Title: Business Development Manager
Location: Elk Grove Village, IL or Woodstock, IL
Duration: Permanent Hire
Salary: 150k – 175k (salary commensurate with experience)
Goal:
HVAC commercial sales team, develop and implement sales strategies to grow our HVAC preventive maintenance and service business. Generate sales for new maintenance agreements and achieve your annual sales plan while retaining your contract maintenance base.
The Business Development Manager’s primary responsibility is to:
- Sell $250,000 of HVAC preventative maintenance agreements annually, grow our time and material service business, generate retrofit leads, and maximize retention of maintenance base
- PMA sales include new preventative maintenance agreements sales, annual cost of living adjustment increases, upgrades, and equipment additions to existing maintenance contracts
- Help generate $ 500K – $ 750K time and material service in managing new customer relationships. Note you do not sell this directly but help manage customer success journey once contract is sold, maximizing retention, maintaining long term relationships, and providing excellent customer service with mobilization and onboarding new clients, participating in post meeting to assure fulfillment and execution of contract, assisting in service management review of ABC recommendations, completing client strategic retention reviews, cross selling, referral generation and planned entertainment as budgeted.
- Generate leads for $ 250K – $ 500K in planned unit replacements/retrofits or design build projects
- Develop sales leads and relationships with ideal prospects in industries we serve within our geographical coverage area. Manage marketing and customer sales journey stages including prospect and develop sales leads, set lead, and confirm appointment, qualify prospects with introductory in person or zoom fact-finding exchange, survey mechanical equipment, development of scope and budget solutions, price and prepare of scope and proposal to fulfill client’s needs, presentation and close of preventative maintenance agreements at gross margins of 35% or higher (unless approved by Sales Manager). More detail on ideal prospects includes:
- Ideal prospect titles: VPs and Directors of Facilities, Purchasing Managers Facility Managers, Business Managers, Facility Operations Supervisor, Superintendent, Building Engineer, Owners, Property and Maintenance Manager, and Corporate Director of Facilities
- Industries we serve include healthcare and medical centers, retirement communities and assisted living, distribution and warehouse, manufacturing and industrial, commercial/office, education, municipalities, apartment, and multi-site account locations
- Air-conditioned square footage of Ideal accounts are:
- Minimum: 8,000 square feet or more (20 tons)
- Ideally: 30,000 square foot or more (75 tons)
- Note: 15,000-50,000 square feet (40-140 tons), 50,000-100,000 square feet (140-285 tons) and 100,000 square feet (300 tons plus); Multi-Site locations: 5 or more sites with PM dollar total $10K or greater
- Geographical target area includes Chicago and the following counties: Lake County, Cook County, McHenry County, DuPage County, Kane County, Boone County, Dekalb County Will County
- Set and achieve an activity plan that will produce desired sales results providing updates of activity into Salesforce.
- Utilize Sales Force customer relationship management (CRM) system to manage customer journey stages, maintain competitor data and agreement renewal dates, manage KPI’s, and update fields such as accounts, contact information, competitor insights and opportunities
- Define top 3 vertical markets to pursue. Establish top prospect list and nurture campaigns for all prospects. Seek out “niche market” opportunities, drive continuous “prospect” development.
- Represent us at trade shows and participate in team selling as needed. Become active in relevant business organizations such as BOMA, IFMA, etc.
- Review prospects and schedule “introduction fact finding” visits
- Account Management: Assist with account management activities including onboarding of new accounts with “turnover meeting,” account strategic review visits, negotiating revisions of contracts and contract renewals, terms and conditions, handling of customer issues and needs
- Retain 95% of account base year to year, outside of un-controllable losses (client bankruptcy or insolvency, client departure from space or building). As maintenance base increases schedule and manage strategic account reviews
- Participate directly in the resolution of customer complaints where necessary
- Balance your time between prospecting and networking, managing the relationship with current clients, and delivering sales presentations
- Demonstrate professionalism, integrity, honesty and ethical behavior in all business matters and concerns.
Job Qualifications:
The Business Development Manager’s (BDM) required qualifications include:
- Demonstrated success in developing and closing new business opportunities selling conceptual intangible solutions for multi-site companies in a competitive market
- Exceptional hunting and closing skills
- Ability to overcome resistance and be able to work independently
- Strong questioning, communication, planning, and presentation skills. Comfortable selling to both C-level and technical buyers
- Hard-working, self-starter, ambitious, results oriented, self-motivated
- Five (5) years sales experience and coachability
- Not necessary but helpful – HVAC knowledge
- A tremendous desire to increase earnings within 2 years on a base plus commission plan
- Required Knowledge, Skills, Abilities and Conduct:
- The Business Development Manager’s (BDM) required knowledge, skills and abilities include:
- Proven record of sales proficiency in developing and closing new business opportunities.
- 4-year degree in engineering, technical degree, business, marketing, communications, or a similar related field is desired, but experience in the HVAC industry, or solutions facility services selling helpful
- Solid computer skills in Word, Excel and sales and marketing customer relationship management (CRM) database programs
- Our standard non-compete and non-solicitation agreement must be signed prior to the start date
HVAC Services:
- Preventative Maintenance: Customized scheduled HVAC and inspections to ensure efficient performance, maximize comfort and reduce expense.
- Emergency Repair: Responsive 24/7 customer service to resolve issues expeditiously and rush repairs when equipment fails
- Retrofit: Project managed emergency and planned equipment replacements to correctly select and safely manage turnkey retrofits and new installations.
- Audits: Comprehensive asset inventories, detailed evaluation of equipment operation and repair and/or replace recommendations and budgets.
- New Installation: Reliably installed HVAC equipment with value engineered design build solutions to address changing needs.
- Construction: Detailed modeling, accurate estimating, and quality workmanship to install and project manage HVAC equipment to specs.
Benefits:
Competitive base salary, plus commission
- Auto allowance and gas card, smartphone, laptop computer
- Group health insurance including medical, dental and vision. Other insurance such as Disability or supplemental medical coverage may be available and can be purchased pre-tax through the payroll deduction if approved by the Company. All premiums for these plans are paid 100% by the employee
- 401K with discretionary contributions to the 401(k) annually but are not mandatory.
- Normal and reasonable approved expenses
- Annual Vacation: You will be eligible for two weeks 10 days paid vacation. Vacation hours are earned weekly and cannot be used more than what has been accrued without pre-approval. Vacation must be used in the employment year it was earned and cannot be carried forward without prior approval of your supervisor.
- Holiday and Sick Days: Select holidays will be observed and paid including New Year’s Day, Memorial Day, Independence Day, Labor Day, Thanksgiving Day, and Christmas Day. A maximum of 5 days per year will be paid due to illness.
ESPO Corporation
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