Sales & Business Development Executive

Sales & Business Development Executive

(Midwest Region) 

Job Summary
The Sales and Business Development Executive is a senior level position that plays a critical role in driving business growth by identifying and winning new business opportunities in the facilities services industry. This role understands market trends and analysis, providing solutions that are regional and national based. This role focuses on lead generation, cold-calling, networking, and developing relationships with decision makers and C-Suite executives, proposing, negotiating and closing high-level deals across multiple states and regions.
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Roles and Responsibilities
Business Development & Sales
• Utilize consultative selling skills to overcome objections, identify key trends, uncover customer needs, and leverage industry knowledge to identify and close sales opportunities
• Manage sales pipeline from lead generation to closure, including in-person prospecting and cold-calling, scheduling meetings, bidding, delivering presentations, negotiating terms, and closing deals
• Execution of strategic sales plan to achieve revenue targets set forth by the organization and its shareholders
• Track sales performance metrics, key performance indicators (KPIs), preparing sales forecasts and provide reports and to executive management team
• Develop and present customized sales and marketing presentations, proposals and materials, ensuring solution-based, value- added sales approaches that meets client needs
• Generate new business leads through cold-calling, networking, and industry events
• Build and leverage relationships with decision makers and stakeholders, focusing on high-level facility service opportunities in multiple regions
• Identify and offer solution-based, value-added sales approach to win new business opportunities in the facility services/management industry
Sales/Client Transition
• Participate in full-cycle client onboarding process to include client and operations team introductions, conducting onboarding site visits and surveys, vendor and customer contract management, set-up, and compliance; confirm billing process and net terms, tracking to budget and transition to operations, accounting, and human resources as applicable
• Establish client specific service level agreements, and key performance indicators; support seamless transition to operations to ensure client expectations and deliverables are met
• Lead the development and negotiation of contracts including service level agreements, pricing, establishing terms and conditions, invoicing ensuring alignment with organizational guidelines
• Transition and assist in establishing a relationship between the client an operations team
Client Satisfaction & Account Reviews
• May participate in regular Client Business Reviews in partnership with Operations to ensure Continuum is able to detail value proposition to its clients
• Work with business unit leaders to establish project scope, Key Performance Indicators (KPIs) and ensure client expectations are aligned and met
Marketing & Lead Generation
• Conduct market research and analysis to identify trends, potential business opportunities, markets, and target customers in alignment with organizations goals and growth initiatives
• Research and closely track competitors, service offerings and understand various regions, market pricing and value propositions
• Promote the service offerings, send marketing messages, email blasts and make lead generation calls
• Attend tradeshows, exhibitions and networking events- including participation in seminars, webinars and do marketing presentations highlighting the company’s experience and capabilities
Teamwork & Engagement
• Share best practices, industry trends and new technology with the sales team
• As a Senior Sales Exec. lead by example, assist in sales opportunities, and assist in closing deals with other sales professionals as necessary to meet or exceed the overall company sales goals
• Foster a culture of accountability, empowerment, and engagement among team members in a positive and inclusive work environment in alignment with the company’s core values: Respect, Integrity, Teamwork and Excellence
• Additional projects and team support as needed

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Education, Experience and Skills Required
• Minimum ten (10) years’ experience in outside sales and/or Business to Business (B2B) sales preferrable in the Facilities Management industry regionally and/or nationally; Bachelor’s degree preferred
• Demonstrated success in closing high-value deals and managing pipeline of business opportunities
• National Association of Sales Professionals (NASP), Certified Professional Salesperson (CPSP) or related certification preferred
• Excellent communication skills with the ability to build rapport, problem-solve, negotiate, influence decision makers and collaborate with cross-functional teams
• Detail-oriented and ability to handle multiple sales opportunities, meet deadlines and apply sound business judgement
• Proficient in Microsoft Office365 products (Excel, Outlook, Word, PowerPoint)
• Experience with CRM, ZoomInfo, Costar and various sales analytics preferred
• Maintain high level of confidentiality and trustworthiness
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Physical Demand Requirements
• Prolonged periods of walking and standing, sitting at a desk and working on a computer
• Lifting up to 50 pounds at times
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Travel Requirements
• Travel as required- likely 50%
• Valid driver’s license required

Continuum Services is a single-source provider with proven expertise, dependability, and scalability in four key areas: facility operations, exterior services, technical services, and environment services.  Headquartered in a newly renovated office in Farmington Hills, Continuum is the go-to full-service solution for interior and exterior facility operations, maintenance, and repair. Facilities serviced by CONTINUUM have earned such prestigious accolades as the ENERGY STAR® for superior energy performance, BOMA’s Office Building of the Year® (TOBY) Award and CEL’s National Real Estate “A” List Award for Service Excellence.  Helping employees develop and become highly skilled professionals who deliver best in class solutions to our clients is what we're all about - join us today!

Continuum Services is an Equal Opportunity Employer.  We support a safe, healthy and drug-free workplace through criminal background checks and pre-employment drug testing