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Business Development - National Accounts
Open, USABusiness Development Manager
Primary Focus:
Identify and develop new turnkey lighting project business with national and regional accounts that have multi-facility footprints.
Responsibilities:
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
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