Business Development Representative (Hybrid)

Business Development Representative (BDR)
Position Description The Role:
The Business Developer role is a “hunter” position within the sales category. Your mission: find new business and win new business. This role is not about waiting for leads—it's about creating them. While opportunities will come your way, the lion’s share of your success will be determined by your ability to consistently prospect and uncover new sales opportunities in the HOA, Multifamily, and Commercial markets.
The Business Development Representative’s Focus:
• The BDR role requires you to be skillful in the following areas:
o Creating targeted lists of commercial properties that fit the ideal customer profile.
o Making contact with these organizations at the decision-making level, which is typically the Asset/Portfolio Manager. (The onsite contact is usually an influencer but does not have the authority to say yes.)
o Gaining audience with the Asset/Portfolio Manager and identifying and qualifying sales opportunity.
o Establishing business rapport, executing a thorough discovery, doing a comprehensive take-off, and providing accurate & detailed information to the estimator to generate a proposal.
o Delivering the proposal in person, focusing your presentation on the issues and needs of the prospect and gaining agreement.
o Effectively following up when required.
o Overcoming objections and closing the sale.
Mindset:
• You must possess the drive, confidence, discipline and energy to prospect daily. This is the heart and soul of the BDR position.
• The hunting position is challenging and equally exciting. Top performers have learned not to take rejection personally and look at it as just getting closer to landing the next deal. Selling is a numbers game, you must be rejection resistant and not let rejection erode your mental & emotional confidence, your focus or ability to think strategically.
• A high level of energy is needed to execute the required level of weekly prospecting and to create, and maintain, a full pipeline of qualified sales opportunity.
• Of course, top BDR’s enjoy winning. But, more importantly, they hate to lose.
•The bottom line is, the sky’s the limit for you as a BDR, providing you are mentally tough.
Sales Strategies & Tactics Required For Success:
• You will be responsible to schedule your time and sales activities. It is imperative that you are strategic and intelligent when leveraging your most valuable resource, time.
• In addition to creating a list of ideal suspects/targets you will also be responsible to create a network comprised of other professionals that also serve the HOA & Multifamily markets.
• The landscape market is a niche built on relationships. It is also a niche that is often price sensitive. Navigating these two challenges requires the following sales skills:
o The ability to quickly establish rapport, credibility, and trust with other business professionals.
o The business acumen to understand the issues that your decision makers face and the ability to ask relevant questions that probe in these areas. This will expose pain and need, and will support your need to differentiate yourself personally as well as differentiate you from your competition.
o The ability to tell our story, articulate what makes us unique in the market, and avoid being viewed as a “commodity”.
o The effective use of CRM. You must live in CRM if you are to systematically make contact and follow up with suspects in a timely fashion. Using CRM will ensure you’re on top of your game.
• You must be skillful at navigating the org chart within your prospect organizations. Especially when selling to HOAs where decisions are made within a committee.
Required Tasks:
• Represent the company when required at trade shows.
• Participate in strategic associations.
• Collaborate with marketing and coordinate marketing & sales efforts.
• Sell profitable deals. Maintain required margins.
• Respond to all bids as quickly as humanly possible.
Key Performance Indicators You Will be Required to Achieve:
• Weekly outbound prospecting activities.
• Building and maintaining a robust pipeline of qualified sales opportunities that will be in the area of 3 times your monthly quota.
• A closing ratio between 35 – 45% on qualified deals.
• A healthy percentage of deals where you have the portfolio manager involved in your sales process.
• Accurately & consistently entering the required information into CRM.
• Establishing several productive networking partners.
• The timely submission of required reporting documents.
• Achieving your monthly and quarterly quota of new logo sales.
Together you and your sales leader will collaborate to determine the specific metrics that will represent your KPIs.