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This is an opportunity to work for a closely held company that is developing market share and growth in several regions in the GTA West. Our company specializes in providing comprehensive facility maintenance services of landscape maintenance, landscape enhancements and snow removal to commercial and industrial clients. Garden Grove is led by ownership with decades of experience in managing, and developing enterprise-level facility management services to top tier organizations.
The primary role of the Business Developer is to prospect for new clients by networking, cold calling, marketing or other means of generating interest from potential clients.
- Works closely with an assigned sales manager and pursue business opportunities within established markets
- Develop solutions and perform presentations. Work with our team to develop proposals that get to the root of the clients' needs, addresses their concerns and achieves their objectives.
- Participate in pricing the solution/service.
- Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion. Use a variety of styles to persuade or negotiate appropriately.
- Responsible for providing general account management to assigned customer accounts including sales presentations, customer service, and contract renewals
- Works closely with the operations team operating in the assigned market
- Reports to Vice President / General Manager
Essential duties and responsibilities include the following:
PROSPECT DEVELOPMENT
- Actively markets and performs cold calls to generate interest in our service lines
- Is proficient in networking and diligently seeks and follows up on earned referrals
- Manages the development of a comprehensive sales plan
- Establish sales goals for existing contract clients and non-contract clients on an individual basis
- Actively promotes the brand and brand messaging on social media platforms
- Reviews service contracts yearly together with General Manager to establish the percent of increase if necessary
- Ensure all company policies and systems are in full use
- Works closely with Estimators and Project Managers to create estimates for various projects and opportunities
- Obtains approval for estimates and converts them to proposals for delivery
- Present proposals to clients or prospect clients
- Tracks all activity in the CRM module of the company operating system, Aspire
- Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
- Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels.
- Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
- Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.
ACCOUNT MANAGEMENT
This role manages customer satisfaction at a high level. Account Executives and Operations Supervisors provide day-to-day support to our clients, under the oversight of the General Manager.
- Serves as the point of contact for assigned client accounts
- Liaises between client and operations, accounting, and senior management
- Follows up on all requests in a very timely manner
- Entertains clients following established professional guidelines
- Establishes and maintains a log of client contact in the company operating system
- Oversees client surveys and professionally responds to feedback
- Participates in local client-driven activities i.e. operational meetings, meet & greets, lunch & learn
FINANCIAL
- Responsible to collaborate and furnish the Sales Manager with appropriate, sales forecasting, budgets vs actual
- Responsible to manage accounts receivables that cannot be collected through traditional accounting methods for assigned client accounts
- Works with operations team to audit job productivity performance using the company operating system Aspire, budget vs actual to determine price increases as applicable, and verify if acceptable profit margins are being met
QUALIFICATION HIGHLIGHTS:
- Over 5 years of successful B2B sales or Business Development experience.
- Leading producer in sales generation with a proven track record of success in exceeding sales quotas.
- Expertise in relationship and solution-based sales approaches in understanding and meeting client’s needs.
- Skilled in developing and implementing marketing strategies to drive revenue growth through innovative ideas.
- Experienced with successful sales presentations, contract negotiations, and budget management.
- Adept at conducting a total office call and building rapport with all key staff, decision makers, and influencers.
- Successful in establishing, developing, and executing on company objectives and surpassing targeted goals.
- Strong business/sales acumen, excellent communication, negotiation, and problem solving skills.
- Ability to influence, plan, implement, and manage at strategic and operational levels to drive revenue growth.
- Works well individually and collaboratively, to tactfully market products to prospective and existing clients.
- Results-driven, strategic, motivated, conscientious, diligent, organized, innovative, and a self-starter.
KEY COMPETENCIES:
Business to Business Sales • Excellent Communication Skills • Business Development • Contract Negotiation • Consultative Sales • Solution Based Selling • Total Office Call • Prospecting/Cold Calling • Marketing Management • Event Planning • CRM • MS Office • Strong Computer Skills • Analytical Decision Making Ability • Problem Solver • Organized Self Starter • Ability to Create Relationships • Presentations
INDLP
