Business Development Manager - Houston, United States - Merit Landscape Solutions

Description

Overview:

The Business Development Manager (BDM) is a key team member of Merit Landscape Solutions success. BDD's are a true hunter, responsible for growing commercial landscape maintenance contracts within their designated territories.

BDM's are exclusively responsible for all aspects of outside sales including relationship targeting, prospecting, and sales opportunity development, while working in Merit's defined sales strategy and client verticals.

BDM's work in collaboration with market and branch leadership for target qualification, area assessment needs and relationship alignments to ensure best outcomes for all stakeholders.

BDM's are expected to actively participate in associations, memberships events and tradeshows professionally representing Merit Service Solutions. (BOMA, IREM, IFMA, CAI, Etc.)


COMMERCIAL LANDSCAPE MANAGEMENT SALES

Sales Process

• Create detailed annual sales plan to aid in achieving annual individual sales goals
• Follow the Merit sales process as it's designed.
• Evaluate all new prospects according to the Ideal Customer Profile (ICP) for each market segment.

This includes, but is not limited to:
education, government, hospitality, planned communities, and retail spaces.

• Secure first appointments each week with influencers or key decisionmakers, whether in person or via video conference
• Qualify each prospect based on the Merit needs assessment and qualification standards
• Utilize Aspire CRM to document and track related information on all opportunities at all pipeline stages.

Landscape Management Estimating

• Collect property and service data and validate field measurement takeoffs for proposal development.
• Enter / verify field measurement takeoffs into Aspire.
• Coordinate with Operations for a production review of the property.
• Make adjustments to estimate(s) based on production review results.
• Secure Branch Manager and/or Senior Leadership approval for all estimates.

Client Proposal Presentation / Contract Development

• Review large or complex proposals with the leadership (Branch Manager, VP of Ops)
• Build and upload proposal packet, including the appropriate collateral marketing material.
• Present all proposals face to face with the prospect.
• If proposed contract is lost, followup with client to determine rationale behind the decision, and record relevant information into Aspire.

Facilitation of Project Start-up and/or Transition

• Follow the Merit handoff process for transitioning the new client to the field operations team.
• Provide the Account Manager will all relevant information needed to conduct a new Client Service Conversation, according to HeartLand standards.
• Create a touchpoint with new clients within the first 90 days of service.

Skills

• Competency working with the full Microsoft suite of products, including Office 365, Teams, Outlook, Word, Excel and PowerPoint
• Effective use of CRM Software and other technology tools
• Professional, personal presentation ability

Qualifications

• Preferably 3+ years experience in a consultative, strategic sales process
• Experience in the service industry selling large value commercial contracts
• Commercial real estate desired, but not required
• Local market knowledge, established credibility and existing network is strongly preferred
• Valid divers license
• Reliable transportation
• US Citizen or documentation to work without sponsorship

Benefits

• Salary + commission structure
• Full suite of health benefits
• 401k with safe harbor match/vesting
• Paid Time Off + paid holidays
• Company technology package of laptop and cell phone
• Fun, family oriented culture
• Company technology package consisting of: Vehicle allowance with mileage reimbursement, laptop, and option for a company phone if you decide to use your personal cell phone, you will receive a $45 monthly reimbursement.