Business Development

Business Development

At Salas O'Brien we tell our clients that we're engineered for impact. This passion for making a difference applies just as much to our team as it does to our projects. That's why we're committed to living our values every day: inspiring, achieving, and connecting as shared owners of our success with a focus on a sustainable future.

Building for the long-term means that all of our team members can expect to work on amazing projects with a people-first approach to problem solving. It also means that each member of our team has truly limitless potential to build a unique, meaningful, and high-impact careerand they'll receive great total rewards along the way.

Founded in 1975, Salas O'Brien is an employee-owned engineering and professional services firm focused on achieving impact for our clients, our team, and the world. We know that tomorrow's requirements are today's opportunities, and we are here to design lasting solutions for pressing challenges.

We work across a variety of industries providing integrated engineering and consulting services. Our specialized experience includes design for data centers, healthcare, science and technology, high-rise buildings, clean energy, education, and other building types as well as structural and building sciences, infrastructure asset management, advanced robotics, and more.

Our technical expertise is paired with an exceptional team of business development, human resources, finance and accounting, information technology, and marketing professionals, all of whom play a key role in bringing our commitments to life every day.

The Business Development (BD) professional is responsible for driving growth by establishing new client relationships, increasing revenue, and maximizing profit within the Midwest region. This role will primarily focus on the Food & Beverage sector, automation equipment, and integrated automation solutions. Collaboration with existing Engineers and Project Managers is essential to develop tailored solutions for clients in these industries. Key activities include prospecting, networking, meeting with potential clients, and converting opportunities into revenue.

Key Performance Objectives:

• Increase revenue for Food & Beverage, automation equipment, and integrated automation solutions projects.
• Develop new clients within the targeted industries.
• Consistently achieve and surpass sales goals.

Responsibilities:

• Develop and maintain a comprehensive list of target clients for pursuit.
• Prospect new clients using email, phone, social media, networking, and referrals to expand business within the assigned geographic area.
• Manage and execute all stages of the sales cycle, including identifying long-term and pre-proposal opportunities, formulating proposal strategies, conducting proposal follow-ups, and engaging in post-project follow-ups.
• Lead and collaborate with Project Managers and technical teams to complete all activities required to deliver a final proposal to the client.
• Support new sales initiatives at existing client locations and identify opportunities at new locations for assigned clients.
• Present and deliver final proposals and any necessary presentations to clients.
• Record client interactions and Account Plan actions within Deltek (CRM).
• Create detailed Acquisition Plans aimed at penetrating selected target clients.
• Track specific behaviors and results related to weekly sales output, including:
• Meetings, calls, touches, and emails with target clients
• Presentations delivered to target clients
• Proposals issued to target clients, including dollar amounts, confidence percentages, and proposed start dates
• Long-term and pre-proposal opportunities with estimated total installed cost, potential fee, and proposed start date
• Year-to-date revenue compared to budgeted revenue

Qualifications and Experience:

• Educational Background: Bachelor's degree in Business Administration, Engineering, Architecture, and/or Construction
• Experience: 5 Years B2B Sales Experience within a technical industry (e.g. engineering, construction, equipment sales, etc.) preferably Food & Beverage or automation equipment
• Experience with design and implementation of business development strategies
• Skills:
• Excellent communication skills (written, verbal, non-verbal)
• Ability to build rapport with other employees and customers
• Self-motivate with ability to motivate a team
• Proficiency in MS Office and CRM software (e.g. Deltek, Dynamics, Salesforce)
• Time management and planning skills
• Proven ability to negotiate
• Conflict resolution
• Proven sales track record; experienced working to and exceeding sales targets.

Location: Green Bay, WI

Travel: At least 50% of the Business Development time is expected to be spent on client sites.

Compensation & Benefits:

The expected base salary range for this role is $70,000 - $80,000 USD per year, plus commission. Actual compensation will be determined based on a number of factors including skills, experience, qualifications, and location.

This role is eligible for comprehensive U.S. based benefits package, including:

• Medical, dental, and vision insurance
• 401(k) with company match
• Paid time off and company holidays
• Wellness programs and employee assistance resources
• Professional development support

Equal Opportunity Employment Statement

Salas O'Brien provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state/provincial, or local laws. Salas O'Brien will accommodate the disability-related needs of applicants as required by law.