Business Development Lead

Compensation Data

$140,000 - $160,000 commensurate with education and experience

Bonus eligible

Mission

The primary focus of this Business Development (BD) Lead role is to drive the development and execution of strategic initiatives that identify, position, and secure infrastructure and transit engineering work across Massachusetts. The ideal candidate brings well-established, trusted relationships with public-sector clients in the MA transportation market, along with a strong understanding of the regional landscape.

As a key individual contributor, this role is responsible for monitoring and achieving annual sales metrics for both dollars and targeted clients consistent with RINA’s overall long-range growth objectives. 

The BD Lead will provide critical local insight, deliver support on market assessments, and translate emerging trends into actionable business strategies and focused client account plans. A central priority is building and strengthening relationships with clients that offer consistent, recurring work—such as MassDOT, state and regional toll authorities, transit agencies, and local governments. This includes fostering dedicated, high-performing teams aligned to these clients, enabling RINA to deepen partnerships, leverage institutional knowledge, and deliver tailored solutions that reflect a deep understanding of each client’s organization, culture, and evolving needs.

Key Accountabilities

• Schedule and complete client development activities (sales process) to generate new identified project opportunities and move those projects between the stages in the BD process:
  • Consult with internal and external resources to evaluate client requirements and develop a comprehensive project proposal to ensure client satisfaction and completion of customer projects.
  • Steer presentation development; work with Subject Matter Expert(s), Marketing, and the Business unit (BU) leadership team on content development. Provide recommendations regarding improving proposal and presentation materials for winning of new business opportunities.
  • Evaluate project RFQ opportunities for alignment with BU and company strategy, coordinate pursuit activities with Marketing, and assist the BU in preparing Statement of Interest (SOI) responses.
• Create and update client account plans that include activities to drive growth and demonstrate client advocacy and leadership on assigned accounts (i.e., pursuit & shaping, market trends, research client capital plans, track opportunities, understand client priorities, etc.)
• Utilize personal network of industry professionals including clients, teaming partners, and subject matter experts to augment RINA’s current network and provide additional source of industry knowledge, talent, and opportunity identification.
• Maintain relevant data in CRM as the repository for all clients, opportunities, and client interactions.
• Meet or exceed net sales targets (booked work under contract) established during various business planning efforts throughout the year.
• Participate in professional events (conferences, presentations, etc.) that support the development of activities to generate new identified projects and move those opportunities between stages in the BD process.
• Other duties as assigned.

Qualifications

• Bachelor’s degree, Civil or Structural Engineering preferred.
• 5+ years of experience in the MA Transportation or related market with established understanding of the local procurement process.
• Professional Engineering License in MA a plus.
• Experience developing client account plans that include key stakeholders and value propositions that match client challenges.
• Demonstrated experience participating in client development activities to support new and existing client sales.
• Familiarity with writing business proposals.
• Understanding of the competitive landscape and market trends relevant to segment.
• Professional presentation skills.
• Strong oral and written communication skills with the ability to communicate with all levels of the organization and external contacts.
• Proficiency utilizing customer relationship management (CRM) software and Microsoft Office applications

ADDITIONAL QUALIFICATIONS

• Valid driver’s license
• Ability to travel (i.e. client sites). The percentage of travel will vary based upon business need and conference/event locations

The above statements are intended to describe the general nature of the work being performed. They are not to be construed as an exhaustive list of all responsibilities, duties and skills required. 

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Competencies