What are the responsibilities and job description for the Business Development Manager position at EMCOR Group?
Description
About Us :
S.A. Comunale has been a local industry leader for end-to-end mechanical, fire protection and HVAC services for nearly 100 years.
We offer our clients significant financial strength, unmatched bonding capability, an award-winning safety program, and large-scale purchasing power.
With 12 locations and over 950 employees, including 600 skilled tradesmen throughout Ohio, Pennsylvania, New Jersey, Maryland, and West Virginia, S.A. Comunale can work in virtually every market sector and facility type.
Job Title : Business Development Manager
The primary function of this position is to prospect, cultivate and help sell new large contract and service contracts for fire protection services to national, regional companies and end users with a special emphasis on relationship building and nurturing / early involvement to leverage into closed more profitable sales. The Companys goal is to continuously grow the customer base, satisfy customers requirements and stay compliant with the NFPA guidelines.
This job requires the ability and desire to work in a fast-paced multi-task environment with a focus toward relationship building, sales, prospecting for new clients and customer service. It will require travel to customer sites, branch offices and trade shows.
Essential Duties and Responsibilities :
Establish contracts and qualify potential buyers of service and / or by scheduling sales calls and determining customer needs, both with new prospects and existing customers.
Perform lunch and learns with new & existing clients to demonstrate our capabilities and company service offerings.
Stay on top of customers business and employees
Keep a steady pipeline of opportunities to pursue
Learn inside knowledge in regard to customer hierarchy and who makes the purchase.
Entertain clients for relationship building as necessary, many of which events are nights / weekends.
Customer follow ups
Contract, service and end user sales calls for branch offices.
Steer leads toward our good customers to help our cause.
Partner w / clients early in buyout process to eliminate competition
Attend trade shows, networking event and industry functions to maximize market penetration.
Join related fire protection & construction associations
Do timely follow ups on proposals submitted by salesmen.
Maintain, correct, and complete records of all sales related activities.
Submit all required sales reports and correspondence in an accurate and timely manner.
Travel as necessary.
Confer with customers and company officials to resolve customer complaints.
Identify new potential clients and pursue them for opportunities.
Qualify all opportunities before bringing to management & salesman to make sure its winnable and an opportunity worth pursuing.
Get behind the scene information and share with team.
Build and nurture client relationships and leverage them to close the sale
Identify missed opportunities with existing clients and capitalize on them.
Gain market knowledge of trends and whats driving them.
Understand what clients really want vs need - to help drive the sale.
Understand our competition and how to leverage that into sales.
Build long term relationships with clients, to help SAC form connections and get inside track on future work.
Serve as the primary contact for clients; be the liaison between the President, salesman and clients.
Identify and adjust to new market trends.
Qualifications :
To perform this job successfully, the individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and / or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education / Work Experience :
High School Diploma or GED is required.
5 years experience in a business-to-business development-type sales role is required.
Experience in the Fire Protection Contracts or Sales is preferred.
Previous Fire Protection Design experience is a plus.
Exceptional communication, interpersonal, organizational, and leadership skills are required.
Ability to negotiate with clients in a positive matter that helps both the Company and clients achieve end goals, both strategically and financially is required.
Bachelors degree in business management or similar degree is a plus.
Ability to travel up to customer sites and tradeshows up to 50% of the time is required.
Computer Skills :
- Computer Skills : Significant experience with Microsoft Office applications (e.g., Word, Excel, PowerPoint).
We offer our employees a competitive salary and comprehensive benefits package and are always looking for individuals with the talent and skills required to contribute to our continued growth and success. Equal Opportunity Employer / Veterans / Disabled.
Notice to prospective employees : There have been fraudulent postings and emails regarding job openings. EMCOR Group and its companies list open positions here (https : / / recruiting.ultipro.com / EMC1002EMCGI / JobBoard / cc563430-39f7-4c82-bdfe-62f295bd857a / ?q=&o=postedDateDesc&w=&wc=&we=&wpst=) . Please check our available positions to confirm that a post or email is genuine.
EMCOR Group and its companies do not reach out to individuals to help with marketing or other similar services. If an individual is contacted for services outside of EMCORs normal application process it is probably fraudulent.
Qualifications
Education
Required
Preferred
Experience
Required
Ability to travel up to customer sites and tradeshows up to 50% of the time is required
Ability to negotiate with clients in a positive matter that helps both the Company and clients achieve end goals, both strategically and financially is required.
5 years : Experience in a business-to-business development-type sales role is required.
Preferred
Previous Fire Protection Design experience is a plus.
Experience in the Fire Protection Contracts or Sales is preferred
