Business Developer

Overview: The Business Developer (“BD”) is responsible for Commercial Landscape Management sales in his/her assigned territories and the surrounding areas. Fulfillment of the primary responsibilities outlined below will assure timely submission of full-service landscape management proposals that are responsive to client needs, well-documented, and have been developed to achieve a target level of profitable performance when performed. The BD reports directly to the Business Development Manager and works closely with them in fulfillment of these duties.


COMMERCIAL LANDSCAPE MANAGEMENT SALES

1. Develop and maintain critical information regarding potential Landscape Maintenance targets for the regions served. Develop community and industry networks through active participation in related associations. Track related information on all opportunities. 
2. Work with the Business Development Manager to sell in defined target markets, client types, and geographic regions that match the company’s strategy and strengths. 
3. Cultivate close relationships with major prospects to create confidence and generate viable opportunities. Clients may include: 
   1. Commercial Properties 
   2. Industrial Properties 
   3. Retail Properties 
   4. Homeowners Associations 
   5. Governmental Entities 
4. Evaluate sources and utilize a variety of methods for generating leads, including existing clients and referrals, targeted cold calling, targeted cold calling in person, trade associations, networking groups, and web-based marketing (e.g. LinkedIn Sales Navigator), etc. 
5. Track lead sources in designated software/programs and pursue those that yield the highest probability of “wins.”

MEET AND EXCEED ALL NEW BUSINESS DEVELOPMENT SALES/FINANCIAL OBJECTIVES 

1. Meet and exceed all established New Business Development sales goals 
2. Meet and exceed all profitability performance goals (at the targeted level) 
3. Effectively and efficiently manage the established New Business Development function to achieve all budget objectives 
4. Meet and exceed all key new business development sales activity goals/objectives jointly established with the Director of Landscape Maintenance : 
   1. Weekly/monthly cold calling goals/objectives with new potential clients 
   2. Number of email contacts with new potential clients 
   3. Other key relationship building activities ( e.g. face to face contacts) 
   4. Number of proposals generated 
   5. Dollar value and profitability of proposals generated 

LANDSCAPE MANAGEMENT ESTIMATING 

1. Conduct documented Customer Qualification Matrix with clients to determine the appropriate service types, frequencies and performance specifications that will fulfill their expectations. 
2. Generate field measurement take-offs. Solicit advice/assistance from the Business Development Manager and Account /Operations Manager(s) to effectively compile comprehensive project data. 
3. Enter field measurement take-offs into the designated estimating model. 
4. Facilitate a production review with the Business Development Manager and adjust Aspire estimating model inputs as required. Finalize estimate for approval by the Business Development Manager before any proposal is submitted to the client. 
5. Implement transfer of information to Aspire for generation of the proposal and CRM add. 

CLIENT BID PRESENTATION / CONTRACT DEVELOPMENT 

1. Review proposals with the Business Development Manage and, in some instances, the Owner, paying special attention to accuracy and detail. 
2. Build a proposal packet and include the appropriate collateral marketing material. 
3. Determine the optimal method for proposal presentation, always striving for “face to face” conversations to fully explain services to be provided and answer client questions. Need to be available for RFP walks, sidewalks, zoom calls and board meetings to encourage contract approvals. 
4. After the presentation, follow-up at appropriate intervals, tracking activity in Aspire, until a decision is made by the client. 
5. Review contract documentation for each project that is won. Consult with the Business Development Manager, and/or Owner as needed. 
6. If a proposed contract is lost, follow-up with potential clients to determine rationale behind the decision, and input relevant information into Aspire. 

FACILITATION OF PROJECT START-UP AND/OR TRANSITION 

1. Once each won project is “handed-off” to field operations (i.e. turn over all pertinent site specific information, including maps, property lines, irrigation information, etc), remain involved as a resource person, client contact if needed, 
2. If appropriate, identify opportunities to offer and sell up-front enhancements on client properties. Remain available as a resource for the assigned Account Manager with potential known enhancement opportunities determined during presale conversations with the client or any other aid needed. Realize that, once the sale is done, the work has just begun. 
3. Facilitate an introduction of Landscape Management operations staff to appropriate client contacts for every project sold. Proactively ensure that there are no gaps in service and that the company has every opportunity to sustain a long-term business relationship. 

CLIENT RELATIONS AND SERVICE 

1. Recognizing that establishing strong long-term relationships is vital for the strength of the company’s business, all activities and communication with clients must be handled in a responsive manner. Personal follow-up is often required and always appreciated by clients. All key client sales interactions must be captured in Aspire. 
2. Clients must be updated on the status of proposals being developed, both verbally and with periodic written updates and confirmations as circumstances dictate. Examples include: 
   1. Landscape Management Service Proposals and diligent follow-ups while proposals are pending 
   2. Additional Services 
   3. Enhancements 
3. BD should remain engaged with all new clients post-sale. While field management is responsible for informing clients of any situation that affects ongoing property maintenance, timely completion of services, or that otherwise might negatively impact their investment (ex. - safety concerns, weather extremes, site issues, etc.), it is important to also stay abreast of such matters and to serve as an advocate for the client when appropriate. The BD should assist the operations team in communicating with clients as needed. 

CONSISTENT QUALITY CONTROL 

1. Consistent performance of high quality work and crystal clear communication are keys to building and maintaining sustainable relationships with our clients; regular activities include: 
2. Regular participation in monthly staff meetings to keep abreast of operational activity and status, and provide feedback based upon personal observation and communication from clients. 

PROFESSIONAL DEVELOPMENT 

1. Set goals, ensure that they are realistic, attainable, and measurable; write them down and track results in Aspire or other tools. 
2. Pursue personal and professional development through continuing education and industry certifications.

OTHER 

1. Willingly participate with others on the team to coordinate and carry out activities that will benefit team members and the company.
2. Perform other such duties as assigned by senior management.
   
   

Position Overview

• Highlights: Work/Life Balance, High Performance Work Culture

• Schedule: Full Time M-F 8 hour shift

• Compensation: $100,000 to $130,000 - Base salary plus commission

• Benefits: Group Medical, Dental, Vision insurance, 401K plan, Paid Vacation, Holidays, and Sick Time