Business Development Representative (BDR)

Job Description:

Sells UMC’s owner-direct offerings to largest and most strategic customers and prospects and is responsible for achieving an assigned sales and profit goal. Reporting to the Director of Sales Operations, the BDR closes and implements complex, high value growth opportunities within a group of focused vertical markets. The BDR’s most important means of interacting with customers and prospects is through face-to-face meetings.

The Business Development Representative is responsible for selling and supporting the firm’s complete Special Projects and Service offerings to owner direct clients in Western Washington.

Essential Functions / Major Responsibilities:

  • Acquire new customers from an assigned territory for SPG and Service departments by prospecting, targeting and developing relationships. Penetrate assigned accounts by selling new or additional services to new customers or expanding existing customer relationships by selling additional customer locations. Represent UMC’s complete set of offerings, but primarily focus on: a) Building Performance Services-including Energy Star Benchmarking, Energy Star Certifications, Energy Audits, Building Tune-ups and Building Analytics including fault detection and diagnostics; b) Maintenance Contracts-including all direct or bundled subcontractor services; c) HVAC, Plumbing & Lighting Projects-mostly developed from a building efficiency perspective.
  • Lead all aspects of the sales process, calling upon others in Service and Special Projects to assist in solution development and proposal delivery, as needed, or as directed by management.
  • Manage new customers’ implementation by directing company implementation resources and by managing customers’ expectations and satisfaction with the implementation process. Ensure transition of customer responsibility to the account management team following implementation.
  • Develop customer account plans for all assigned customers by leading a joint company/customer planning process that identifies relevant customer needs, prioritize initiatives and company investments, and establish a clear action plan for success.
  • Create an annual sales plan to focus sales efforts.
  • Plan key sales calls using UMC standard call planning tools.
  • Develop and implement sales opportunity plans using UMC standard opportunity planning tools.
  • Manage customers’ satisfaction and service delivery by anticipating potential service problems, and monitoring satisfaction.
  • Use UMC’s CRM system to document and support all sales opportunities and activities.
  • Enlist the support of the Service Manager, SPG Manager, Industrial Manager, Energy & Environment Manager, Major Construction Manager and implementation resources, project management resources, and other sales and management resources as needed.
  • Collaborate with Service Manager and Special Projects Manager to ensure customer satisfaction and problem resolution.

Specific Job Skills:

  • Excellent organizational and time management skills.
  • Proficient in the use of Microsoft Office (Word, Excel, Outlook, Dynamics CRM-or similar program)/
  • Strong customer service skills.
  • Sales skills including the ability to prospect, research, qualify sales opportunities, question effectively, make presentations, create account strategies, ability to understand the customers business and how we can help them be more successful and financial selling skills.

Education and/or Experience:

  • Sales skills including the ability to prospect, research, qualify sales opportunities, question effectively, make presentations, create account strategies, ability to understand the customers business and how we can help them be more successful and financial selling skills.
  • Or, equivalent training from a certified apprenticeship in mechanical or electrical program.
  • Or, minimum 2 years of experience in customer service, account management or sales position.

Supervisory Responsibilities:

  • None

Job Conditions:

Maintain a valid Driver’s License and satisfactory driving record.