Audio Visual Business Development Manager

Job Description

Must have heavy Audio Visual experience.

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We are seeking an experienced Commercial AV Sales Executive to develop and close commercial audio/video and technology projects for businesses, organizations, and institutions that value exceptional quality, craftsmanship, and a white-glove customer experience. This is a relationship-driven B2B sales role focused on identifying new opportunities, developing long-term client relationships, and managing complex sales cycles involving multiple decision-makers.

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We are not looking for someone who competes primarily on price. The right candidate knows how to sell based on trust, expertise, quality, service, and long-term value . Success in this role requires strong prospecting skills, disciplined pipeline management, technical aptitude, accurate project scoping, professional proposal presentation, and close collaboration with Design/Engineering and Operations. This is a growth-focused position with the opportunity to make a significant impact on our commercial business.

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What You'll Do

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Develop New Commercial Business

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• Prospect and generate new commercial AV opportunities.
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• Build relationships with business owners, facility managers, IT leaders, general contractors, architects, developers, and other corporate decision-makers.
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• Develop referral, networking, and strategic partner relationships.
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• Maintain a healthy, qualified sales pipeline.
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• Identify strong-fit opportunities and confidently disqualify projects that are not a match.
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• Participate in networking events, industry associations, and business-development activities.
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Manage the B2B Sales Process

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• Lead discovery meetings to understand client goals, challenges, budgets, timelines, and technical requirements.
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• Identify key stakeholders and understand the customer's decision-making process.
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• Guide opportunities through a structured sales process from qualification through close.
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• Maintain consistent follow-up throughout longer sales cycles.
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• Keep CRM records, activities, opportunities, and forecasts accurate and current.
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• Participate in weekly sales meetings and pipeline reviews.
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Develop & Present Solutions

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• Collaborate closely with Design/Engineering to develop the right solution for each client.
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• Ensure project scope, equipment, labor, and expectations are accurately defined before proposals are presented.
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• Prepare and professionally present proposals to clients.
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• Clearly communicate the value of premium AV solutions and a white-glove service experience.
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• Manage revisions and client requests while protecting project scope and profitability.
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• Document changes clearly throughout the sales process.
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Protect Margin & Project Quality

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• Meet or exceed assigned commercial sales goals.
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• Maintain healthy gross margins on projects.
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• Follow established approval processes for discounts and pricing adjustments.
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• Avoid under-scoped or incomplete proposals.
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• Balance winning the project with ensuring it can be successfully delivered.
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Create a Clean Handoff

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• Provide complete and accurate project documentation to Operations.
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• Confirm scope and expectations before project kickoff.
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• Participate in project transition meetings.
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• Communicate important client expectations and commitments to the delivery team.
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• Help minimize change orders, rework, and project issues caused by incomplete sales information.
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What Success Looks Like

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You will be successful in this role when you consistently:

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• Achieve or exceed commercial sales targets.
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• Maintain targeted gross margins.
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• Build and maintain approximately 3x qualified pipeline coverage .
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• Maintain forecast accuracy within approximately ±10% .
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• Generate new opportunities through proactive prospecting and relationship development.
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• Close a strong percentage of properly qualified opportunities.
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• Deliver accurate scopes and clean project handoffs.
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• Build trusted, long-term relationships with clients.
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• Create an exceptional customer experience throughout the sales process.
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Qualifications

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• 3+ years of B2B sales experience , preferably in commercial or residential AV
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• Demonstrated success developing new business and building relationships from scratch.
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• Experience managing longer, multi-stakeholder B2B sales cycles.
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• Strong understanding of commercial AV technologies and the ability to confidently discuss technical solutions with clients.
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• Strong written, verbal, presentation, and interpersonal communication skills.
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• Understanding of pricing, gross margin, project scope, and profitability.
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• Experience working with CRM platforms; Pipedrive experience is a plus .
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• Strong organizational skills and attention to detail.
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• Ability to collaborate effectively with Design/Engineering, Operations, Marketing, and leadership.
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• High emotional intelligence and the ability to build credibility with sophisticated commercial clients.
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Who We're Looking For

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The ideal candidate is:

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• A proactive hunter who enjoys developing new relationships and opportunities.
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• Structured, organized, and disciplined about pipeline management.
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• Comfortable discussing both business objectives and technical solutions.
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• Consultative rather than transactional.
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• Confident working with executives, technical teams, contractors, architects, and other stakeholders.
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• Protective of margin and thoughtful about which opportunities to pursue.
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• Persistent without being pushy.
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• Comfortable managing long sales cycles without losing momentum.
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• Accountable for their numbers and results.
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• Professional in every client interaction.
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• Motivated by delivering exceptional work rather than simply getting a deal across the finish line.
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Our Core Values

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Our culture is built around five principles:

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WE ALL WIN- We work as one team, share ideas, support each other, and win together.

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NO BS- We are straightforward, honest, and accountable. No excuses and no spin.

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THE BRIGHT SIDE- We approach challenges with a solutions mindset, a can-do attitude, and positive energy.

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BE A PRO- We show up prepared, follow through on our commitments, and represent the organization with pride.

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GOOD ENOUGH SUCKS- We pursue exceptional work because "just okay" isn't the standard.

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If these values resonate with you and you're excited about building relationships, solving complex technology challenges, and growing a commercial AV business, we'd love to hear from you.