Business Development Executive - National Sales

Leo Facilities Maintenance•Exton, PA

11d•$115,000 - $120,000

About The Position

The Business Development Executive – National Sales is responsible for winning net-new national and multi-location enterprise clients for Caliber Service Management. The role owns a self-sourced sales pipeline from initial outreach through signed contract across assigned national accounts and verticals, and is measured on new-logo revenue. After closing, the executive hands the account to Operations and Account Management, remains involved through onboarding for the first 90 days, and then focuses on new prospects. Ongoing account growth and expansion are owned by Account Management. Caliber provides site maintenance and infrastructure solutions to critical and high-performing facilities in sectors including industrials, utility and telecom, retail, healthcare, commercial real estate, and industrial outdoor storage. Services include landscaping, snow removal, construction, stormwater management, property enhancement, and project management. The position involves a consistent Monday-to-Friday schedule, typically during standard office hours, with overtime potentially necessary or required. Extensive contact with people is expected, and travel of more than 60% may be required. The work environment is indoors, with sufficient noise and possible temperature changes. Physical demands include sedentary/light work and lifting up to 10 pounds, along with a range of movement and communication activities. Visual acuity is needed for tasks such as viewing a computer terminal and reading. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Requirements

Bachelor's degree in Business, Sales, Marketing, or a related field.
At least 3 years of enterprise new-business sales or business development experience in facilities maintenance, commercial services, or construction.
Demonstrated ability to independently source and close net-new enterprise accounts and meet or exceed a new-business quota; candidates should be prepared to share specific results.
Proficiency with company CRM software and Microsoft Office applications.
Self-motivated, competitive hunter mindset, with initiative to generate business without relying on handed-over leads.
Consistent outbound prospecting discipline and resilience through rejection and long sales cycles.
Ability to uncover business problems, build a value case, and sell consultatively to multiple stakeholders, including C-level decision-makers, across multi-location organizations.
Ability to negotiate and manage complex, high-value agreements.
Record of accurate pipeline management and consistently hitting targets.
Integrity and credibility in representing the Caliber brand and values.
Ability to meet the position's travel requirements, which may exceed 60%.

Nice To Haves

At least 5 years of new-business development or enterprise hunting experience.
Experience selling to national or multi-location accounts and managing a multi-state territory.
Established network of industry contacts and relationships.
Experience with RFP and competitive bid processes.
Experience with sales prospecting tools such as LinkedIn Sales Navigator.

Responsibilities

Build and own a pipeline of national and multi-location enterprise prospects through self-generated outbound calls, email, LinkedIn, referrals, networking, and industry events.
Build and maintain national target-account lists across Caliber's core verticals and engage decision-makers.
Meet or exceed weekly and monthly outreach, conversation, qualified-meeting, and annual new-logo revenue targets set by the Vice President, Sales.
Develop relationships with executives and multi-stakeholder buying groups at organizations unfamiliar with Caliber, and build internal champions.
Use industry association memberships and trade show participation to generate a minimum number of qualified discovery calls per quarter, as defined by the Vice President, Sales.
Use company-provided third-party program applications to identify prospects, including LinkedIn Sales Navigator and other tools.
Lead the complete sales cycle, including prospecting, discovery and needs analysis, proposal development, value proposition presentation, negotiation, and closing.
Negotiate pricing, service scope, and contract terms for complex, multi-location, multi-state enterprise agreements, working with Finance and leadership on approvals.
Drive RFP and bid responses with Procurement, Estimating, Marketing, and Operations.
Maintain accurate, current CRM records; forecast revenue and report on new logos, pipeline created, conversion rates, win rate, deal velocity, and quota attainment.
Use market, competitor, and win/loss insights to prioritize targets and improve positioning, and share findings with leadership.
Coordinate with Operations, Finance, and Project Management to ensure proposed scopes are credible and deliverable across multiple locations.
Provide a warm handoff to Account Management when a deal closes and remain a point of contact through onboarding for the first 90 days.
Represent Caliber at industry conferences, trade shows, and executive forums to generate new conversations and qualified leads.