Business Development

JOB DESCRIPTION
This role is for an experienced business development/sales professional in the water and wastewater infrastructure industry, accountable for developing and expanding sales activities and client relationships in the North American marketplace. This role is critical in achieving revenue, gross margin, and sales targets as mutually agreed upon and established by the business. Candidates are required to develop and maintain favorable relationships with new customers to increase revenue and year-over-year growth. This includes achieving strategic sales objectives for a specific region or territory as defined by the business. Ideal candidates would require very little supervision, using sound judgment based on sales and business acumen and experience.

Qualifications

• Education:  Bachelor’s degree in Engineering, Computer Science, or related field preferred.

• Specialized knowledge:  Knowledge of Project Management, team building, budgeting, and solutions selling and its applicability.

• Computer skills:  Proficient in MS Office suite. Knowledge of CRM software. Knowledge of Salesforce is a plus.

Essential Duties

• Prospects, develops, and closes contracts within a specified geographic territory.

• Builds and maintains a high-performance sales pipeline; creates and nurtures a positive and professional image in the industry.

• Develop and maintain relationships with the client throughout the sales process and beyond. Position the client for software renewals and upsell new solutions by being passionate about their needs.

• Utilizes Solutions Selling strategies to determine client needs; communicates effectively and professionally.

• Travels to client sites, attends conferences/trade shows, performs discovery sessions, and coordinates demonstrations for potential clients.
• Documents sales activity with prospective clients using the company’s Client Relationship Management (CRM), Salesforce. Manages sales opportunities, activities, and sales pipeline.

• Works with Managers and Sales Directors to produce contracts and develop quotes with potential clients.

• Provides leadership, strategy, and input in activities to respond to formal Requests for Proposals (RFPs) and Requests for Information (RFIs) from prospective clients.

• Conducts appropriate amount of competitive research and maintains knowledge of competitive products.

• Supports ongoing organizational improvement efforts and maintains good inter-departmental relationships.

• Maintains a thorough understanding of the industry, including trends, business practices, financial measurements and performance indicators, and key competitors.

• Lends expertise and assists with special projects as needed.

Experience

• Requires minimum 5-7 years’ experience in software field sales or related business development activities.

• Field selling experience in the water industry andor public sector software market.

• Significant experience with large volume sales, preferably selling a software application/solution or comparable advanced technology product/service.

• Customer Service or support experience a plus.

• Field sales experience with new business expertise. Must have a hunter mentality.

Industry experience

Education: Bachelor

Seniority: Expert, Engineer, Consultant

Years of experience: 5 to 10 years

Taxonomy

• Business Development
• Business Development