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
1. Developing business development and client engagement skills, with the
ability to independently identify and qualify opportunities, build client
relationships, and contribute to pursuit execution.
2. 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.
3. Understanding of how clients solicit, evaluate, and award contract
opportunities, including publicly advertised procurements.
4. 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.
5. Practical knowledge of business development processes, including
opportunity identification, qualification, account planning, pricing
fundamentals, pipeline management, and pursuit coordination.
6. Awareness of regulations that apply to the role, such as FAR, ITAR, and
EAR, or the ability to learn them quickly.
7. 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.
8. 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.
9. Ability to identify, analyze, and help resolve commercial and programmatic
issues on assigned pursuits and accounts.
10. 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.
11. 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.
12. 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.
13. 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.
14. 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.
15. Strong proficiency with Microsoft Office, particularly Word, Excel, and
PowerPoint, and with CRM tools.
16. 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.
We set out more than 160 years ago to promote the security of life and property
at sea and preserve the natural environment. Today, we remain true to our
mission and continue to support organizations facing a rapidly evolving seascape
of challenging regulations and new technologies. Through it all, we are anchored
by a vision and mission that help our clients find clarity in uncertain times.
ABS is a global leader in marine and offshore classification and other
innovative safety, quality, and environmental services. We’re at the forefront
of supporting the global energy transition at sea, the application of remote and
autonomous marine systems, cutting-edge technical solutions, and many more
exciting advancements. Our commitment to safety, reliability, and efficiency is
ever-present, guiding our clients to safer and more efficient operations.
About Our Benefits
ABS Group proudly offers a variety of industry-leading benefits designed to
enhance the life and well-being of our employees and their families. These
benefits include, but are not limited to, medical insurance (PPO and HD), dental
and vision insurance, Health Savings account (HSA), Flexible Savings Account
(FSA), life insurance, accidental death and dismemberment insurance, disability
leave programs, parental leave program, paid holidays, and paid vacation time.
The Company provides an Employee Assistance Plan (EAP) that offers additional
support in personal wellness, including work-life services. ABS Group also
offers a 401K plan with a generous company match, subject to plan requirements.
Equal Opportunity
The ABS Group of Companies is committed to the equal employment opportunity of
its employees and prohibits discrimination against any employee or qualified
applicant based on race, color, creed, religion, national origin, sex, gender
identity, age, disability, marital status, sexual orientation, citizenship
status or veteran status, or other non-work-related characteristics that may be
protected under the law of the Federal Government or specific state employment
laws.
Notice
ABS and Affiliated Companies (ABS) will not pay a fee to any third-party agency
without a valid ABS Master Service Agreement (MSA) authorized and signed by
Human Resources. Any resume, CV, application, or other forms of candidate
submission provided to any employee of ABS without a valid MSA on file will be
considered property of ABS, and no fee will be paid.
Other
This job description is not intended, and should not be construed, to be an
all-inclusive list of responsibilities, skills, efforts or working conditions
associated with the job of the incumbent. It is intended to be an accurate
reflection of the principal job elements essential for making a fair decision
regarding the pay structure of the job. #ogjs