Senior Business Development Manager

Mako Industries is seeking an experienced **Senior Business Development Manager** to drive profitable revenue growth across its Industrial business. This position will be responsible for identifying, developing, and closing new opportunities within the energy, petrochemical, manufacturing, infrastructure, marine, and industrial construction markets. The ideal candidate will have an established network of industry relationships, a strong understanding of industrial services and project-based sales, and a demonstrated ability to convert customer needs into executable opportunities. This individual will work closely with operations, estimating, engineering, project management, and executive leadership to develop competitive solutions and maintain long-term customer relationships. This is a results-oriented position requiring consistent customer engagement, disciplined pipeline management, accurate forecasting, and personal ownership of the sales process from initial contact through contract award and project handoff. * * * **Primary Responsibilities** **Business Development and Sales** - Develop and execute a business development strategy aligned with the Industrial division’s annual revenue, gross-margin, and market-growth objectives. - Identify and pursue new customers, projects, and strategic accounts across targeted industrial markets. - Generate qualified opportunities for industrial construction, fabrication, mechanical, electrical and instrumentation, automation, fiber-optic, maintenance, and field-service capabilities. - Maintain regular contact with customers, engineering firms, EPC contractors, general contractors, OEMs, facility owners, and other key decision-makers. - Lead the sales process from initial customer engagement through proposal development, negotiation, contract award, and operational handoff. - Develop account-specific strategies to expand Mako’s scope of work with existing customers. - Monitor customer capital plans, maintenance programs, facility expansions, bid calendars, and upcoming project requirements. - Represent Mako at customer meetings, site visits, industry events, conferences, and networking functions. **Opportunity and Pipeline Management** - Build and maintain a healthy, diversified pipeline sufficient to achieve assigned bookings and revenue targets. - Enter and maintain accurate opportunity information, customer activity, probability, value, timing, and next steps within the company’s CRM or sales-tracking system. - Provide reliable weekly and monthly forecasts for bookings, revenue timing, and anticipated project awards. - Prioritize opportunities based on strategic fit, probability of award, available resources, profitability, and execution risk. - Maintain clear ownership of every active opportunity and establish defined follow-up actions and decision dates. - Assist leadership in evaluating new markets, strategic partnerships, geographic expansion, and service-line development. **Proposal and Commercial Development** - Coordinate with estimating, operations, project management, engineering, procurement, and finance to develop complete and competitive proposals. - Ensure bid opportunities are properly qualified before significant estimating or engineering resources are committed. - Participate in bid reviews, pricing discussions, scope clarifications, contract negotiations, and commercial risk assessments. - Confirm that customer requirements, exclusions, assumptions, schedule expectations, payment terms, and execution risks are clearly identified. - Work with operations to ensure proposed solutions are executable and appropriately staffed. - Support the development of presentations, capability statements, customer-specific materials, and commercial proposals. - Maintain awareness of market pricing, competitor activity, customer expectations, and industry trends. **Customer Relationship Management** - Serve as a senior commercial point of contact for assigned customers and strategic a…