Commercial Project Consultant

This position is located in Georgetown, Delaware.

Summary:

The Commercial Project Consultant (Commercial PC) role is a business development-focused position responsible for independently generating and closing leads within the commercial space, focused on HOAs, multifamily properties, apartment complexes, churches, and commercial buildings. This role requires a proactive approach to networking, relationship-building, and identifying new opportunities, with an emphasis on developing your own pipeline rather than relying on company-provided leads.

The Commercial PC will create tailored proposals, deliver presentations, and manage the full sales process from initial contact through closing, acting as the primary driver of their own success.

• Generates leads through networking and repeat business. Continuously works to identify and develop relationships (Chambers of Commerce, Lunch & Learns, etc.) with potential commercial customers who can provide large scale opportunities and repeat business while adhering to all Company policies and practices. While some leads may come organically through the company, the vast majority of leads and relationships will need to be developed through networking, working with Business Development, cold calling, etc.
• Maintains and executes a schedule of planned visits to commercial accounts. Ensures that the schedule is full with appointments, but can also respond quickly to new opportunities. Meets with current and potential customers nights or weekends as required.
• Meets with customers to discuss needs, contact potential customers, listen to their needs, personally inspect the items in question, and actively work with the customer to determine their exact needs. When bidding a project, fully understands the bid specifications and blueprint requirements, and clarifies any open RFI items with the Bid Contact. Follows blueprints for new construction work and builds material / labor takeoff in Data Forma.
• Presents solutions, overcomes objections, and closes deals. After determining the needs and/or understanding the bid requirements, proposes solutions that fit the customer's budget and meet the Company's revenue and margin goals. Submits bids in the format required by the Customer, answers all questions, overcomes objections, and clearly demonstrates / quantifies the advantages of engaging the Company's services. Closes the deal and secures a signed contract to provide services.
• Mobilizes work on project. Estimator, in coordination with client/office, will schedule any and all mobilizations needed for project completion. WOs for in house crews to be sent to service scheduler via email. WOs for sub groups to be sent to subs directly. Labor, equipment and material orders will have been prepared under Material Management in Data Forma. Export and execute POs for project.
• Maintains relationships during projects. Stays actively engaged with the Customer during the construction process and works closely to respond to questions or concerns from the Customer if they arise.
• Processes necessary docs for payment submission. Provide Billing specialist with copies of payment application or AIA. For private, request invoice from BS to provide to client. On private work, collect COC with or ahead of final payment. Estimator will be involved in collection process if invoicing is past due.
• Provides feedback to the Marketing and Production Departments. Provides feedback to other departments on potential revenue opportunities or improvements that could help the Company grow.
• Provides information necessary for commission calculation on a timely basis. Works with the Accounting Department to ensure all information needed for calculating commission payments for any given quarter are submitted within the first two weeks of the following quarter.
• Seeks to improve productivity and results on a daily basis.
• Follows all Company safety rules and operating procedures, practices and guidelines.
• Completes other tasks as assigned by Management.

• A degree from an accredited 4-year college or university with a major in business, marketing, or a related field, or a high school degree with significant sales and industry experience.
• 3-5 years of selling experience in the construction, capital goods, or related markets.
• Strong selling skills, including active listening, determining needs, the creation and presentation of solutions, overcoming objections, and closing deals.
• A demonstrated ability to understand and work with contracts, blueprints, and bid specifications used in providing construction services or financing for construction services.
• A demonstrated understanding of commercial building insurance and how insurance claims are processed.
• Strong 4-function math skills: addition, subtraction, multiplication, and division.
• Demonstrated computer skills using a service-oriented CRM system, including mobile access.
• Excellent customer service skills, including…