Note: The job is a remote job and is open to candidates in USA. Salas O'Brien is an employee-owned engineering and professional services firm focused on achieving impact for clients and the world. As a Business Development Representative, you will help clients solve complex problems in the built environment while driving growth through consultative sales and relationship building with key stakeholders.
Responsibilities
- Effectively researches general contractors, architects, developers and building owners, develops a list of accounts that are probable ideal clients of Axiom solutions. This could include identified targets, new prospects discovered by business development and referrals
- Uses multiple communication avenues (phone, email, LinkedIn, etc.) to build awareness and connect with potential prospects
- Effectively researches general contractors, architects and companies to spark a valuable conversation with key stakeholders to get in the door
- Generates interest with key stakeholders to procure discovery conversations or meetings at multiple levels throughout the organization
- Gathers and documents helpful institutional knowledge on every interaction (what they use, who they use, likes/dislikes, stakeholders, etc.). The ideal candidate will be able to use this information to prioritize callbacks and generate future opportunities
- Identifies which clients are not a fit for Axiom based on ideal client criteria
- Attend industry events, trade shows, and architecture conferences (e.g. AIA conferences)
- Join local and national industry associations
- Schedule introductory meetings to understand general contractor, architect’s or prospects’ needs and challenges
- Provide lunch-and-learn sessions to educate general contractors, architects on engineering innovations, materials, or sustainability trends. Share case studies and past experience
- Provide marketing with suggested content for blog posts
- Regularly check in with prospective partners (general contractors, architects owners’ reps, etc.) via calls, emails, or in-person visits to stay top-of-mind
- Send congratulatory messages on completed projects, awards, new hires, milestones, etc
- Identify mutual referral opportunities where both firms can recommend each other to clients
- Asks for introductions and leverage referrals
- Supports Axiom leadership when they present at events, generating interest and attendance, meeting with prospects and actively following up to generate opportunities
- Diligent and proactive following up and staying connected with key networking partners and prospects
- Develop a collaborative working relationship with Axiom partners
- Works with Team Leads to help penetrate targeted clients for additional projects within existing and new divisions of the client
- Provides marketplace feedback to inform collateral, case studies, website updates, and thought leadership topics
- Partners closely with structural engineers, BIM specialists, and project leads to understand technical capabilities and translate them into compelling value propositions for clients
- Facilitates internal knowledge sharing so BD efforts reflect current engineering innovations, delivery models, and project lessons learned
- Coordinates technical staff participation in discovery calls, proposal development, lunch-and-learns, and client presentations
- Asks effective questions to uncover the general contractor, architect or client’s current situation, desired situation, business drivers, application needs and decision making processes (either via phone, video or face-to-face meeting) to fully understand what the client needs to recommend the best solution
- Differentiates Axiom from competitors by identifying key areas that are important to the prospect
- Identifies opportunities for long term continuous projects that will drive efficiencies for the client
- Begins building strategic relationships within targeted accounts
- In strategic opportunities, coordinates and drives a team selling approach (typically including leadership and technical resources) to further develop the relationship and to present more complex solutions
- Demonstrates general business acumen and understanding of how client businesses operate, the challenges they face and how Axiom’s solutions and services impact their business
- Executes the sales plan and communicates progress against the plan – this includes being fully prepared for and engaged in 1:1 meetings:
- Understands what’s working and what’s not and makes necessary adjustments in the sales approach or activity levels to achieve sales team revenue and profitability goals
- Proactively communicates unexpected increases or decreases from new or lost opportunities
- Submits forecasts and pipeline reports to manager on a timely basis
- Creates and manages client capture plans
- Keeps informed and communicates market trends
- Manages and progresses a qualified pipeline of opportunities by prioritizing opportunities
- Focuses activities on the best prospects
- Manages customer data and opportunities in CRM on a regular basis
Skills
- Prefer at least 3-5 years sales experience
- Demonstrated success meeting sales goals and growing sales
- Experience in the construction or A/E/C industry required
- Understands how clients identify and select subcontractors for use in projects
- Working knowledge of CRM system
- Knowledge of general networking
- Proficiency in Microsoft Office Suite is required
Benefits
- Gain invaluable industry experience and practical engineering skills.
- Work with a diverse team of professionals, fostering network opportunities.
- Access to mentorship and guidance from experienced engineers.
- Competitive compensation package.
Company Overview
Salas O'Brien is a national leading Facilities Planning, Commissioning, Construction Management and Mechanical, Electrical. It was founded in 1975, and is headquartered in Irvine, California, USA, with a workforce of 1001-5000 employees. Its website is http://www.salasobrien.com/about/.