Business Development Manager

COMPANY OVERVIEW:

RMA Companies (RMA) is a growing national provider of testing, inspection, and certification services that support innovation in new product development, quality assurance, for project delivery, and engineered solutions for asset management. We are passionate about contributing to the sustainable development of the communities we serve.

We are a national firm with a global reach serving national and international clients from 40 offices located in 10 states and are ranked on ENR’s Top 500 list alongside the nation’s top firms. With a 60-year history, RMA has a passion for high-end services, constant innovation, and investment in the development of world-class laboratory facilities, and interactive management technologies. Each member of our staff is committed to service, innovation, and the success of our clients. The company is a rapidly growing portfolio business under a private equity firm, currently generating approximately $260 million in revenue with aggressive organic and inorganic growth through strategic acquisitions.

POSITION OVERVIEW:

RMA seeks an experienced sales professional to join our New York team to build relationships with new Accounts and expand relationships with our current customers within the Architecture/Engineering/Construction (AEC) industry. Primary focus will be public agency contracts or publicly funded infrastructure projects as well as commercial and private development customer Accounts. This person will be responsible for RMA assigned Accounts, identifying new Account prospects and Opportunities within her or his given territory, forming relationships with Account prospects, and capturing Accounts via Opportunity positioning, cross-selling, and contract capture.

KEY RESPONSIBILITIES:

• Research prospective customers, identify key players, decision makers and generate interest in RMA services.
• Develop detailed plans to share with senior leadership for meeting and exceeding quota each quarter.
• Be a visible team player, bringing best-in-class thinking, strategies, and ideas that align to RMA’s values and culture.
• Provide feedback to company management on market trends, competitive threats, unmet needs, and opportunities to deliver greater value to customers by extending company offerings.
• Prospect for new Accounts and leads within given area of responsibility to build a strong pipeline and consistently meet and exceed monthly, quarterly and annual sales quotas.
• Maintain a high level of relevant knowledge of the services RMA provides to have meaningful conversations with prospects.
• Attend relevant industry conferences, networking events, and professional organizations as an active participant, meeting potential customers, presenting on behalf of RMA, and distributing company information and collateral.
• Work collaboratively with sales team members, operational seller/doers, and RMA Corporate Marketing by following up on leads provided by Corporate Marketing, leading Statement of Qualifications submittals, price proposal development and bidding, and cross-selling of all RMA services as customer needs require.
• Manage contacts, leads and Opportunities through a defined sales process in SalesForce CRM.
• Build and implement Account Capture Plans.
• Provide formal and informal introductions to RMA to qualified prospects.
• Build a trusted rapport with prospective customers by helping them identify their challenges and demonstrating how RMA’s services can be a strategic solution for their needs.
• Follow-up on inbound leads applying the multi-touch cadence to maximize outreach.
• Keep detailed notes on prospect and customer interactions and document all sales related information and activity in SalesForce.
• Maintain SalesForce CRM entries and associated data hygiene allowing for accurate forecasting of “bookings” on a monthly, quarterly and annual basis.
• Lead, coordinate, and/or participate in pricing, fee schedule development, vendor registration, contract review, and negotiations to meet or exceed expected margins and loss prevention expectations.
• Collaborate with sales and marketing leaders to identify ways to decrease the sales cycle, enhance sales, and improve company brand and reputation.
• Responsible for closing new business to meet or exceed sales quota expectations.
• Remain up to date on KPI metrics that are critical to the position’s success.

QUALIFICATIONS:

• Bachelor’s degree (BA) in Marketing, Business Administration, Civil Engineering or related field
• Minimum 10 years’ experience in AEC industry with demonstrated public agency procurement process knowledge.
• Minimum 5 years of demonstrated sales/business development experience with a track record of meeting or exceeding sales quotas.
• Ability to demonstrate relationships in AEC market space.
• Proficient in SalesForce or experience with similar CRM sales tracking system.
• Ability to communicate effectively verbally and in writing.
• Ability to convey technical information in an easy-to-understand way.
• Ability to deliver world-class services and high-impact results.
• Strong presentation and communication skills.
• Team player with ability to thrive in a fast-paced, high growth environment.
• Proficient in Microsoft Office.
• Willingness to travel on occasion.

LOCATION:

This is a remote work position located within the New York, NY metro area, with potential for some travel to subsidiary offices in NY, NJ, and PA as needed.

COMPENSATION:

Industry competitive base salary and performance-based commissions commensurate with experience and qualifications.

This position offers a unique opportunity to contribute to the strategic growth of a rapidly expanding organization and play a pivotal role in achieving the company’s long-term success.

We are an Equal Opportunity Employer. This Company is dedicated to both the letter and the spirit of the equal opportunity employment laws. All applicants and all employees will be evaluated on the basis of their ability, competence, and performance of the essential functions of their positions. There will be no discrimination on the basis of race, sex, national origin, religion, age 40 and over, disability, sexual orientation, marital status, or any other classification which may be protected by federal, state, or local laws. In compliance with the Americans with Disabilities Act, we specifically offer equal opportunity for all employees or job applicants who may have a physical or mental disability. Such persons will be hired on the basis of their ability to perform the essential functions of the job in question. Likewise, their work will be evaluated on their performance of these essential functions. We will offer reasonable accommodation to individuals with disabilities, to the extent that Company resources allow without undue hardship. As part of our equal employment policy, there will be no wage differentials based on gender, between men and women employed in the same establishment, on jobs that require equal skill, effort, and responsibility, and which are performed under similar working conditions.