Business Development Manager-West Coast

Job Description

The primary role of the Business Development Manager is to develop industry, strategic alliance, prospect, and customer relationships and knowledge to identify the projects (currently targeted, by private prospect request, or by public bid request), follow the activities of the project, and close the sale for our scope of work as a metal building subcontractor. We are looking for an independent, intelligent, hungry, entrepreneurial individual who thrives on the freedom of working in a strong sales territory. This position will be based in the Western region. Candidate must either currently reside within this territory or be willing to relocate to it.

Core Functions:

• Perform Business Development Activities focused on Developers, Construction Managers, Architects, Engineers, and General Contractors
• Create strategic alliances with parties above and property management companies and other industry-specific suppliers/vendors
• Prospect for potential new customers and turn this into increased business.
• Cold calls and drop-in visits as appropriate to ensure a robust pipeline of opportunities.
• Meet potential customers by growing, maintaining, and leveraging your network.
• Identify potential clients and the decision-makers within the client organization.
• Research and build relationships with new customers.
• Set up meetings between the customer’s decision makers and company’s leaders, as necessary.
• Attend industry functions, such as association events and conferences, and provide feedback and information on market and construction trends.
• Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions, differentiators, and competitive position.
• Identify and Close the Sales
• Demonstrated ability to understand customer needs and information (industry trends, site conditions, blueprints, plans, specifications, etc.) in order for Estimator to prepare timely and accurate proposals.
• Utilizes product knowledge to prepare a value engineering strategy for specific jobs.
• Present proposals to customers in a clear and convincing manner while answering questions and/or objections to secure the sale; assisting in negotiation terms and conditions of sales to the best advantage of the company.
• Excellent oral and written communication skills; demonstrates ability to effectively communicate with external customers and the ES team.
• Provides leadership to assure customer satisfaction and maintain job profitability.
• Assist in contract execution and collection of past due accounts, as necessary.
• Ensure that data is accurately entered and managed within the company’s CRM.
• Participate in Pre-Con Hand-off Meeting, accurate Job Information Sheet.
• Respond to and utilize ACC for issues and requests for information, as necessary.
• Track and record activity on accounts and close deals to meet sales targets.
• Research and develop a thorough understanding of the company’s people and capabilities.
• Support and attend weekly Service Team Meetings.
• Understand the company’s goal and purpose so that we continue to enhance the company’s performance.

Key Measures of Success:

• Meeting or exceeding sales targets consistently.
• Demonstrating proficiency in closing sales and achieving high conversion rates.
• Effective utilization of CRM systems to manage leads, track activities, and maintain customer relationships.
• Build and maintain relationships with potential and existing clients, industry peers, and stakeholders.
• Ability to articulate ideas persuasively and confidently with prospective clients.
• Successfully identifying and pursuing new business opportunities through effective prospecting and strategic sales planning.
• Conduct thorough market research to understand industry trends, customer needs, and competitive landscape.
• Create compelling proposals, reports, and communications.
• Efficiently managing and expanding assigned sales territory.
• Own It – Commitment to customer, the company, and each other
• Can Do – Pursuing continuous improvement
• Act in Love – Treating others with humility, respectfulness, kindness, honesty, patience, and self-control.

Education & Experience:

• Bachelor's degree in sales, marketing, or construction sciences, experience can be accepted in lieu of degree
• 5 years' experience selling designed products or metal building products
• 5 years’ experience in operations of a metal building subcontractor

Physical Demands & Work Environment:

Work is performed in an office environment and routinely utilizes standard office equipment, including keyboards, computers, etc., and requires close visual insight to perform activities such as preparing and analyzing data and figures, transcribing, viewing a computer, and extensive reading to perform the core functions listed in this job description. This position requires the ability to occasionally lift office products and supplies as well as communicate verbally. Work is primarily sedentary.

Work is also performed at the job site. The noise level at the job sites can be loud and in a non-temperature-controlled environment. While performing the core function of this job, the employee is regularly required to talk, hear, stand, and lift up to 55 lbs and will be exposed to construction job site conditions, including unlevel ground, heavy machinery, and various other active construction activities. The employee is frequently required to walk, use hands and fingers to handle or feel, reach/pull/push/grab with hands and arms, kneel, crouch, twist, and bend. The employee is occasionally required to sit, climb or crawl.

Travel:

• 3 to 5 days a week travel to establish territory relationships; 2 to 3 days per week when established in territory.