Business Development Manager, Tustin Group

Job Summary

The main functions of this position are sales leadership and management of a dynamic sales team of salespeople with aggressive annual sales goals. This position requires skills in sales, sales management, developing sales strategies, delivering high sales activity levels, delivering sales presentations, and meeting the company’s financial sales goals and growth.

Job Responsibilities

• Develop and execute a strategic sales plan to achieve sales targets and expand our market presence in commercial service agreements and equipment replacement projects.
• Driving company growth through developing customer relationships with new and current customers
• Provide leadership and guidance to the sales team, setting clear objectives, and motivating team members to achieve their goals.
• Monitor sales performance metrics and KPIs, identifying areas for improvement and implementing corrective actions as needed.
• Coach and mentor the sales team to enhance their selling skills, and industry knowledge so that your team has the knowledge, skills, tools, and support to grow and excel.
• Conduct regular sales performance reviews and provide constructive feedback as needed to ensure individual and team success.
• Build and maintain strong relationships with key customers, including property managers, facility directors, and business owners.
• Collaborate with the operations teams to ensure seamless delivery of services and customer satisfaction.
• Identify and pursue new business opportunities through prospecting, networking, and relationship building.
• Work closely with the marketing team to develop effective sales strategies, and promotional campaigns.
• Prepare and present proposals, bids, and contracts to prospective customers.
• Negotiate terms and conditions of agreements, ensuring profitability and alignment with company policies.
• Stay updated on industry trends, market conditions, and competitor activities.
• Always represent the company in a positive and professional manner.
• Follow and adhere to the company established sales training, strategies, and processes.
• Identify new potential clients and opportunities that align with our Ideal Prospect Profile.
• Utilize company cold calling scripts to roleplay and coach sales reps on how to effectively book appointments and overcome objections.
• Determine the prospective customer’s needs and develop a sales strategy for each new opportunity.
• Deliver effective sales presentations that accurately demonstrate all our services and capabilities.
• Effectively present new agreements, answer questions and overcome objections to secure the sale.
• Ensure that your team is maintaining up to date and accurate sales activities and notes in the company CRM.
• Respond to all potential customer needs in a timely and professional manner.
• Maintain a professional and positive business relationship with all office personnel.
• Be on time for all work-related activities, scheduled meetings, presentations, etc.
• Perform other duties and tasks as directed by management.

Job Requirements

• Valid drivers license and clean driving record.
• High School degree and specific job-related experience.
• 10+ years of sales/sales leadership experience
• Successful at coaching and developing people
• Strong understanding of how to proactively manage a sales funnel and track sales activity
• Embodiment of Company Purpose and Core Values
• A critical thinker and problem-solver with a growth mindset
• Ability to travel within the assigned sales territory as needed, this may require overnights.
• Excellent verbal and written communication skills.
• Proficient computer skills and use of software platforms, Business systems, Microsoft word, excel, PowerPoint, Teams, zoom and shared cloud-based drives.
• Ability to traverse uneven surfaces and climb ladders.
• Self-motivated, confident, independent, and organized.
• Possess a positive attitude, energy, and enthusiasm to drive sales and company growth.
• Strong interpersonal skills with the ability to work in conjunction with clients and other team members.
• Ability to do presentations in front of owners and key decision makers.
• Must be able to efficiently multi-task and problem solve as required.
• Ability to work in a fast-paced environment.

Job Skills

• Negotiating and objection overcoming
• Time management and organizational
• Prospecting and appointment setting
• Motivated and goal driven
• Strong interpersonal and Presentation skills
• Tenacity and resilience
• Willingness to learn and coachability