Functional Organizational Role – This position will be responsible for developing business within the assigned regional area. Target markets include:
Additionally, this position will be responsible for the support, training, and development of up to four (4) business development managers.

Responsibilities –

• Support company core values.
• Plan and complete field sales & marketing campaigns after conducting preliminary market research.
• Develop robust knowledge of all Company product lines/services.
• Coordinate with marketing for various literature, signage, merchandise, and other materials
• Promote business expansion opportunities to key identified account sectors.
• Attend relevant trade shows and events with sales and marketing staff.
• Monitor industry trends and competitor activities.
• Report activities daily, weekly, monthly through customer relationship management (CRM) software
• Track approved expenses in an organized fashion.
• Document and share market intelligence with sales and marketing team.
• Spend maximum of two (2) days per week with identified BDM’s.
• Conduct call assessment surveys on BDM’s – encourage the positive actions, offer developmental suggestions on areas that need improvement, and ensure that improvement is progressing.
• Convey Expectations, Resources, Communication protocols and Definition of Success to BDM’s.

Typical Tasks/Estimated Time Commitment –

• Outside Sales and Marketing – Personal Accounts (60%)
• Sales Management of newer BDM’s (40%)
• Trade Organizations and Client Events (as needed)
• NAT CAT Planning/Deployment (as needed)
• CRM and Expense Reporting (weekly)

Authorities – This position reports directly to the Vice President of Sales and Marketing and works closely in conjunction with the Director of Marketing and various other business development managers and marketing representatives. The Sales Manager work very closely with the Vice President Sales and Marketing to support, train, and develop the BDM staff.

Expected Results – Provide existing and prospective client “touches” in support of business development expectations. In close cooperation with sales management, convert marketing relationships into business relationships. Full parameters have been provided in a formal Expectations, Resources, Communication and Definition of Success document.

Performance Metrics –

• Be able to clearly articulate the MOORING dominant selling idea (DSI) and have a broad, working knowledge of all lines of service.
• Understand company organization and “who to go to” for resource needs.
• Provide weekly “touches” to prospective and existing customers.
• All touches are entered into Company customer relationship management (CRM) software in a timely manner (preferably daily, at minimum weekly). “If it ain’t in the system, it didn’t happen.”
• Participate in designated trade organization(s) and attend shows as required.
• Assist in planning, hosting, and attending client events as required.
• $1M annual emergency services sales, minimum.
• $2M annual general contracting sales, minimum.

Required Attitudes, Skills and Knowledge – Attitudes (Presently)

• Humble, hungry, smart
• Demonstrates Company core values
• Positive attitude, approachable and friendly
• Goal and Team oriented
• Focused and driven.
• Persistent
• Can do personality.
• Accountable to results

Knowledge (Eventual)

• Contractual relationships
• Engineering-procurement-construction protocol (public sector)
• Insurance agents, brokers, adjusters
• Commercial real estate and property management
• Retail, hospitality, manufacturing
• Environmental, Health, Safety
• Project and industry practices
• Risk mitigation
• Understanding of project flow (sales, estimating, operations, administration, accounting)

Qualifications –

• Executive presence.
• Bachelor's Degree or equivalent 3+ years successful external field sales experience.
• Loyal and dependable.
• Ability to multitask, prioritize and work efficiently.
• Responsible and task driven.
• Adaptable to change, multidimensional.

Ability to anticipate work needs and follow through with minimum direction.