Business Development Representative (Job ID: 1384)

Business Development Representative

Purpose:

Colonna's Shipyard Inc., is seeking a dynamic and results driven Business Development and Sales Professional to drive business growth.

The Business Development Representative is responsible for generating interest and creating new relationships across Colonna's Shipyard and its business units product lines and market segments to effectively sell our premier fabrication, machining and ship repair services. This role is responsible for identifying new business opportunities, maintaining strong relationships with existing clients, and promoting our business. The ideal candidate will have an existing portfolio of industry contacts and experience in industrial and maritime sales with a technical understanding of welding/ fabrication/ ship repair/ ship construction. The ideal candidate is proactive, driven, has a proven track record of meeting or exceeding sales targets and a startup mentality that enables immediate revenue opportunities. This role requires someone who is proactive, driven, and able to effectively communicate with potential clients to understand their needs to drive new business opportunities.

The position is located onsite in Norfolk, VA and may require hours beyond a standard work week to support business operations, as needed. Position may require moderate level of travel (both local and non-local).

Job Description:

• Lead Generation & Outreach: Assist in the implementation and coordination of Colonna's Shipyard, Inc. business development program. Proactively performs customer outreach to identify and engage with potential new customers within the assigned market segments.
• Customer Engagement: Discuss customer needs, problems, or concerns during outreach calls. Arrange meetings with prospective clients and relevant internal teams to explore business opportunities and project solutions.
• Sales Strategy Development: Collaborate with the Sales and Marketing teams to develop and implement effective sales and capture strategies that align with company goals and market opportunities.
• Prospect Identification & Engagement: Identify potential business opportunities, analyze market trends, and engage with prospective clients to create interest and secure new accounts or add-on business with existing customers. Attend industry/trade shows, networking events, etc.
• Relationship Building: Collaborate, formulate and implement effective sales and capture strategies that align with company goals and market opportunities. Conduct research to identify market trends, customer needs, and competitive offerings. Develop and/or assist in proposal preparation, obtain and follow up on RFQs, and deliver sales presentations (includes knowledge of application opportunities, monetized pain points, and consultative solution selling). Build and maintain backlog of work to drive revenue predictability while maintaining general cost & progress awareness of ongoing projects, support invoicing, and collection
• Call Documentation & Reporting: Document all outreach activities, including call results and follow-up actions, in the customer relationship management (CRM) tool. Provide administration and oversight to the CRM systems to support detailed reporting to management on customer interactions, opportunities, market trends, etc.
• Market Intelligence: Compile and analyze market data, statistics, and customer feedback to inform business development strategies and recommend potential improvements or new directions.
• Strategic Recommendations: Based on customer feedback and market insights, provide actionable recommendations to the business development leadership to refine strategies and improve sales outcomes.

Qualifications:

• Must have a bachelor's degree and at least six (6) years of demonstrated experience in business development, sales, or account management - preferably within ship repair, manufacturing, steel fabrication, or related industries.
• Must have experience doing OEM work as well as experience working for and with government contractors.
• Must have excellent communication (written and verbal) and interpersonal skills to effectively engage with both clients and internal teams at all levels, with well-developed negotiation and problem-solving skills.
• Must be able to think creatively and identify unique solutions to customer challenges and business opportunities.
• Must be able to identify opportunities, generate leads, and manage sales pipelines effectively.
• Must be able to gather and analyze market and customer data to inform business strategies and decision-making, leveraging specific experience in market analysis and use of Customer Relationship Management tools.

Travel Requirements:

• Moderate Travel; 25% or less.

Physical Requirements:

• Sit, Stand, Walk, Bend, Squat, Climb, Reach, Push and Pull, Stoop, Crawl, Kneel, Balance, Lift and Carry various objects and equipment.
• General office environment. Work is generally sedentary in nature but may require standing and walking for up to 30% of the time.
• Lighting and temperature are adequate, and there is minimal exposure to hazardous or unpleasant conditions caused by noise, dust, etc. Hear, talk, and smell.
• Specific vision abilities required by this job include close vision, peripheral vision, and the ability to adjust focus.
• Work is generally performed within an office environment, with standard office equipment available, but also requires safe navigation and regular partnership with operations teams within shipyard/industrial environments.
• A considerable amount of time is spent operating a personal computer.
• Must be able to climb up and down stairs and spend time moving throughout the facility and onboard marine vessels.

Respect, Pride, Truth, Family - These are our VALUES and the guidelines that make us a leader in our industry. We are pleased and confident in stating that our skilled employees are among the most respected experts in the ship repair industry.

Colonna's Shipyard Inc., and its divisions, are committed to ensuring equal employment opportunities for all job applicants and employees. Employment decisions are based upon job-related reasons regardless of an applicant''s race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, marital status, genetic information, protected veteran status, or any other status protected by law.

Additionally, Colonna's Shipyard provides a variety of benefits to support your best health, wellness, and future, to include medical/dental/vision options, company paid disability insurances, 401k with match, legal services, as well as company paid holidays and paid time off (PTO).