Business Development Manager
The Townsend Company, LLC, Kansas City, KS, United States
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
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.
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.
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.
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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
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.
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.
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.
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