Representative, Business Development

About this role

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:

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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

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• Bachelor's degree in Business, Engineering, or another technical (STEM) field is required. A technical degree is preferred.

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• Typically 2 to 4 years of experience in business development, sales, account management, or a related commercial function is required.

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• Experience selling technical consulting or professional services is strongly preferred.

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• 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,…