Business Development Representative

Salas O’Brien is an employee-owned engineering and professional services firm focused on achieving impact for clients. As a Business Development Representative, you will help clients solve complex problems in the built environment while driving growth for the company through consultative sales and relationship building.

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

Requirements:

• 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