[Remote] Business Development Representative

Note: The job is a remote job and is open to candidates in USA. 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 through consultative sales and relationship building with key stakeholders.ResponsibilitiesEffectively 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 referralsUses multiple communication avenues (phone, email, LinkedIn, etc.) to build awareness and connect with potential prospectsEffectively researches general contractors, architects and companies to spark a valuable conversation with key stakeholders to get in the doorGenerates interest with key stakeholders to procure discovery conversations or meetings at multiple levels throughout the organizationGathers 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 opportunitiesIdentifies which clients are not a fit for Axiom based on ideal client criteriaAttend industry events, trade shows, and architecture conferences (e.g. AIA conferences)Join local and national industry associationsSchedule introductory meetings to understand general contractor, architect’s or prospects’ needs and challengesProvide lunch-and-learn sessions to educate general contractors, architects on engineering innovations, materials, or sustainability trends. Share case studies and past experienceProvide marketing with suggested content for blog postsRegularly check in with prospective partners (general contractors, architects owners’ reps, etc.) via calls, emails, or in-person visits to stay top-of-mindSend congratulatory messages on completed projects, awards, new hires, milestones, etcIdentify mutual referral opportunities where both firms can recommend each other to clientsAsks for introductions and leverage referralsSupports Axiom leadership when they present at events, generating interest and attendance, meeting with prospects and actively following up to generate opportunitiesDiligent and proactive following up and staying connected with key networking partners and prospectsDevelop a collaborative working relationship with Axiom partnersWorks with Team Leads to help penetrate targeted clients for additional projects within existing and new divisions of the clientProvides marketplace feedback to inform collateral, case studies, website updates, and thought leadership topicsPartners closely with structural engineers, BIM specialists, and project leads to understand technical capabilities and translate them into compelling value propositions for clientsFacilitates internal knowledge sharing so BD efforts reflect current engineering innovations, delivery models, and project lessons learnedCoordinates technical staff participation in discovery calls, proposal development, lunch-and-learns, and client presentationsAsks 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 solutionDifferentiates Axiom from competitors by identifying key areas that are important to the prospectIdentifies opportunities for long term continuous projects that will drive efficiencies for the clientBegins building strategic relationships within targeted accountsIn 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 solutionsDemonstrates general business acumen and understanding of how client businesses operate, the challenges they face and how Axiom’s solutions and services impact their businessExecutes 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 goalsProactively communicates unexpected increases or decreases from new or lost opportunitiesSubmits forecasts and pipeline reports to manager on a timely basisCreates and manages client capture plansKeeps informed and communicates market trendsManages and progresses a qualified pipeline of opportunities by prioritizing opportunitiesFocuses activities on the best prospectsManages customer data and opportunities in CRM on a regular basisSkillsPrefer at least 3-5 years sales experienceDemonstrated success meeting sales goals and growing salesExperience in the construction or A/E/C industry requiredUnderstands how clients identify and select subcontractors for use in projectsWorking knowledge of CRM systemKnowledge of general networkingProficiency in Microsoft Office Suite is requiredBenefitsGain invaluable industry experience and practical engineering skills.Work with a diverse team of professionals, fostering network opportunities.Access to mentorship and guidance from experienced engineers.Competitive compensation package.Company OverviewSalas O'Brien is a national leading Facilities Planning, Commissioning, Construction Management and Mechanical, Electrical. It was founded in 1975, and is headquartered in Irvine, California, USA, with a workforce of 1001-5000 employees. Its website is http://www.salasobrien.com/about/.