Business Development Specialist

Duties Include:

Administrative

• BDS to report directly to Sales Director (SD).
• Responsible for the daily recording of Sales activity and customer communication in Teams.
• Present Monthly Market Report to Sales Director.
• Inform appropriate colleagues of weekly travel plans to include planned office hours.
• Air travel should be scheduled for times outside of the ES business day of 8am to 5pm, whenever possible.
• Prepare in advance for each customer visit using Miller Heiman Greensheet and submit complete visit report on Greensheet to product and business appropriate colleagues within same calendar week of each visit.
• Manage internal departmental reporting by updating quotes, budgets, closing percentages, schedules, etc.
• Arrange and participate in debriefs for both won and lost projects with Management.
• Responsible for strong commitment to work with other departments.  
• Responsible for full execution support to assist SED on his Strategic Initiatives on Task Refinement and his Business Strategy on Product Portfolio.
• Enforcement of current SOP set in Process Development for all the BDS duties for smooth and seamless functioning.
• Participate in Learnings of ES Products, Technical Development and Product Portfolio from SED.
• Promote professionalism, self-organized process, positive working culture, enthusiastic sentiment and teamwork.

 

Sales

• Develop annual personal sales growth, lead generation and closing rate goals.
• Responsible for meeting quarterly / annual sales target set by the Sales Director.
• Keep current with marketplace supply and demand, changing trends, economic indicators, and competitors.
• Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
• Work with technical staff and other internal colleagues to communicate and meet customer needs.
• Upon request, responsible to vet incoming lead for team to determine best fit.
• Upon request, responsible for evaluating Bid documents with PSS during the bidding process.
• Thru site visits, determine client’s key players, decision makers and what the buying criteria is for a given opportunity.
• Work with PSS, Sales Engineering and Estimating to uncover any issues prior to firm quotes.
• Interact closely with SED for preparation of client de-scope presentations.
• Schedule and present Bluesheet sessions. Follow the Miller Heiman model for Strategic Selling.
• Strategize with SED, SD, PSS, and Estimating for best approach to win Walk-In projects.
• Engage extensively with SED on technically complex projects to enhance Technical selling and Strategy.
• Provide continuous weekly follow-up on assigned opportunities. On average it takes (9) phone calls or e-mails to close a job.
• Responsible for exhausting all efforts to close assigned opportunities.

 

Business Development

• Contribute to the development and refinement of the Company’s Sales strategy.
• Develop annual personal quote growth and visitation goals.
• Engage in prospecting for potential new clients and develop them into new revenue.
• Develop and improve new and existing client relationships.
• Cross-sell Walk-Ins, Reach-Ins, Contract Service and Parts.
• Set up meetings between clients’ decision makers and Company’s leaders, as appropriate.
• Assist SD in Marketing initiatives.
• Participate in New Product Development initiatives as voice-of-the-market.
• Attend industry association events and trade shows to provide feedback and information on market trends and clients’ needs.
• Responsible to provide full execution support to assist SED on his Strategic Initiatives on New Market segments.

 

Preferred Qualifications:

• Associates Degree in Engineering/Technical field.
• 3+ years of mechanical design experience.
• 3+ years’ experience with selling engineered solutions.
• Intermediate Microsoft Office products user (Word, Excel, PowerPoint, Project, Outlook, etc)
• Experience in construction design is preferred.
• Knowledge of electrical and refrigeration systems is preferred.
• Requires accuracy and ability to work in a fast-paced environment on multiple projects.
• Candidate must be mechanically inclined.
• Ability to read architectural drawings.
• Ability to self-schedule and estimate workloads/deadlines.
• Job may require work on weekends and after hours.
• Job requires some site vis