Business Development

Salas O'Brien•Green Bay, WI

12d•$70,000 - $100,000

About The Position

Business Development At Salas O’Brien we tell our clients that we’re engineered for impact. This passion for making a difference applies just as much to our team as it does to our projects. That’s why we’re committed to living our values every day: inspiring, achieving, and connecting as shared owners of our success with a focus on a sustainable future. Building for the long-term means that all of our team members can expect to work on amazing projects with a people-first approach to problem solving. It also means that each member of our team has truly limitless potential to build a unique, meaningful, and high-impact career—and they’ll receive great total rewards along the way. About Us: Founded in 1975, Salas O’Brien is an employee-owned engineering and professional services firm focused on achieving impact for our clients, our team, and the world. We know that tomorrow’s requirements are today’s opportunities, and we are here to design lasting solutions for pressing challenges. We work across a variety of industries providing integrated engineering and consulting services. Our specialized experience includes design for data centers, healthcare, science and technology, high-rise buildings, clean energy, education, and other building types as well as structural and building sciences, infrastructure asset management, advanced robotics, and more. Our technical expertise is paired with an exceptional team of business development, human resources, finance and accounting, information technology, and marketing professionals, all of whom play a key role in bringing our commitments to life every day. Job Summary: The Business Development (BD) professional is responsible for driving growth by establishing new client relationships, increasing revenue, and maximizing profit within the Midwest region. This role will primarily focus on the Food & Beverage sector, automation equipment, and integrated automation solutions. Collaboration with existing Engineers and Project Managers is essential to develop tailored solutions for clients in these industries. Key activities include prospecting, networking, meeting with potential clients, and converting opportunities into revenue. Key Performance Objectives Increase revenue for Food & Beverage, automation equipment, and integrated automation solutions projects. Develop new clients within the targeted industries. Consistently achieve and surpass sales goals.

Requirements

Bachelor’s degree in Business Administration, Engineering, Architecture, and/or Construction
5 Years B2B Sales Experience within a technical industry (e.g. engineering, construction, equipment sales, etc.) preferably Food & Beverage or automation equipment
Experience with design and implementation of business development strategies
Excellent communication skills (written, verbal, non-verbal)
Ability to build rapport with other employees and customers
Self-motivate with ability to motivate a team
Proficiency in MS Office and CRM software (e.g. Deltek, Dynamics, Salesforce)
Time management and planning skills
Proven ability to negotiate
Conflict resolution
Proven sales track record; experienced working to and exceeding sales targets.

Responsibilities

Develop and maintain a comprehensive list of target clients for pursuit.
Prospect new clients using email, phone, social media, networking, and referrals to expand business within the assigned geographic area.
Manage and execute all stages of the sales cycle, including identifying long-term and pre-proposal opportunities, formulating proposal strategies, conducting proposal follow-ups, and engaging in post-project follow-ups.
Lead and collaborate with Project Managers and technical teams to complete all activities required to deliver a final proposal to the client.
Support new sales initiatives at existing client locations and identify opportunities at new locations for assigned clients.
Present and deliver final proposals and any necessary presentations to clients.
Record client interactions and Account Plan actions within Deltek (CRM).
Create detailed Acquisition Plans aimed at penetrating selected target clients.
Track specific behaviors and results related to weekly sales output, including: Meetings, calls, touches, and emails with target clients Presentations delivered to target clients Proposals issued to target clients, including dollar amounts, confidence percentages, and proposed start dates Long-term and pre-proposal opportunities with estimated total installed cost, potential fee, and proposed start date Year-to-date revenue compared to budgeted revenue