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Business Development Agent

4 months ago

Lathrop, United States Marina Landscape Full time

Job Description: Business Development Agent

CLASSIFICATION PURPOSE

This exempt job classification is responsible for achieving sales goals related to new landscape construction projections, establishing, and enhancing a proactive and successful team of sales professionals, and developing an infrastructure focused on sustainable company growth; performs other work as required.

ESSENTIAL FUNCTIONS

The examples of functions listed in this job description are representative, but not necessarily exhaustive, of any one position in this job classification. Management may assign other functions not listed herein at its sole discretion.

SALES SKILLS
- Achieves monthly/ YTD/ Annually sales goals, Hit Rate, Gross Profit for Public and Private Construction as set for each year.
- Generates in 30% of bid volume by bringing leads that are not publicly advertised.
- Contacts minimum 10 clients per day to develop close relationship with clients and ability to get works, leads, feedback and last look from clients.
- Ability to get 70% job feedback from clients.

INDUSTRY KNOWLEDGE
- Develops public relations; remains abreast of industry trends; maintains top 50 clients of your assigned market sector and updates complete client’s profile on Marina CRM System.
- Maintains marketing calendar by visiting clients weekly and provides monthly status reports on client’s relationships.
- Responds to client’s Invitation to Bid (ITB) on the same day, if not immediately as it comes in. This is a top priority protocol at Marina.
- Learns and understands industry (Construction, Laws, Regulations, Contract, Trades, Products)
- Attends association and industry conferences.
- Creates awareness through public relations efforts; remains abreast of industry trends by updating minimum 10 clients per month on CRM.

PRODUCT KNOWLEDGE
- Provides excellent service (e.g., accurate, complete, and timely) to clients, work-site partners, and company staff in a courteous and efficient manner.
- Learns and understands how to use MEP, MOST, MBS effectively creates a culture of success and ongoing business and goal achievement.
- Learns and understands Landscape Industry including irrigation, planting and Erosion Control/Hydroseeding

SALES ACTIVITIES
- Tracks and contacts the clients on the ITB for every job throughout the week and immediately after receiving it and forward it to the Bid Scheduler.
- Provides long-range market forecasts and reports by generating and maintaining a marketing calendar for upcoming projects (i.e., Client visits, Events, Association Board Meetings)
- Reviews job with Estimator by providing the scope of work and reviews the scope letter before the bid day.
- Performs daily follow up calls, contacting all clients in the list and gets feedback on all current bidding projects.
- Manages and follow up all open jobs.
- Defines scope of work in the bid transmittal/ monthly follow up until the job is completed.
- Provides turnover complete to project management and contract administrator.
- Secures and negotiates contract until contract is executed.
- Analyzes and generates all sales reports as required to Business Development Manager

COMPETENCIES
- Sales: Maintains and cultivates current client base; develops new business contacts; monitors and increases capture rate; develops and executes an annual sales plan that targets a diverse and profitable portfolio; tracks all proposals, contacts, and leads; conducts sales forecasting; achieves sales goals.
- Business Acumen: Demonstrates operational, conceptual, and financial proficiency with landscape industry topics; generates proposals that achieve gross profit goals; increases revenue, leverages resources, and ensures company success and growth.
- Results Oriented: Maintains focus on outcomes; is proactive and goal oriented; concentrates on meeting objectives, delivering to the required time, cost, and quality; holds performance as more important than process; sets specific, measurable, and relevant goals and takes efficient action to accomplish success.
- Marketing: Increases market share by active participation in trade and professional organizations; plans and executes the marketing plan/calendar; identifies and optimizes business opportunities and associations; develops, communicates and promotes company brand image; conducts market research.
- Negotiating: Can negotiate skillfully in tough situations; settles differences with mínimal dispute; can reach concessions without damaging relationships; can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.
- Customer Service: Consistently exceeds customer expectations; keeps customers well-informed, listens to them attentively, and addresses their concerns; enacts a personal approach to customer service.
- Interpersonal Skills: Treats others with respect, collaboration, and support in such a way that work relationships are improved and moral