Business Development Executive - Regional Sales

Caliber•Exton, PA

13d

About The Position

The Business Development Executive – Regional Sales is responsible for winning 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 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 maintenance and infrastructure services for critical and high-performing facilities across 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. Caliber describes itself as a certified B Corporation committed to social and environmental performance and responsible stewardship of its People, Planet, Providers, and Properties. The position works a consistent Monday-to-Friday schedule, typically during standard office hours, with overtime potentially necessary or required. Regional travel may be required, but the posting lists its amount as TBD. The role involves extensive contact with people and is subject to an indoor environment with sufficient noise, protected from weather but not necessarily temperature changes. 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 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 through calls, email, and social channels, with resilience through rejection and long sales cycles.
Ability to plan and work a defined geography, 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.
A record of accurately managing a pipeline and consistently meeting targets.
Integrity and credibility in representing the Caliber brand and values.
Ability to perform the listed physical demands, including lifting up to 10 pounds.
Visual acuity to perform activities such as viewing a computer terminal and reading.

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 target-account lists in the assigned territory across Caliber’s core verticals and engage local and regional decision-makers.
Meet weekly and monthly activity targets and an annual new-logo revenue quota set by the Vice President, Sales.
Develop relationships with decision-makers and buying groups at prospective regional organizations and build internal champions.
Use local industry associations and regional trade shows to generate a minimum number of qualified discovery calls per quarter, as defined by the Vice President, Sales.
Use company-provided third-party program apps, including LinkedIn Sales Navigator and others, 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 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 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 regional Operations, Finance, and Project Management to ensure proposed work is appropriately scoped and deliverable.
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 regional industry conferences, trade shows, and business forums to generate conversations and qualified leads.