The Business Development Representative (B2B Sales Representative) is accountable for generating profitable revenue through disciplined prospecting, relationship development, opportunity qualification, and margin-protected sales execution within assigned commercial and industrial markets.
Key Responsibilities
1. Pipeline Development & Prospecting
Description
Generate new commercial and industrial opportunities through structured prospecting activity.
This includes accountability for:
- Identifying target accounts aligned with the strategic plan
- Conducting outreach (calls, visits, networking, referrals)
- Maintaining an active pipeline volume sufficient to achieve revenue targets
- Documenting all activity in CRM
- Qualifying prospects based on budget, authority, need, timeline (BANT discipline)
2. Opportunity Qualification & Margin Protection
Description
Ensure only profitable, strategically aligned work is pursued.
This includes accountability for:
- Clear scope definition before estimating
- Communicating complete and accurate job information to the estimating
- Participating in pricing strategy discussions
- Protecting gross margin expectations
- Avoiding “low-quality revenue” that strains operations
3. Proposal Coordination & Sales Process Execution
Description
Drive a structured sales process from qualification through award.
This includes accountability for:
- Coordinating estimating timelines
- Following proposal submission standards
- Conducting follow-up discipline after proposal delivery
- Negotiating within approved authority limits
- Securing signed contracts before job scheduling
4. CRM Governance & Forecasting
Description
Maintain accurate and real-time CRM data to support leadership decision-making.
This includes accountability for:
- Updating opportunity stage weekly
- Maintaining accurate projected revenue dates
- Logging client communication
- Removing stale or dead opportunities
- Participating in weekly pipeline review meetings
5. Account Management & Relationship Development
Description
Maintain strong relationships with key clients to drive repeat and referral business.
This includes accountability for:
- Regular account touchpoints
- Client satisfaction follow-up
- Identifying cross-sell opportunities
- Monitoring competitor activity
- Supporting project transition from sales to operations
Qualifications
- 3–7+ years B2B sales experience (construction, HVAC, mechanical, or industrial preferred)
- Demonstrated history of meeting or exceeding revenue targets
- CRM proficiency
- Strong written and verbal communication skills
- Ability to interpret project scope and technical information
- Financial literacy sufficient to understand gross margin and pricing impact