Business Development Executive - National Sales

Caliber•Exton, PA

10d

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 a deal closes, the Executive hands the account to Operations and Account Management, remains involved through onboarding for the first 90 days, and then focuses on new targets. Ongoing account growth and expansion are owned by Account Management. Caliber provides site maintenance and infrastructure solutions for critical and high-performing facilities in industries 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. Travel of more than 60% may be required. The work involves extensive contact with people and takes place indoors in an environment with sufficient noise, protected from weather but not necessarily from temperature changes.

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 record of independently sourcing and closing net-new enterprise accounts and meeting or exceeding 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, energized by winning new business and able to generate leads independently.
Consistent daily prospecting through calls, email, and social channels, with resilience through rejection and long sales cycles.
Ability to uncover business problems, build a value case, and sell consultatively to multiple stakeholders up to the C-level across multi-location organizations.
Comfort structuring and closing complex, high-value agreements.
Ability to manage pipeline accurately, forecast consistently, and hit targets.
Integrity and credibility when representing Caliber's brand and values at every level of a client organization.

Nice To Haves

5 or more 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 reach decision-makers.
Meet weekly and monthly outreach, conversation, and qualified-meeting activity targets, as well as the annual new-logo revenue quota set by the Vice President, Sales.
Open relationships with executives and multi-stakeholder buying groups at prospective organizations and develop internal champions.
Use industry association memberships and trade shows to generate the minimum number of qualified discovery calls per quarter, as defined by the Vice President, Sales.
Use company-provided third-party prospecting applications, including LinkedIn Sales Navigator, to identify prospects.
Lead the full sales cycle, including prospecting, discovery and needs analysis, proposal development, value proposition presentations, 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.
Keep the company CRM current and accurate; forecast revenue and report on new logos won, pipeline created, conversion rates, win rate, deal velocity, and quota attainment.
Use market, competitor, and win/loss insights to prioritize targets and refine positioning, and share findings with leadership.
Coordinate with Operations, Finance, and Project Management to ensure sold services are credibly scoped and deliverable across multiple locations.
Provide a warm handoff to Account Management at close 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.