Business Development Director

Description:

Business Development Director

Reports to: President

Position Summary/Objective:

The New Business Development Director is a high-level position responsible for the sustainable generation of quality projects. The position is responsible for all new sales activities for Automated Solutions Group (ASG) from lead generation to close at existing accounts in specified verticals.

The objective is attained by:

· developing significant new business with existing customers,

· building relationships with other potential referring parties and network resources,

· collaborating internally to create customized technical solutions,

· creating a sales pipeline that will drive YoY growth, and

· performing market analysis.

Revenue generation and customer satisfaction is achieved by working with all constituents in line with ASG’s vision and values.

Expectations:

A. Develop business and high-level contact relationships with target accounts and penetrate existing customers and select new prospects to generate bids and close business.

B. Identify market trends to assist in ASG’s overall marketing strategy.

C. Demonstrate ability to work within a team selling environment.

D. Continually improve personal selling capabilities and utilize strong time management and organizational skills.

E. Achieve monthly, quarterly and annual quotas.

Measurements:

A. Account development.

B. Total revenue generated.

C. Territory and account plan development.

D. Percentage of leads converted to additional sales.

Summary of Responsibilities:

A. Develop business and high-level contact relationships with new target accounts and penetrate existing customers and select new prospects to generate bids and close business.

1. Identify targets and create target list of prospects and contacts to target.

2. Develop high-level contact relationships with targeted accounts and prospects.

3. Identify all decision makers in the sales process and bring ASG support in where appropriate.

4. Discover needs by utilizing consultative selling approach.

5. Collaborate and cooperate with internal resources to facilitate solution development.

6. Prepare bids and customer presentations, including pricing estimates that display an in-depth knowledge of ASG’s history, market position, core competencies, and organization.

7. Understand value proposition and custom budget to close profitable sales.

8. Utilize strong communication, technical, and closing skills to present solutions and secure new business.

9. Utilize personal contact with both customers and prospects to ensure customer satisfaction and company goals are met.

10. Maintain relationship with customers and pursue additional new business with the customer.

11. Approximately 75% of New Business Development’s time is spent in building and maintaining customer relationships

12. Approximately 25% of New Business Development’s time is spent in targeting new customer relationships.

13. Plan regular seminars and educational opportunities for customers and prospects, including topic selection, coordination with marketing, and ensuring maximum attendance.

14. Achieve monthly, quarterly and annual quotas.

B. Identify market trends to assist in ASG’s overall marketing and sales strategies.

1. Identify new product and service opportunities in ASG’s market.

2. Aid in establishing and implementing sales and marketing strategies.

3. Attend appropriate conferences and networking events.

4. Maintain awareness of market conditions and competitor’s products and pricing.

C. Demonstrate ability to work within a team selling environment

1. Aid in establishing and implementing sales and marketing strategies.

2. Coordinate and collaborate with internal resources to solve customer problems.

3. Act as liaison between customer and internal resources.

4. Adhere to and follow company service implementation processes.

D. Continually improve personal selling capabilities and utilize strong time management and organizational skills.

1. Continuously learn and apply new and previously learned selling skills, strategies, and techniques.

2. Develop and maintain high level of product, market, and industry knowledge.

3. Prioritize and follow through on issues.

4. Successfully forecast sales and pipeline.

5. Create, implement and achieve annual sales plans and strategic account plans.

6. Maintain and update CRM tool daily

7. Present progress weekly, monthly, quarterly, and update annually

Requirements:

Qualifications: BS in an Engineering degree

Work Experience: at least 5 years sales experience in a business to business environment, 2 or more years of experience in the construction industry preferred. HVAC Controls industry experience a plus.

Work Skills:

1. Highly skilled in communication – both written and verbal.

2. Highly skilled with people to build rapport, collaborate and negotiate effectively.

3. Demonstrate strong ability develop contacts at the right level that will turn into business.

4. Proven track record of meeting or exceeding sales targets.

5. Acts independently yet can work in a team environment.

6. Adapts quickly to new technologies and products.

7. Demonstrates consultative selling skills and understands value based selling.

8. Basic skills in computer operation in CRM systems, preferably Salesforce, and Microsoft Office suite.

9. Strong technical ability and basic understanding of the various commercial HVAC systems, products and services.

Worker traits:

• Assertive • Persistent • Confident • Hungry • Persuasive • Competitive • Self-reliant • Self-motivated • Adaptable • Enthusiastic • Sociable • Team oriented

Additional Requirements:

· 25% amount of travel required

· Valid California Driver’s License and a clean record

· Ability to climb ladders and get on roofs as required

Benefits

· Competitive Salary

· Medical, Dental, and Vision Insurance paid 100% for the employee

· Additional Company Sponsored Benefits: Basic Employee Life Insurance, Long Term Disability Coverage, Employee Assistance Program

· Voluntary Benefits: Employee Life Insurance, Spouse Life Insurance, Child Life Insurance, Short Term Disability, Accident, Employee Critical Illness, Spouse Critical Illness, and Child Critical Illness.

· 401k Plan (Including a 4% Company Match Contribution)

· Paid Vacation, Sick Time, and Company Holidays

· Company provided car or car allowance - Gas fully paid for by ASG

ASG is an Equal Employment Opportunity Employer. ASG does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law. All employment is decided on the basis of qualifications, merit, and business needs.