Business Development Manager

Company Overview:

Total-Western, Inc., founded in 1972, is a recognized leader in providing industrial construction and maintenance services. Our expertise spans industries such as oil and gas, aerospace, petrochemical, food & beverage, and renewable energy. Total-Western’s core competencies include engineering, procurement, construction, operations, and maintenance (EPCOM) services, as well as ASME code welding, mechanical construction, civil construction, and electrical & instrumentation solutions.

With strategically located offices across Southern, Central, and Northern California, the Pacific Northwest, and Arizona, we remain dedicated to delivering tailored, high-quality, and cost-effective solutions across the Western U.S. Our commitment to innovation, safety, and operational excellence empowers us to help clients optimize their operations, overcome challenges, and achieve long-term success.

Position Overview:

As a Business Development Manager for Total-Western, you will be at the forefront of driving new business opportunities and fostering strong client relationships. In this dynamic role, you will be responsible for identifying and securing new business in key markets, including oil and gas, aerospace, petrochemical, and renewable energy sectors. Your expertise will be vital in expanding Total-Western’s footprint by promoting our EPCOM services and developing strategic partnerships.

You will collaborate closely with internal teams such as engineering, project management, and construction, as well as external stakeholders, to position Total-Western as a leading provider of industrial construction and maintenance solutions. Your ability to align client needs with our innovative service offerings will play a key role in the company’s growth and success.

Key Responsibilities:

• Market Research & Opportunity Identification:

  • Conduct thorough market analysis to identify emerging trends, potential clients, and new business opportunities in key sectors such as oil and gas, aerospace, and renewable energy.
  • Stay informed about industry developments, competitors, and client needs to inform business development strategies.

• Sales Strategy Development & Execution:

  • Develop and implement a robust business development strategy to generate new business, increase market share, and achieve revenue targets.
  • Work closely with the senior leadership team to establish sales goals, identify target clients, and develop tailored solutions that meet industry demands.

• Client Relationship Management:

  • Build and maintain strong relationships with current and prospective clients, acting as the primary point of contact for all business development inquiries.
  • Identify client needs and collaborate with internal teams to craft proposals, presentations, and service offerings that address those needs.
  • Negotiate contracts, pricing, and terms with clients to ensure mutually beneficial agreements.

• Proposal Development & Presentation:

  • Lead the preparation of proposals, presentations, and bids, ensuring that client requirements are fully addressed and aligned with Total-Western’s service offerings.
  • Present Total-Western’s capabilities and tailored solutions to prospective clients, highlighting our strengths in EPCOM services and our commitment to safety and quality.

• Cross-Functional Collaboration:

  • Collaborate closely with internal teams, including project management, engineering, and operations, to ensure that client expectations are clearly understood and met.
  • Facilitate communication between the business development team and operational departments to ensure alignment on project goals and timelines.

• Networking & Industry Engagement:

  • Attend industry conferences, trade shows, and networking events to represent Total-Western and promote our capabilities.
  • Actively engage in industry associations and forums to build a strong network of contacts and stay up-to-date on industry trends and opportunities.

• Revenue & Performance Tracking:

  • Track and report on business development activities, including lead generation, client interactions, proposal submissions, and sales performance.
  • Analyze sales data and provide insights to senior management on market trends, client preferences, and potential growth areas.

Required Qualifications:

• Education:

  • Bachelor’s degree in Business, Marketing, Engineering, or a related field is required. An MBA or advanced degree in a technical field is preferred.

• Experience:

  • Minimum of 5-7 years of experience in business development, sales, or account management, preferably in industrial construction, EPCOM services, or related industries.
  • Proven track record of driving business growth and securing new client contracts in the oil and gas, petrochemical, aerospace, or renewable energy sectors.

• Technical Skills:

  • Strong understanding of industrial construction and maintenance services, particularly in the areas of engineering, procurement, and construction (EPCOM).
  • Familiarity with industry regulations, standards, and safety protocols, especially in high-risk industries such as oil and gas or aerospace.

• Skills:

  • Excellent communication, negotiation, and presentation skills, with the ability to convey complex technical information in a clear and compelling manner.
  • Strong relationship-building skills, with the ability to establish and maintain long-term client partnerships.
  • Analytical mindset, capable of conducting market research, analyzing trends, and developing strategic sales plans.

Preferred Experience:

• Industry Knowledge:

  • Experience in sectors such as oil and gas, petrochemical, or renewable energy is highly preferred.
  • Knowledge of emerging technologies in renewable energy (e.g., solar, wind, geothermal) and how they intersect with industrial construction is advantageous.

• Certifications:

  • Additional certifications in sales, business development, or industry-specific credentials (e.g., PMP, Lean Six Sigma) are preferred.

• Software Proficiency:

  • Proficiency in CRM systems (e.g., Salesforce) and proposal management software.
  • Strong proficiency in Microsoft Office Suite (Word, Excel, PowerPoint) for creating presentations, proposals, and tracking performance.

Work Environment:

This is a hybrid position, combining office-based work with frequent travel to meet clients and attend industry events across Southern California and the Western U.S. The role will require travel to client locations, conferences, and project sites, where the Business Development Manager will engage with industry stakeholders. Flexibility to adapt to the changing needs of the business and client schedules is essential.

Reporting Structure:

The Business Development Manager reports directly to the Director of Commerical Operations and will work closely with the Operations, Engineering, and Project Management teams. This role does not have direct reports but will require close collaboration with internal teams to achieve business objectives.

Compensation & Benefits:

• Salary Range: $110,000 - $130,000 annually, depending on experience and qualifications. Performance-based incentives may be available.
• Benefits Package:
  • Comprehensive medical, dental, and vision insurance.
  • 401(k) with company match.
  • Paid time off (PTO), including vacation, holidays, and sick leave.
  • Life insurance, short-term and long-term disability coverage.
  • Tuition reimbursement and access to professional development programs to support career growth.
  • Employee Assistance Program (EAP) and wellness initiatives.

Equal Employment Opportunity (EEO):

Total-Western, Inc. is an Equal Opportunity Employer. We are committed to fostering a diverse and inclusive workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, disability status, veteran status, or any other protected status under applicable law. We believe in the strength of diversity and strive to create an environment that supports the personal and professional growth of every employee.