Business Development Manager (Advanced Manufacturing)
Pond & Company

About the Position

Pond is seeking an experienced Business Development Manager to drive strategic growth across regulated and process-driven manufacturing markets. This role focuses on expanding Pond's footprint within medical device manufacturing, pharmaceutical manufacturing, industrial and advanced manufacturing, warehouse and distribution, and adjacent sectors, while protecting and growing Pond's core business.

The ideal candidate is a relationship-driven seller with deep experience in AEC-related services, capable of leveraging existing client and vendor relationships to unlock new opportunities inside manufacturing facilities. This individual will work closely with senior leadership, market directors, and technical teams to position Pond as a trusted partner for complex, compliance-driven projects nationwide.

This is a high-impact role for a results-oriented professional who thrives in a fast-paced, collaborative environment and is comfortable selling into highly regulated, capital-intensive industries.

Key Responsibilities

• Drive business development across regulated manufacturing environments, including:
• Medical device and pharmaceutical manufacturing
• Advanced and industrial manufacturing
• Warehouse and distribution facilities
• Food & beverage and phytosanitary-related markets
• Leverage existing relationships to expand into broader manufacturing facility projects.
• Protect and grow Pond's market position in current markets by maintaining strong client and vendor alignment.
• Identify and pursue new opportunities through:
• Industry conferences, associations, and speaking engagements
• Strategic vendor partnerships (e.g., equipment manufacturers, technology providers, consultants)
• Proactive use of tools and platforms to identify RFPs, MSAs, and large capital programs.
• Working with Inside Sales to come up with targeted outreach across your market.
• Lead the full business development lifecycle, including prospecting, qualification, pursuit strategy, proposal development, and closing.
• Build and maintain a robust pipeline using CRM platforms (Deltek Vision/Vantagepoint).
• Collaborate with marketing and technical teams to:
• Develop client-focused messaging and proposals
• Promote Pond's expertise through presentations, whitepapers, and thought leadership.
• Deliver executive-level presentations and facilitate strategic discussions with owners, operators, and partners.
• Coordinate closely with engineering, project management, and leadership teams to align client needs with technical and delivery solutions.
• Participate actively in relevant industry associations (e.g., AdvaMED, ISPE, MD&M).
• Travel as required for client engagement, conferences, and relationship development.

• Bachelor's degree in Engineering, Business, Life Sciences, or a related field.
• Minimum 8 years of B2B business development or sales experience within the AEC industry or closely related technical services environment.
• Demonstrated success selling into regulated, compliance-driven manufacturing environments.
• Strong understanding of how A/E/CM services support:
• Manufacturing facilities
• Process engineering
• Validation-driven projects.
• Proven ability to build, grow, and manage a long-cycle sales pipeline.
• Experience using CRM and sales intelligence tools (Salesforce, Deltek, ZoomInfo, LinkedIn Sales Navigator).
• Excellent executive-level communication, presentation, and relationship-building skills.
• Strong organizational skills and ability to lead cross-functional pursuit teams.
• Willingness to travel approximately 30-50%.

• Strong technical understanding with the ability to lead and write proposals, working closely with the technical team as needed.
• Experience navigating complex procurement processes, RFPs, and MSAs.
• Established relationships with equipment vendors, technology providers, or manufacturing consultants.
• Experience supporting go-to-market strategy development or expanding services within existing client accounts.
• Background working with clean manufacturing, distribution, or process-intensive facilities.