Business Development and Client Relationship Manager

EMERGENCY SERVICES CONSULTING INTERNATIONAL

STATUS
Exempt, Full Time

SUMMARY
The Business Development and Client Relationship Manager is responsible for driving growth, managing client relationships, and expanding ESCI’s presence in the public safety consulting market. This role focuses on identifying new business opportunities, maintaining executive-level client relationships, and supporting long-term partnership development.

Key responsibilities include:

• Developing and executing strategies for new business acquisition and client expansion.
• Managing executive-level relationships with client agencies.
• Identifying opportunities for follow-on work, contract extensions, and new service offerings.
• Supporting proposal development, scoping, and pricing strategy.
• Representing ESCI at industry events, conferences, and professional forums.
• Collaborating with leadership to align services with market needs and trends.

This role requires strong relationship-building skills, strategic thinking, and deep understanding of public safety agency needs.

LOCATION/TRAVEL

Hybrid role with significant travel (30–60%) for client meetings, conferences, and industry events.

REPORTING RELATIONSHIPS

Reports to:

• Chief Operating Officer / Chief Executive Officer

Direct or indirect reports:

• Proposal support staff (if applicable)
• Marketing or business development support roles (if applicable)

KEY DUTIES AND RESPONSIBILITIES

1. BUSINESS DEVELOPMENT

• Find and pursue new work with public safety and government agencies (fire, EMS, and related organizations).
• Actively look for and track new bid opportunities using procurement websites and platforms (RFPs, RFQs, RFIs, and similar requests for proposals).
• Build early relationships with agencies before they formally release bids so ESCI is known and positioned ahead of competition.
• Decide which opportunities are worth pursuing and coordinate with leadership on whether to bid.
• Develop pursuit strategies for selected opportunities, including how ESCI will stand out, how the work will be structured, and what strengths to emphasize.

2. PROPOSAL DEVELOPMENT & LEAD RESPONSIBILITY

• Lead the development of full proposal responses from start to finish when a bid is selected.
• Write the majority of proposal content, including:
  • Problem statement and understanding of the agency’s needs
  • Proposed approach to the work
  • Project plan and steps
  • Description of ESCI’s experience and qualifications
• Pull in technical input from Project Managers and subject matter experts and turn it into clear, client-ready writing.
• Make sure proposals are complete, meet all bid requirements, and are submitted on time.
• Coordinate internal review with Compliance and leadership before anything is submitted.
• Help shape pricing and staffing assumptions in coordination with leadership (not final approval, but input and coordination).

3. CRM / PIPELINE MANAGEMENT (HUBSPOT OR SIMILAR SYSTEM)

• Own the organization’s CRM system (HubSpot or similar) and make sure it is used consistently.
• Enter and update all opportunities, leads, and client interactions so the pipeline reflects real activity.
• Keep track of where every potential project stands (new lead, being pursued, proposal submitted, awarded, or lost).
• Make sure contact information and opportunity details are accurate and updated when things change.
  • Provide regular updates to leadership on: What work is coming
  • What is likely to be won
  • Where risks or gaps exist

4. CLIENT RELATIONSHIP MANAGEMENT

• Maintain relationships with agency leadership (fire chiefs, city managers, public safety directors, etc.).
• Stay connected with clients outside of active projects so ESCI remains top-of-mind for future work.
• Serve as the main point of contact for strategic conversations about future needs, not day-to-day project work.
• Understand what agencies are planning so ESCI can position itself for future opportunities.

5. POST-PROJECT CLIENT FOLLOW-UP

• After every project is finished, reach out to the client to check in on their experience.
• Ask simple, structured questions such as:
  • Were they satisfied with the work?
  • Did the deliverables meet expectations?
  • What could be improved?
  • What else do they need in the future?
• Record client feedback and identify opportunities for follow-up work.
• Look for ways to turn completed projects into new projects or expanded services.
• Identify recurring feedback and opportunities to improve internal processes, project delivery, and the overall client experience.

6. MARKET ENGAGEMENT

• Attend conferences, meetings, and industry events to meet potential clients and stay visible in the public safety field.
• Build and maintain a network of decision-makers in fire, EMS, and government agencies.
• Stay aware of trends, funding changes, and policy shifts that may create new consulting opportunities.
• Share ESCI’s work and capabilities in professional settings when appropriate (presentations, panels, discussions).

7. INTERNAL COORDINATION

• Work with Division Directors to make sure proposals match what the organization can actually deliver.
• Coordinate with Project Managers to understand how work is done so proposals are realistic and accurate.
• Coordinate with Operations to confirm scheduling, staffing availability, and logistical feasibility.
• Coordinate with Compliance to ensure proposals meet all requirements and rules before submission.
• Help ensure a smooth handoff from “we won the work” to “project kickoff.”

QUALIFICATIONS REQUIRED

• Bachelor’s degree in business, public administration, communications, or related field
• Strong experience in client-facing roles or business development
• Excellent communication and presentation skills
• Ability to build and maintain executive-level relationships
• Strong understanding of public safety or government consulting environment

QUALIFICATIONS DESIRED

• Experience in consulting or professional services sales
• Familiarity with public safety agency structures and procurement processes
• Track record of successful contract growth or client expansion
• Experience presenting at conferences or industry events

COMPENSATION

The proposed salary range is $118,500 to $125,500 annually. This range provides flexibility to set compensation based on the selected candidate’s experience, qualifications, and responsibilities. There is also an opportunity to offer performance-based bonuses tied to established goals and measurable results, providing additional earning potential while rewarding strong performance and contributions to the organization. The company offers a comprehensive benefits package.

HOW TO APPLY

Interested applicants should submit a resume, cover letter, and complete the Supplemental Questions to recruitment@esci.us. The process is open until filled.  The first review of resumes and supplemental questions will be December 1.

ESCI Business Development and Client Relationship Manager Supplemental Questions (document will save to your downloads folder)