins.
• Improve bid-to-award conversion rates through strategic client engagement and
qualification.
Market Penetration
• Expand market presence within healthcare, education, industrial, hospitality, mixeduse, and other strategic sectors.
• Increase visibility and influence among key project stakeholders and decisionmakers.
Relationship Density
• Create multi-threaded relationships within target accounts and strategic partners.
• Develop executive-level connections that lead to repeat business and long-term
partnerships.
Technology & AI Adoption
• Demonstrate effective use of AI-enabled sales, research, and productivity tools to
improve prospecting efficiency, CRM quality, account penetration, forecasting
accuracy, and pipeline conversion rates.
• Leverage market intelligence, automation, and analytics to identify growth
opportunities and accelerate business development performance.
The responsibilities outlined above are representative but not all-inclusive. The Company reserves
the right to modify, add, or remove duties as necessary to meet business requirements.
Responsibilities
Market Development
• Map and analyze assigned territories to identify target accounts and emerging
opportunities.
• Define Ideal Customer Profiles (ICPs) and develop strategic account plans.
• Maintain competitive intelligence on key projects, bidding activity, market trends,
and owner/developer pipelines.
• Build and execute account-based growth strategies for priority targets.
• Utilize AI-assisted research and market intelligence tools to identify project
opportunities, analyze market conditions, and uncover relationship pathways into
target accounts.
• Monitor construction industry trends and provide actionable insights to leadership.
Demand Generation & Prospecting
• Conduct outbound prospecting through calls, emails, networking events, referrals,
and strategic outreach campaigns.
• Schedule and lead discovery meetings with prospective clients and partners.
• Understand customer needs, project goals, budgets, timelines, procurement
methods, and decision-making processes.
• Qualify opportunities and advance them through the sales process.
• Leverage AI-enabled sales and marketing tools to personalize outreach, improve
prospect targeting, and increase engagement rates.
• Aid in the development of targeted campaigns designed to increase awareness
and create qualified opportunities within strategic verticals.
Opportunity Management
• Coordinate with preconstruction and estimating teams on RFQs, RFPs, proposals,
presentations, and bid submissions.
• Maintain active engagement with stakeholders throughout the project lifecycle.
• Ensure smooth transition of awarded projects to operations teams with clear
documentation and stakeholder alignment.
The responsibilities outlined above are representative but not all-inclusive. The Company reserves
the right to modify, add, or remove duties as necessary to meet business requirements.
Account & Stakeholder Engagement
• Develop and maintain relationships with owners, developers, architects, engineers,
consultants, general contractors, facility leaders, and project influencers.
• Create account plans that include penetration strategies, relationship mapping,
pursuit calendars, and engagement activities.
• Establish credibility as a trusted advisor through industry knowledge,
responsiveness, and consultative selling.
• Identify opportunities for repeat business, strategic partnerships, and cross-selling
of services.
• Represent the company at industry associations, networking events, conferences,
and community functions.
Reporting, Analytics & Systems
• Maintain accurate and timely records within the company CRM platform.
• Provide weekly activity updates, pipeline reports, and forecasting updates.
• Participate in monthly pipeline reviews and quarterly business reviews (QBRs).
• Track key performance metrics including prospecting activity, meetings, proposals,
shortlist rates, conversion rates, and awarded work.
• Leverage CRM analytics, automation, dashboards, and AI-generated insights to
improve forecasting accuracy, identify pipeline risks, and prioritize strategic
opportunities.
Technology, Innovation & Continuous Improvement
• Embrace modern technologies, including AI-powered business applications, to
improve productivity and customer engagement.
• Utilize tools such as Microsoft Copilot, Claude, CRM intelligence platforms, sales
enablement technologies, and business analytics solutions to support business
development activities.
• Apply AI-generated insights to account planning, market research, opportunity
prioritization, and strategic decision-making.
• Continuously evaluate emerging technologies and best practices that improve
efficiency and business development performance.
The responsibilities outlined above are representative but not all-inclusive. The Company reserves
the right to modify, add, or remove duties as necessary to meet business requirements.
• Partner with leadership to identify innovative approaches to pipeline generation,
forecasting, customer engagement, and market intelligence.
Qualifications
Required
• 3–7+ years of experience in construction business development, commercial sales,
or complex B2B selling environments.
• Strong prospecting, networking, relationship-building, and presentation skills.
• Demonstrated success generating new business and managing long sales cycles.
• Strong written, verbal, and interpersonal communication skills.
• Proficiency with CRM systems, Microsoft 365, and business productivity tools.
• Ability to travel throughout Central Florida and attend client meetings, project site
visits, networking events, and industry functions.
Preferred
• Existing relationships with owners, developers, architects, engineers, facility leaders,
and general contractors within Central Florida.
• Understanding of design-build, design-bid-build, CMAR, negotiated work, and
preconstruction processes.
• Experience selling professional services, construction services, or large-scale project
solutions.
• Experience leveraging AI-powered business tools such as Microsoft Copilot, CRM
intelligence platforms, sales engagement tools, market intelligence solutions, and
analytics platforms.
Additional Competencies
• Demonstrated ability to use AI-powered productivity, research, and sales
enablement tools to enhance prospecting, account planning, market research,
pipeline management, and customer engagement.
• Curiosity and aptitude for adopting emerging technologies and innovative business
practices.
The responsibilities outlined above are representative but not all-inclusive. The Company reserves
the right to modify, add, or remove duties as necessary to meet business requirements.
• Strong business acumen, strategic thinking, resilience, and a growth-oriented
mindset.
• Self-motivated, highly organized, and comfortable working autonomously while
collaborating across teams.
Key Performance Indicators (KPIs)
Activity Metrics
• Qualified meetings generated
• Prospecting activity volume
• Industry events attended
• New stakeholder relationships established
Pipeline Metrics
• Qualified pipeline value
• Pipeline coverage ratio
• Stage conversion rates
• Sales cycle duration
• Forecast accuracy
Results Metrics
• Revenue awarded
• Gross profit generated
• New client acquisition
• Repeat business opportunities
• Win rate percentage
Strategic Metrics
• Market share growth within target verticals
• Multi-threaded relationship development
• Cross-selling and account expansion opportunities
• Adoption and effective utilization of technology and AI-enabled business tools
The responsibilities outlined above are representative but not all-inclusive. The Company reserves
the right to modify, add, or remove duties as necessary to meet business requirements.
Compensation & Benefits
• Competitive Base Salary + Commission
• Performance Accelerators for Exceeding Targets
• Ramp Period Support (Guaranteed Minimum or Draw During Initial 3 months)
• Health, Dental, and Vision Insurance
• 401(k) with Company Participation
• Mobile Phone and Laptop
• Professional Development and Industry Association Support
Travel & Work Environment
• Local travel throughout Central Florida (approximately 30–50%).
• Frequent in-person meetings, project walk-throughs, networking events, and
industry functions.
• Occasional early morning, evening, or after-hours meetings based on customer and
project requirements.
Equal Opportunity Statement
The Company is committed to creating a diverse and inclusive workplace and is proud to
be an Equal Opportunity Employer. All qualified applicants will receive consideration for
employment without regard to legally protected characteristics