Business Development Executive - Regional Sales
About The Position
The Business Development Executive – Regional Sales is responsible for winning net-new regional and multi-site clients for Caliber Service Management. The role owns a self-sourced sales pipeline from initial outreach through signed contract within an assigned geographic territory 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, and then pursues new prospects. Caliber serves critical and high-performing facilities across industrials, utility and telecom, retail, healthcare, commercial real estate, and industrial outdoor storage. Its services include landscaping, snow removal, construction, stormwater management, property enhancement, and project management. Caliber is a certified B Corporation and describes its mission as delivering outstanding service while acting as a responsible steward of its People, Planet, Providers, and Properties.
Requirements
- Bachelor's degree in Business, Sales, Marketing, or a related field.
- At least 3 years of new-business sales or business development experience in facilities maintenance, commercial services, or construction.
- Demonstrated record of independently sourcing and closing net-new 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 outbound prospecting discipline across calls, email, and social channels, with resilience through rejection and long sales cycles.
- Ability to plan and manage a defined geographic territory, prioritize targets, and build a local presence and reputation.
- Consultative selling skills, including uncovering business problems, building a value case, and selling to multiple stakeholders up to the C-level.
- Comfort structuring and closing high-value multi-site agreements.
- Accurate and consistent pipeline management and forecasting, with a record of hitting targets.
- Integrity and credibility in representing Caliber's brand and values at all levels of a client organization.
Nice To Haves
- At least 5 years of new-business development or hunting experience.
- Experience managing a defined geographic territory and selling to multi-site accounts.
- An established network of industry contacts and relationships in the assigned region.
- Experience with RFP and competitive bid processes.
- Experience with sales prospecting tools such as LinkedIn Sales Navigator.
Responsibilities
- Build and own a pipeline of regional and multi-site prospects through self-generated outbound calls, email, LinkedIn, referrals, networking, and industry events.
- Build and maintain territory target-account lists across Caliber's core verticals and reach local and regional 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 doors with decision-makers and buying groups at regional organizations unfamiliar with Caliber and build internal champions.
- Use local industry association memberships and regional trade shows to generate the quarterly minimum of qualified discovery calls 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 presentation, negotiation, and close.
- Negotiate pricing, service scope, and contract terms for multi-site agreements, working with Finance and leadership on approvals.
- Drive RFP and bid responses in partnership with Procurement, Estimating, Marketing, and Operations.
- Keep the company CRM current and accurate; 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 refine positioning, and share findings with leadership.
- Coordinate with regional Operations, Finance, and Project Management to ensure proposed work is credibly scoped and deliverable.
- Provide a warm handoff to Account Management at close and remain a point of contact through onboarding during the first 90 days; ongoing account growth and expansion are owned by Account Management.
- Represent Caliber at regional industry conferences, trade shows, and business forums to generate conversations and qualified leads.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
