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Business Development - National Accounts

Open, USA
Business Development Manager
Primary Focus:  
Identify and develop new turnkey lighting project business with national and regional accounts that have multi-facility footprints.
  1. Prospect for new customers, which includes:
  • Identifying prospects that meet target national account criteria in the multi-site retail, commercial, and industrial space.
  1. 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.
  1. 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

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