Business Development Manager

Job Description

Job Description

The Business Development Manager identifies new growth opportunities, builds client relationships, and develops strategies to expand a company's market share/revenue within their assigned geography.  The BDM will utilize market research, lead generation, pitching, negotiating deals, and transitioning signed clients to internal Account Manager(s). 

1. Assume direct sales responsibility within assigned geography with a focus on acquiring new commercial business customers in landscape maintenance and snow removal.
2. Collect intelligence on pricing, sales, competition, current clients, prospective clients, and industry trends.
3. Partner with Marketing to review/update all current and planned sales tools including handouts, leave behinds, promotional materials and sales slicks.
4. Create, present and adhere to an agreed-upon strategic sales plan to ensure client’s expectations and GroundMasters goals are met.
5. Utilize tools such as ZoomInfo and CoStar to develop new customer leads (i.e. active research, networking, lead generation, and pipeline management).
6. Record all sales prospecting activity within the company’s CRM (Salesforce) daily to ensure an active and up-to-date pipeline. Utilize all sales related systems and processes.
7. Qualify and subsequently pursue/eliminate opportunities within sales pipeline to ensure only high potential leads are engaged.
8. Ensure an in-depth understanding of all aspects of the company’s services to synchronize alignment to customer’s needs and expectations.
9. Ability to analyze extensive RFP documentation, identify areas of concern and provide recommendations to be reviewed with Senior Management prior to bidding.
10. Assist in the preparation of presentation materials for more involved bids and RFPs.
11. Partner with General Managers on job costing/final bids to ensure alignment and ability to achieve job productivity levels and margin goals.
12. Manage transition process of all newly signed customers to Account Manager(s) with clear deliverables around any missing data or information.
13. Assist in upselling or enhancement recommendations to existing clients as requested.
14. Provide weekly reporting on CRM pipeline management versus goals by service type to illustrate progress and current execution/success levels.
15. Maintain superior levels of client communication with proactive outreach to achieve company established client satisfaction levels.
16. Plan, coordinate, and execute client entertainment events/activities to help facilitate sales goals and meet annual company sales/profitability objectives.
17. Review and follow up on all customer service feedback.  Work with Account Manager(s) and General Manager if a corrective action plan is needed.
18. Partner with Operations and other departments year-round to ensure the highest level of customer satisfaction.
19. Control expenses to meet budget guidelines.
20. Adhere to all company policies, procedures, and business ethic codes.

• High school diploma or G.E.D. equivalent required.  Bachelor’s degree in related field preferred.
• Experience with alignment across all functions of the organization.
• Must have prior industry experience in landscaping/snow removal sales.
• Strong working knowledge of Salesforce CRM or equivalent client management tool.
• Proficiency with ZoomInfo and CoStar or an ability to exhibit comparable success with another lead generation program.
• Ability to perform take-offs and prepare bid documents specific to landscape, snow removal and ice control services.
• Well-developed sales skills with the ability to illustrate a successful track record of meeting/exceeding sales goals through continuous personal improvement.
• Technologically proficient with an ability to utilize PC and phone interchangeably to update sales CRM and managing daily sales prospect routing.
• Research and adaptation of AI tools into selling process a plus.
• Excellent communication, time management, and organizational skills
• Proficient in Microsoft Office (i.e. Word, Excel, PowerPoint, Outlook)
• Highly flexible and adapts well to rapidly changing environment.
• Ability to multi-task and work with pressures of deadlines.
• Strong value system (i.e. integrity, honesty)
• Ability to work with General Manager, Operations Team, Vice President of Sales, and Senior Leadership.
• Must have a valid driver license 
• Proficient in use of general office equipment (fax and copy machine)

• Competitive salary based on experience
• Medical and dental insurance benefits
• Company-sponsored Group Term Life & Short-Term Disability insurance
• 401k retirement plan with company match
• Paid vacation and holidays

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