Business Development Manager Primary Focus: Identify and develop new turnkey lighting project business with national and regional accounts that have multi-facility footprints. Responsibilities:
Prospect for new customers, which includes:
Identifying prospects that meet target national account criteria in the multi-site retail, commercial, and industrial space.
Identify and qualify project opportunities with new prospects, which includes:
Developing a thorough understanding of prospect short-term and long-term objectives and needs as learned through discussions with prospect’s corporate and decentralized facility, energy, and executive management teams.
Communicating capabilities to address prospect needs and objectives and influence their lighting/energy strategies.
Confirming mutual alignment between prospect needs and expectations and Company’s capabilities in the areas of scope of work, implementation model, timeline, and financial criteria.
Identifying concerns and potential competitors while differentiating Company’s solutions based on prospect strategy and needs.
Determining prospect key decision makers, financial budget, timing requirements and other pertinent decision criteria.
Securing project approval, which includes:
Addressing prospect questions regarding proposed project and outcomes.
Negotiating final terms (financial, light levels, performance, and payment) of project and obtaining customer agreement to proceed with project.
Weekly Activity Mapping: 60% Lead Generation – Networking/Cold Calling/Email 30% Schedule and proposal presentations/Follow up on proposal 5% Maintain CRM 5% Expense/Administrative tasks