The Business Development Representative is a client-facing position responsible for independently identifying, qualifying, and helping close contracted work within assigned accounts and markets. The role finds opportunities through several channels: direct conversations with clients about emerging needs, publicly advertised procurements (RFPs/RFQs), and opportunities that come through teaming partners. The role owns smaller or less complex accounts, manages a personal pipeline, and engages clients in needs assessment and solution discussions.
The Business Development Representative builds trusted relationships with client contacts at the working to senior-management level. The role also represents ABS with teaming partners and professional and industry associations. It applies market and competitive knowledge to client conversations and pursuit positioning, contributes to deal strategy, pricing, and account planning, and supports client engagement after contract award to help ensure.
What You Will Do:
- Opportunity identification and qualification: Independently identify and qualify business opportunities within assigned accounts and markets, including direct client needs, publicly advertised procurements, and teaming-partner opportunities. Apply go/no-go criteria to assess fit, likelihood of success, and strategic alignment. Maintain an organized personal pipeline.
Client and partner relationships: Build trusted relationships with client contacts at the working and mid-management levels. Serve as an ABS point of contact with assigned clients, teaming partners, and relevant professional and industry associations. Earn repeat engagement through dependability, industry knowledge, and consistent follow-through. Expand your network within assigned accounts.
Understanding client procurement: Understand how assigned clients solicit and award contract work, including procurement cycles, solicitation formats, and evaluation criteria. Use that knowledge to position pursuits early and effectively.
Deal strategy and capture support: Help develop deal strategy for assigned opportunities. Contribute to pricing discussions and competitive positioning. Support proposal development and business capture teams as directed by Business Development leadership. Partner with the proposals team on submission strategy and content.
Account ownership: Take ownership of smaller or less complex accounts and manage day-to-day client engagement. Develop account plans that identify key contacts, current work, and near-term growth opportunities. Identify and communicate opportunities for account expansion.
Client needs and service alignment: Identify client business needs and connect them with appropriate company services. Engage relevant subject matter experts to support client discussions and clearly communicate the company’s value proposition.
Pipeline management: Manage a personal pipeline and track progress against assigned revenue or activity targets. Understand pipeline metrics, including stage distribution, conversion rates, and coverage. Keep opportunity information current and realistic.
CRM management: Maintain accurate CRM records for assigned accounts and opportunities, including opportunity stages, values, close dates, and next steps. Use CRM information to plan work and prioritize activities.
Market and competitive intelligence: Collect, analyze, and share information on clients, competitors, and market trends with Business Development leadership. Apply that knowledge to client conversations and pursuit materials.
Cross-selling: Maintain sufficient knowledge of adjacent company service lines to recognize cross-selling opportunities. Introduce relevant capabilities and coordinate with Business Development colleagues in other service lines to facilitate introductions.
Pricing, margin, and contract terms: Apply basic pricing and margin awareness when developing opportunities. Work with business and contracts managers on proposal pricing and contract terms. Support Legal review and required approvals.
Commercial processes and approvals: Follow established commercial processes, Delegation of Authority requirements, and approval workflows for business development activities and proposal submissions.
Planning contribution: Contribute to business development plans for assigned accounts and markets. Understand how individual revenue targets and account assignments support broader sector and regional growth objectives. Share client feedback and market observations during planning discussions.
Client presentations: Present the company’s capabilities and value proposition clearly in client meetings and, as appropriate, at industry forums. Tailor communication to the audience and build credibility through preparation and relevant industry knowledge.
What You Will Need:
Education and Experience
Bachelor's degree in Business, Engineering, or another technical (STEM) field is required. A technical degree is preferred.
Typically 2 to 4 years of experience in business development, sales, account management, or a related commercial function is required.
Experience selling technical consulting or professional services is strongly preferred.
Experience with publicly advertised procurements, proposal development, or teaming arrangements is preferred.
Knowledge, Skills, and Abilities
Developing business development and client engagement skills, with the ability to independently identify and qualify opportunities, build client relationships, and contribute to pursuit execution.
Demonstrated ability to build trusted working relationships with client contacts and teaming partners, and to earn repeat engagement through reliability, relevant knowledge, and consistent follow-through.
Understanding of how clients solicit, evaluate, and award contract opportunities, including publicly advertised procurements.
Solid understanding of assigned client industries, key market trends, and competitive dynamics, with the ability to apply that knowledge in client conversations and pursuit positioning.
Practical knowledge of business development processes, including opportunity identification, qualification, account planning, pricing fundamentals, pipeline management, and pursuit coordination.
Awareness of regulations that apply to the role, such as FAR, ITAR, and EAR, or the ability to learn them quickly.
Ability to collaborate with technical, delivery, contracts, legal, and proposals teams to shape client solutions, scopes, and budgets. Understands the perspectives and constraints of cross-functional partners and builds influence through reliability.
Ability to communicate clearly and persuasively, both orally and in writing. Can explain technical topics to clients, tailor messages to the audience, and state the company's value proposition with confidence.
Ability to identify, analyze, and help resolve commercial and programmatic issues on assigned pursuits and accounts.
Strong personal accountability. Takes ownership of account and pursuit outcomes, follows through on commitments to clients and internal partners, and adjusts approach when current methods are not producing expected results.
Ability to allocate time across accounts and opportunities based on potential value and stage of pursuit, avoiding heavy investment in low-value or low-probability activities.
Results-oriented mindset focused on delivering against revenue and activity targets rather than activity volume alone. Understands that sustained effort without outcomes is not enough.
Ability to persist through rejection and slow-moving sales cycles without losing energy or engagement. Adapts approach based on client feedback and competitive dynamics, and treats losses as learning opportunities.
Commitment to ethical business practices in full accordance with corporate policies. Identifies basic commercial risks and refuses to misrepresent the company's capabilities or make commitments the company cannot honor.
Strong proficiency with Microsoft Office, particularly Word, Excel, and PowerPoint, and with CRM tools.
Working knowledge of the ABS Health, Safety, Quality and Environmental Management System.
Reporting Relationships:
Reports directly to the Director of Business Development.
Travel requirements:
While the position is remote, regular travel (50%+) to client sites is a core part of the role.
Salary Range:
Base salary of $100,000 - $120,000 per year, plus incentives.
Working Conditions:
Work is primarily performed in a professional office setting, with regular travel for client meetings, industry events, and internal business meetings. The role may also require occasional visits to field sites, including client locations, shipyards, and field offices, as needed. Position may require domestic and international travel, as well as participation in business activities outside normal working hours, including client-related events and meetings.
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