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Senior Business Development Representative

2 months ago

Houston, United States Cherry Coatings Full time

About the Job


Cherry Coatings is an innovator and pioneer in advanced techniques for a wide variety of commercial projects. Specializing in Architectural Coatings, Shop Coatings, and Floor Coatings, we are committed to delivering beyond expectations.


Purpose of the role:

Improve Cherry Coating's market position, drive sustainable financial growth, forge strong relationships with clients, improve project forecasting, and sustain and improve pricing margin.


New Business Development / Client Retention – 50%:

  • Develop a strategic plan aligned with Cherry's customer targets.
  • Plan approaches and pitches, project size, and timing fit.
  • Meet potential clients by growing, maintaining, and leveraging your network.
  • Set up meetings between client decision-makers and Cherry principals where appropriate.
  • Participate in pricing/bid preparation of strategic projects; ensure focused follow-up & closure.
  • Work with PM staff to ensure that prerequisites (like prequalification or getting on a bid list) are fulfilled in a timely manner.
  • Attend Pre-Construction meetings; relay commitments to PM including FM where appropriate
  • Attend large project scope reviews and help close the deal
  • Partner with our core customers to maximize our ability to land the best projects for our strategic business offerings.
  • Participate in client charity opportunities to develop the relationship.
  • Improve overall margin on bid projects
  • Work with PMs and other internal colleagues to meet customer needs.
  • Make sure your clients are serviced, follow up
  • Arrange and participate in internal and external client connects


Bid Management – 40%:

  • Work hand in hand with Estimators, helping close deals at a maximum price
  • Go to scope reviews to help close deals
  • Estimate when needed to help the team


Team Morale/Culture – 10%:

  • Communicate team wins
  • Improve team cohesion between divisions



Core Skills:


Required:

  • Prior sales experience within the construction industry (commercial paint/coatings, commercial flooring, waterproofing, landscaping, property management etc...)


Key:

  • Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.
  • Leverage solid knowledge of our two core business segments, paint and floor coatings, and speak on both with confidence
  • Align with the leadership and staff of the units you support. Ensure you are clear on WIP, PM workload, Backlog, & Manpower to assist in a realistic approach to new job planning.
  • Track & submit weekly estimate log, report on progress ensure data is accurate.
  • Ensure all team members represent Cherry Coatings in the best light; polished & professional image.
  • Present business development training and mentoring to new PM’s & FM’s
  • Research and develop a thorough understanding of the company’s people and capabilities.
  • Attend Pre-Construction meetings; relay commitments to the operations team
  • Ensure client satisfaction follows throughout the project
  • Ensure project profitability by utilizing your relationship to gain more opportunities on current projects
  • Maintain the Same Day Response and sense of urgency with respect to Text/Phone/Email communications both customer and internal
  • Handle objections by clarifying, emphasizing agreements, and working through differences to a positive conclusion. Use a variety of styles to persuade or negotiate appropriately.


Other Skills and Qualifications:

  • Networking
  • Persuasion
  • Prospecting
  • Public Speaking
  • Research
  • Writing
  • Closing Skills
  • Motivation for Sales
  • Prospecting Skills
  • Sales Planning
  • Identification of Customer Needs and Challenges
  • Territory Management
  • Market Knowledge
  • Meeting Sales Goals
  • Professionalism
  • CRM
  • Microsoft Office