Growing structural renovation company specializing in the design and application of advanced composite systems is looking to add a technical sales representative to their team.
The Business Development Manager is the salesperson with direct responsibility for the execution of annual sales plans for a targeted geographic region. Primary responsibilities include the following:
Manage the business development effort. Define and execute sales strategies and tactics to meet or exceed annual sales plans and quotas.
Generate and qualify leads for subsequent development.
Perform key account planning to identify, develop, and close business opportunities in support of business plan and strategic objectives. Maintain favorable business relationships with key accounts.
Review and understand bid documents thoroughly to prepare bids and proposals and recommend contract prices. Execute bid strategy, provide input into the estimating process, optimize pricing, and develop project teams (consultants, subcontractors, and other internal and external collaborators) to acquire and execute profitable contracts.
Fully utilize company CRM to provide accurate forecasting and resource allocation.
Generate market and competitor intelligence and perform market analysis to drive territory sales growth.
Influence the buying practices, contracting vehicles, and procurement vehicles for customer organizations. Develop technical specifications that support product position and facilitate operational efficiency.
Assist in the achievement of orders, revenue, and profit objectives for specific geographic region. Remain current on operational capabilities, backlog, and cost structure.
Represent organization within appropriate industry and professional organizations.
Provide input into development of marketing communications and product portfolio decisions.
Coordinate pilot projects and/or project demonstrations to assist with the testing and validation of new technologies and facilitate product launches.
Spearhead management of customer service and achieve customer satisfaction. Ensure prompt investigation of client concerns and provide problem resolutions or referral to appropriate personnel.
Remain current on sales performance and provide sales reports as required. Provide ongoing status reports to detail activity to include factored sales forecast, acquisitions report, and backlog report.
Bachelor of Science degree in Civil or Structural Engineering, Construction Management preferred, PE accreditation highly desirable. Will consider Business, Finance, Sales, Marketing degree with a proven 3+ year history of technical sales performance in a closely related structural engineering field. MBA is an asset.
3+ years' experience as a Consulting Engineer in structural engineering or in a Technical Direct Sales environment preferred.
3+ years' experience using an enterprise wide CRM preferred
Must be capable of making people management decisions and comfortable in a management position.
A general understanding of the construction and client-related business.
Trainable & coachable in professional selling techniques, is persuasive, and has client focused writing skills.
A genuine interest in serving the client. Competitive and achievement-oriented. Self-motivated and a self-starter.
Can perform and report complex financial calculations.
Able to sell both products and services.
Ability to work with complex spreadsheets, databases, and presentation software.
Microsoft Office skills (Excel, Word, PowerPoint) required.