Client Development Manager

Overview

FMI's Training Institute Practice is seeking a relationship-driven, entrepreneurial Client Development Manager to generate new business by expanding client relationships and driving program registrations across our portfolio of leadership and professional development offerings. This role is responsible for identifying and cultivating new client organizations, building a healthy pipeline of opportunities, and helping organizations across the built environment invest in the development of their people.

For more than 70 years, FMI has partnered with organizations across the built environment to develop exceptional leaders and build stronger, more profitable businesses. Reporting to the Practice Leader, you'll partner closely with FMI's Go-to-Market team and Marketing to execute client acquisition strategies, increase awareness of the Training Institute, and drive measurable revenue growth.

This is a highly autonomous role for a self-directed professional who enjoys building relationships, creating opportunities, and delivering measurable business results. Success means consistently growing new client relationships, filling Training Institute programs, and building a pipeline that drives long-term growth.

This position is ideally based in our Raleigh, NC headquarters; however, we will consider remote candidates with the right qualifications and experience. This role requires approximately 25% travel to attend client meetings, industry conferences, association events, and trade shows.

Applicants must be legally authorized to work in the U.S. on a full-time basis. FMI is unable to provide visa sponsorship.

Key Responsibilities

• Own program registration goals by developing new client relationships, generating enrollment opportunities, and consistently filling available program capacity across FMI Training Institute offerings


• Identify, prospect, and cultivate relationships with new client organizations and key decision-makers across the built environment industry


• Develop and execute strategic outreach plans through networking, direct engagement, email campaigns, industry associations, and targeted business development efforts


• Partner with FMI's Go-to-Market team to develop and execute client acquisition campaigns that expand market reach and generate new opportunities


• Collaborate with Marketing to increase awareness of the Training Institute and strengthen FMI's brand within targeted market segments


• Conduct market research to identify organizations with leadership and technical training needs


• Build, manage, and maintain a healthy pipeline of prospective clients while tracking registration activity, revenue, and pipeline metrics through CRM tools


• Represent FMI and the Training Institute at conferences, trade shows, and other industry events


• Collaborate with Practice Leadership to align program offerings with evolving client needs and market demand

Qualifications

• Bachelor's degree in Business, Marketing, Communications, or a related field required


• Three to five years of experience in consultative B2B sales, business development, client relationship management, member engagement, or professional services growth


• Demonstrated success meeting or exceeding sales, revenue, or activity goals while operating with a high degree of autonomy


• Experience in professional services, associations, leadership development, continuing education, or training organizations preferred


• Proven ability to build lasting client relationships and develop new business opportunities


• Strong organizational, pipeline management, and time management skills


• Entrepreneurial mindset with a high level of accountability and ownership


• Ability to analyze performance metrics and adjust outreach strategies to improve results


• Experience using CRM platforms (Salesforce preferred) and Microsoft Office


• Ability to travel up to 25%

Compensation Information

• Competitive base salary plus a performance-based incentive tied to program registrations and new client acquisition.


• Significant upside earning potential for high performers through a high-ceiling incentive plan.

Benefits

FMI offers a comprehensive benefits package, including fully paid employee medical insurance, life insurance, and long-term disability coverage, as well as additional benefit elections. Our package also includes a competitive 401(k) plan, paid time off (PTO), and parental leave.

Equal Opportunity

FMI is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, veteran status, genetic information, or any other characteristic protected by applicable law.