Business Development Representative - Construction

Job Details: Job Location: Texas Operations - Odessa, TX, Position Type: Full Time, Salary Range: Undisclosed, ZAP Engineering and Construction Services, Inc. Business Development Representative -Construction Odessa, TX POSITION DESCRIPTION JOB TITLE: Business Development Representative – Construction DEPARTMENT: Business Development REPORTS TO: VP of Business Development FLSA: Exempt WORK SCHEDULE: Full Time TRAVEL REQUIRED: Up to 75% (primarily regional field travel) EEO: Sales Workers MANAGEMENT: No LOCATION: Midland-Odessa, TX DATE UPDATED: November 2026 A Little About Us ZAP is a full-service engineering, design, and construction management firm servicing the oil & gas, heavy industrial, mining, and manufacturing sectors. We execute projects across North America, spanning from California to Florida and Canada down to Mexico. Our projects range in size from simple engineering studies or maintenance repairs to full-scale design of extensive facilities. Building on that foundation, ZAP has formed a new construction company that self-performs mechanical construction, including foundations, structural steel erection, field pipe welding, piping installation, mechanical equipment installation, pressure testing, and pipe restoration, for upstream and midstream oil & gas operators. The construction company is starting in West Texas and Southeast New Mexico, with plans to expand. ZAP operates at a fast pace while providing a team-centric approach to our work. About Your Role The Business Development Representative – Construction is a hands-on, field-based technical sales role focused on selling mechanical construction services to upstream and midstream oil & gas operators across West Texas and Southeast New Mexico. This person will build ZAP’s construction sales process from the ground up. Most of the week is spent in the field, visiting operator yards, field offices, and job sites and developing trusted relationships with production superintendents, construction foremen, and facilities engineers. The role includes walking sites with operators to scope work and gather what’s needed to prepare accurate proposals. The Business Development Representative is supported by ZAP’s project managers, construction managers, and superintendents, so every proposal and project is backed by people who have done the work. Essential Duties and Major Responsibilities Field Sales and Site Visits - 50% Make regular in-person visits to operator yards, field offices, and active job sites across West Texas and Southeast New Mexico to build relationships with production superintendents, construction foremen and representatives, and facilities engineers. Use face time, such as job-site breakfasts and coffee drop-offs, to earn a place on their short list of trusted contractors. Identify and sell smaller brownfield construction projects, including foundations, tie-ins, piping modifications and replacements, mechanical equipment installations, pressure testing, and restoration. Build enough volume, typically one to two awards per week, to keep a crew of 50+ consistently busy. Pursue greenfield construction-only projects for new pump stations, compressor stations, gas processing plants, meter stations, and related facilities, focused on ZAP’s self-perform scopes: structural steel erection, field pipe welding, piping installation, mechanical equipment installation, pressure testing, and site restoration. Walk sites with operator representatives to scope work and discuss constructability, welding, and pressure testing requirements. Bring ZAP project managers, superintendents, and estimators into scope walks, and give estimating a complete scope quickly so ZAP can turn quotes around fast. Secure Master Service Agreements (MSAs) and approved vendor status with target operators. Work with ZAP safety, HR, and risk teams on prequalification through ISNetworld, Avetta, Veriforce, or similar platforms, and on operators’ insurance and drug and alcohol program requirements. Establishing the Construction Sales Process - 25% Develop and document the construction sales process, from lead identification and qualification through the go/no-go bid review, award, and handoff to construction operations. Build a target account list and territory plan for upstream and midstream operators in West Texas and Southeast New Mexico. Own weekly and annual KPI targets. For the first 6–9 months, targets focus on activity (site visits, new operator relationships, approved vendor and MSA approvals, and bids submitted). After that, they shift to awards, booked backlog, and gross margin. Maintain accurate opportunity logs and update weekly within CRM (Salesforce). Create construction sales tools, including capability statements, line cards, project sheets, and safety performance summaries. Partner with ZAP Engineering to introduce construction services to existing engineering clients and offer combined engineering and construction solutions. Bid Support, Market Intelligence, and Cross-Functional Coordination - 25% Work with project management and proposal team to turn leads into accurate, competitive quotes quickly. Follow up on submitted bids and lead win/loss debriefs with clients. Protect margin. Qualify opportunities before they go to bid, bring them to the go/no-go review with business development & construction leadership, and avoid chasing underpriced work or overcommitting field crews. Keep project managers and superintendents in touch with clients during execution to confirm satisfaction, and turn strong field performance into follow-on work and referrals. Collect and maintain competitive information on local construction contractors, pricing, labor availability, and operator activity and capital spending in the region. Represent ZAP at regional industry events, associations, and operator vendor days. Promote ZAP’s safety culture and follow all client and ZAP site safety requirements during field visits. Assist with other duties as assigned. Qualifications: Education A high school diploma or equivalent is required. A bachelor’s degree in construction management, engineering, business administration, or a related field is preferred; equivalent oil & gas field or construction experience will be considered in lieu of a degree. Type of Experience Needed to be Successful 5+ years of oil & gas construction experience is preferred, ideally as a superintendent, foreman, project lead, or project manager on pipeline or facility construction. Experience selling construction or field services to oil & gas operators, ideally for a pipeline or facility construction contractor, is preferred. Established relationships with production superintendents, construction representatives, and facilities engineers at upstream and midstream operators in West Texas and Southeast New Mexico are preferred. Working knowledge of mechanical construction scopes, including structural steel erection, field pipe welding, piping installation, mechanical equipment installation, and pressure testing is required. Experience with MSAs, vendor prequalification, and the competitive bid process is preferred. Experience building sales for a new company or business unit is a plus. Specialized Skills Relationship-building and communication skills, with the ability to connect with everyone from field personnel to operator management. Ability to work independently and manage a territory with minimal day-to-day oversight. Advanced ability to walk a site and scope tie-ins, piping modifications, and equipment installations, and to discuss welding procedures, NDE, and pressure testing credibly with operator construction representatives. Ability to read P&IDs, plot plans, isometrics, and construction drawings to understand project scope. Understanding of construction estimating and commercial terms, including unit rates, time & materials, lump sum pricing, and gross margin. Proficiency in Microsoft Office Suite, including Word, Outlook, and Excel, as well as other software required to execute daily tasks. Basic experience with CRMs such as Salesforce. Current oil & gas safety training or the ability to obtain it. Supervisory Expectations The position does not have any regular responsibility for overseeing or supervising the work of other team members. Independence of Action Works with a high degree of independence to set sales methods, priorities, and territory coverage within broad objectives from leadership. Business development leadership owns pricing decisions and go/no-go approval on bids and is available for guidance on strategy and resources. Physical Demands and Work Environment (The phrases “occasionally,” “regularly,” and “frequently” correspond to the following definitions: “occasionally” means up to of working time, “regularly” means between and of working time, and “frequently” means and more of working time.) The work environment is a combination of office, vehicle, and active oil & gas field and construction sites. Field work involves exposure to outdoor weather including extreme heat, noise, dust, and potential hazardous atmospheres such as H2S; required PPE must be worn on site. Employees must be able to work effectively despite distractions and interruptions requiring the employee to answer questions from others. The physical demands described here represent those that an employee must meet to perform the essential functions of this job successfully. In many cases, reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is frequently required to talk or hear and regularly required to drive, sit, and use hands to finger, handle, or feel objects, tools, or controls. The employee is regularly required to stand and walk on uneven terrain at field sites, and occasionally required to climb stairs and ladders, reach with hands and arms, and stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 25 pounds and should do so soundly and safely. Vision requirements include close vision, peripheral vision, and the ability to adjust focus. Must be able to travel regularly to client field sites throughout West Texas and Southeast New Mexico, often over long distances, and attend meetings as required. A valid driver’s license, a clean driving record, and the ability to maintain insurability under the Company’s policy are required. Work Hours Company Hours: 8:00 AM to 5:00 PM. Hours vary and are dependent on business needs. 40 Hour Work Week: Monday through Friday, hours may vary with the workload. Evenings/Weekends/OT: As needed to satisfy the requirements of the position. Core Competencies Oral and Written Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; writes clearly and informatively; edits work for spelling and grammar; can read and interpret written information; able to communicate with clients or customers. Teamwork - Balances team and individual responsibilities; puts team success above own interests; builds morale and group commitments to goals and objectives; supports everyone’s efforts to succeed; focuses on solving conflict, not blaming; maintains confidentiality; listens to others without interrupting. Communications - Expresses ideas and thoughts verbally; expresses ideas and thoughts in written form; exhibits good listening and comprehension; keeps others adequately informed; selects and uses appropriate communication methods. Sales Skills & Customer Engagement - Consistently achieves sales goals by demonstrating persistence, persuasive communication, and proactive field outreach; effectively overcomes objections; initiates and nurtures new customer relationships; puts profitable, repeat work ahead of volume at any price; maintains high levels of customer satisfaction; ensures accurate, timely documentation and reporting. Reasoning and Problem Solving - Uses logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions, or approaches to problems; identifies complex issues; reviews related information to develop and evaluate options and implement solutions. Ethics - Treats people with respect; keeps commitments; inspires the trust of others; works with integrity and principles; upholds organizational values. Initiative - Volunteers readily; undertakes self-development activities; seeks increased responsibilities; takes independent actions and calculated risks; look for and take advantage of opportunities and offers help when needed. Quality - Demonstrates accuracy and thoroughness; looks for ways to improve and promote quality; applies feedback to improve performance; monitors own work to ensure quality. Safety - Models safe behavior on every site visit; follows client and Company safety requirements; promotes ZAP’s safety record as a differentiator with clients.