POSITION: Business Development Representative
DEPARTMENT: Sales
CLASSIFICATION: Exempt

SUMMARY:

General Responsibilities:

The Business Development Representative will grow existing accounts while uncovering new opportunities through owners, architects, general contractors, developers, healthcare, K-12/higher education, property managers, and strategic partners within the BCS equipment and controls territories. Through personal and team sales efforts, and collaboration with directors and sales managers, they will grow BCS’ account base to drive growth and gross margin projections.

The Business Development Representative focuses on synergy while planning and implementing strategic initiatives to grow and develop key accounts. Collaboration and coordination with internal and external partners are vital to strengthening relationships, maximizing employee talents, and leveraging company resources. The Business Development Representative implements appropriate action plans to attain stated position goals and objectives.

Reports to: Sales Manager
Direct reports: None

Direction:

• Minimal Supervision

MAJOR RESPONSIBILITIES:

60% Business Development – Builds portfolio of opportunities and strategic partners to support the growth of BCS

• Maintains and builds fruitful relationships with existing and new customers
• Assists sales team in driving new business from existing BCS customers and drives new business through general contractors, architects, and developers.
• Uncovers Opportunities within BCS’ territory and works closely with members of the team to generate new business within large accounts.
• Reviews approaches to the development of business and suggests / makes changes where appropriate.
• Analyzes market, identifies changes, and implements BD initiatives to pursue sales opportunities.
• Forms strategic partnerships with other companies to leverage their existing networks, share leads, and secure projects early.
• Assists the marketing team in development of marketing materials, tools, and initiatives to support sales team goals and secure new business.

• Responsible for maintaining list of active or potential opportunities including the value of each.
• Develops strategic short and long-range objectives by account.
• Maintains outstanding customer satisfaction of assigned accounts by investigating concerns, advising corrective action, and communicating with customers.
• Communicates and promotes Business Development strategy to Sales Engineers, Marketing, Account Executives, and other business development representatives.
• Ensures completion of and reports on annual plans for areas of focus.

30% Attends marketing/sales/networking/ organization events and manages event leads

• Attends industry functions, such as association events and conferences, and provide feedback and information on market and creative trends. Engages other organizations within the community.
• Supports industry, partner, and BCS sponsored events as necessary while coordinating with the sales team and sales manager for proper coverage.
• Engages with customers, prospects, and partners.
• Research competing strategies and collaborates with the marketing department on industry trends and market approach.

• Assist in pre-and-post event strategy meetings.
• Evaluates and plans for potential events, prioritizing based on experience and perceived value related to stated objectives.
• Contributes to event assessment and formulates a strategy for engagement in chosen events.

10% Participates in on-going training and development

• Participates in sales tool and/or sales skills training development.
• Attends marketing and business development seminars, trainings, and learns about industry best practices.
• Strengthens personal understanding of BCS products, services, and technologies.
• Studies literature and attends seminars to keep current in products, processes, and materials.

QUALIFICATIONS:

Education

• Bachelor’s degree in Business Administration, Engineering, Marketing, or related field preferred.

Skills and Experience

• Minimum five years of experience in HVAC industry or related field.
• Strong knowledge of building automation, HVAC concepts, and operations.
• Expert in persuading, influencing, and communicating the benefit of total life cycle savings to high level account customers.
• Skilled at customer needs assessment and development of sales proposals.
• Experience in mentoring and developing others.
• Advanced knowledge in Microsoft Office programs: Word, Excel and PowerPoint.
• Strong interpersonal, organizational, verbal, writing, listening and collaboration skills.
• Good contract evaluation and negotiation.
• Excellent oral and written communication skills.
• Mathematical abilities to add, subtract, multiply and divide all units of measure, using whole numbers, common fractions, and decimals. Ability to compute rate, ratio, and percent and create and interpret graphs.
• Ability to build rapport and strengthen relationships with new and existing customers.
• Strong problem-solving ability.
• Organized with an attention to detail.

Certificates, Licenses, Registrations

• Valid driver license

Other Requirements

• Requires travel to and from customer sites, primarily within the local area and Kansas.
• Requires occasional overnight stays.

Training and development:

• Completes continuing education as needed.