Business Development Representative

Salas O’Brien is an employee-owned engineering and professional services firm focused on achieving impact for clients and the world. As a Business Development Representative, you will help clients solve complex problems in the built environment while driving growth for the company, focusing on building long-term relationships and educating prospects about Axiom's services.

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:

• 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