Business Development Agent (Nor. Cal)

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

• Utilizes computer skills, information technology, and MS Office applications effectively; and
• 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 minimal 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 morale is increased; is approachable; has effective communication skills.

EDUCATION/EXPERIENCE

An example of the preferred education, training, and/or experience that demonstrates possession of the knowledge, skills, and competencies for this position includes at least three (3) years of professional sales, marketing, and business experience similar to that presented above.

ESSENTIAL PHYSICAL CHARACTERISTICS

The physical characteristics described here are representative of those that must be met by an employee to successfully perform the functions required by this job classification. Reasonable accommodation may be made to enable an individual with qualified disabilities to perform the functions of this job classification, on a case-by-case basis.

Regularly stand, walk, or crouch on narrow and/or slippery surfaces; stoop, kneel, bend to pick up or move objects; walk for long distances and on sloped ground and uneven surfaces; move, lift, and carry objects weighing up to 50 pounds; normal manual dexterity and hand-eye coordination; corrected hearing and vision to normal range.

SPECIAL NOTES, LICENSES AND CERTIFICATIONS

Pre-employment: Incumbents must sign the Sales Commission Agreement and the Confidentiality, Non-disclosure, and Confidentiality Agreement prior to their first day on the job.

License: Incumbents are required to possess a valid California driver’s license.

Language: English communication skills are required of this job classification.

Certifications: No certifications are required of this position.

Working Conditions: Work is predominately outdoors, exposed to varying temperatures, weather conditions, and noise levels; exposure to dust, pesticides, herbicides, grease, oils, dust, fumes, and electrical currents.

Background Investigation: Incumbents must have a reputation for honesty and trustworthiness. Misdemeanor and/or felony convictions may be disqualifying depending on type, number, severity, and recency. Prior to appointment, candidates may be subject to a background investigation and/or drug test.

Introductory Period: Incumbents appointed to this job classification serve an introductory period of three months.

Marina Landscape, Inc. provides a family atmosphere where each of its team members are valued, and their ideas heard. Marina Landscape is 100% employee-owned, our employees share as the company grows and prospers. Join Marina Landscape, Inc. and become an owner!

KEY PERFORMANCE INDICATORS

The Key Performance Indicators for this position will be specified at the time of appointment.