Business Development Director

Overview

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.

• Develop business and high-level contact relationships with target accounts and penetrate existing customers and select new prospects to generate bids and close business.
• Identify market trends to assist in ASG’s overall marketing strategy.
• Demonstrate ability to work within a team selling environment.
• Continually improve personal selling capabilities and utilize strong time management and organizational skills.
• Achieve monthly, quarterly and annual quotas.

• Account development.
• Total revenue generated.
• Territory and account plan development.
• Percentage of leads converted to additional sales.

• 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.
• Identify targets and create target list of prospects and contacts to target.
• Develop high-level contact relationships with targeted accounts and prospects.
• Identify all decision makers in the sales process and bring ASG support in where appropriate.
• Discover needs by utilizing consultative selling approach.
• Collaborate and cooperate with internal resources to facilitate solution development.
• Prepare bids and customer presentations, including pricing estimates that display an in-depth knowledge of ASG’s history, market position, core competencies, and organization.
• Understand value proposition and custom budget to close profitable sales.
• Utilize strong communication, technical, and closing skills to present solutions and secure new business.
• Utilize personal contact with both customers and prospects to ensure customer satisfaction and company goals are met.
• Maintain relationship with customers and pursue additional new business with the customer.
• Approximately 75% of New Business Development’s time is spent in building and maintaining customer relationships.
• Approximately 25% of New Business Development’s time is spent in targeting new customer relationships.
• Plan regular seminars and educational opportunities for customers and prospects, including topic selection, coordination with marketing, and ensuring maximum attendance.
• Achieve monthly, quarterly and annual quotas.

• 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:
  
  
  • Highly skilled in communication – both written and verbal.
  • Highly skilled with people to build rapport, collaborate and negotiate effectively.
  • Demonstrate strong ability develop contacts at the right level that will turn into business.
  • Proven track record of meeting or exceeding sales targets.
  • Acts independently yet can work in a team environment.
  • Adapts quickly to new technologies and products.
  • Demonstrates consultative selling skills and understands value based selling.
  • Basic skills in computer operation in CRM systems, preferably Salesforce, and Microsoft Office suite.
  • 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

• 25% amount of travel required
• Valid…