Business Development Representative

Job Description

Job Description

CTL Engineering is an Employee Owned and Operated Company (ESOP), an Equal Opportunity Employer and is a growing company that has celebrated over 99 years of providing quality service to clients. The Employee Stock Ownership Plan (ESOP) is the driving force behind CTL Engineering’s culture of teamwork and success. After just a year of full-time service, employees of CTL can participate in a retirement plan that allocates them stock in the company. This gives each participating employee a vested interest in the company’s success. The result is a culture that promotes work ownership, collaboration, and teamwork. CTL Engineering provides our partners with service, solutions, and relationships that consistently demonstrate excellence in communication, teamwork, and leadership in technology. As an employee of CTL, you will have the opportunity for personal and professional growth and success, seeing the results of your work improve safety, product performance or the favorable outcome of litigation related matters. CTL is frequently ranked in the top 10 engineering firms as rated by Business First. With its offices strategically located in Ohio, Indiana, Kentucky, West Virginia, Virginia, North Carolina and South Carolina, CTL is able to provide quality services over a large geographic area.

General Statement of Duties: Responsible for expanding CTL’s client base. 

• Identifies leads or follows up on leads from Manager in order to develop project/business opportunities. 
• Develops Qualification Statements, Letters of Interest and proposals based on opportunities uncovered or presented. 
• Targets prospective clients to promote CTL services. 
• Develops and maintains long-term relationships with key clients. 
• Researches market trends. Identifies viable clients, programs and markets that align with company goals. 
• Works closely with internal department leads to assist with yearly departmental revenue goals attainment. 

Territory :  Northwest, Northern, Northeast Ohio

Market Focus :  Representative will be responsible for focusing on the following markets but not limited to; Healthcare, Education, Transportation, Water and Wastewater Infrastructure, Aviation, Energy and various Private & Commercial Development opportunities.

Services Focus :  Representative will be responsible for promoting all of CTL’s core services including but not limited to: Geotechnical Engineering, Geophysical Services, Construction Inspection (including Special Inspections), Construction Materials Testing, Environmental Services, Civil Site Design, Building Envelope and Roofing services and other CTL services. 

Client Focus : Local   Municipalities, Airports, Architects, Private Consulting Engineering firms, Developers, Healthcare Networks, Energy Companies, School Corporations, Universities, General Contractors, Construction Managers, State Agencies and other identified entities. 

Compensation : base salary + commission on sales

Duties and Responsibilities:

• Identifies leads or follows up on leads from Manager in order to develop project/business opportunities.
• Develops proposals based on opportunities uncovered or presented.
• Targets prospective clients to promote CTL services.
• Researches potential new proposal/project opportunities. Monitors relevant industry sources for project leads, follows up on leads from sources.
• Tracks and reports all business development opportunities 
• Assists in the preparation of proposals, SOQs, presentations and marketing materials when needed.
• Seeks to understand industry and prospects and integrates into personal planning and goals for success.
• Recognizes and acts on opportunities to increase value to the client 
• Creates strong internal partnership for gathering of data, working through proposal data and getting questions answered for presentations/proposals.

Additional Expectations:

• 3-5 out of office meetings per week
• Ability to generate contract values in excess of 17x’s of base salary
• Creating quarterly and yearly business development plans
• Familiarity with CRM systems and data entry
• Identify client needs and suggest appropriate services to solve problems

  Knowledge:

• Proven Track record of creating and maintaining long-term relationships.
• Proven Track record of identifying needs and challenges and offering solutions to existing and prospective clients
• Proven Track record of creating Business Plans.
• Proven Track record of achieving quarterly and yearly contract and proposal generation goals.
• Strong knowledge of AEC industry.
• Strong network within Central, Western, Northwestern and Southwestern Ohio.
• Knowledge of contract negotiations. 
• Knowledge of financials and revenue implications. 

Skills:

• Excellent phone, writing, and listening skills
• Self-Starter who has the desire to learn and grow
• Strong knowledge of the sales process.
• Relationship building.
• Reliable. 
• Dedicated. 
• Strong follow up skills. 
• Organized. 
• Critical Thinking.
• Creative, out of the box mentality. 
• Fearless.
• Team Player.
• Strong skill in verbal and written and presentation communications. 
• Skill in developing relationships and maintaining a strong network in order to build business. 
• Skill in identifying the right projects for CTL.

Abilities:

• Strong ability to identify client needs and solve problems. 
• Able to create and maintain long-term business relationships.
• Ability to be self motivated. 
• Able to achieve agreed upon contract and proposal generation goals. 
• Ability to negotiate. 
• Ability to develop new business. 
• Ability to maintain long-term business relationships.
• Ability to manage multiple projects at once. 
• Ability to exercise a high degree of independent judgment and professionalism.

  Minimum Qualifications:

• Education:  Bachelor degree in Marketing, Communication, Business Management or equivalent experience and education; 
• Years of Experience: 10+ years of business development and sales in engineering/construction services field in Ohio. 

Benefits:

• CTL Engineering offers a competitive compensation and benefits package including medical, life, and disability insurance, paid time off, an award-winning ESOP ( Employee Stock Ownership Plan ), and a 401K plan.

CTL Engineering provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.