Achieve Sales Quota and Pipeline Building:
Meet or exceed set sales targets by actively prospecting and building a robust pipeline.
Regularly forecast sales and maintain an updated status of your pipeline.
Sales Process Implementation:
Execute the company’s established sales process, ensuring consistency and efficiency.
Define clear AVATAR(s) (ideal customer profiles) to guide your targeting efforts.
Prospecting and Lead Development:
Identify potential clients through research, networking, and referrals.
Development of leads into qualified prospects for further engagement.
Client Needs Assessment and Proposal Development:
Conduct thorough client needs assessments to understand project requirements.
Create compelling proposals, incorporating design components where necessary.
Client Presentations and Closing Deals:
Deliver persuasive client presentations, emphasizing our services’ value.
Successfully close the required number of proposals to achieve annual quotas.
Contract Negotiation and Metrics Reporting:
Skillfully negotiate contract terms and conditions.
Provide weekly sales updates and metrics to track progress.
Database Management and Responsiveness:
Maintain accurate prospect and account information in the database.
Respond promptly to inbound leads and web inquiries.
Client Relationship Management:
Cultivate and nurture client relationships throughout the project lifecycle.
Expand sales opportunities within existing accounts.
Networking and Industry Engagement:
Attend industry and non-industry functions to build professional connections.
Leverage your network to identify new opportunities.
Marketing Campaign Implementation:
Execute targeted marketing campaigns aligned with sales goals.
Promote MAC’s offerings effectively.
Active Prospecting and Transition to Production:
Continuously prospect and pursue sales leads.
Ensure a seamless transition of clients to the production team.
Project Closure and Customer Feedback:
Close out projects by completing warranty documentation and collecting client feedback.
Leverage MAC’s customer relationships and web presence for successful sales engagements.
Independence and Effective Communication:
Work independently, managing schedules, tasks, and priorities.
Demonstrate a solid work ethic and proactive communication skills.
Qualifications
Education:
A Bachelor’s degree is desirable, preferably in construction or a related field (relevant industry experience can be substituted for education).
Experience:
5+ years of proven sales experience in commercial construction or a related industry.
A record of accomplishments of achieving metrics-driven sales performance over the past three years.
Demonstrated success in increasing commission-based compensation during the same period.
Market Knowledge:
Familiarity with the Virginia/DC/Maryland construction market is essential.
Personal Attributes:
High energy and a fervent desire to be part of a high-performance entrepreneurial organization.
Ability to work independently and thrive in a dynamic environment.
Enjoys the challenge of making cold calls to potential clients.
Sales Skills:
Proven experience selling to C-level executives and General Contractors.
Demonstrated use of a consultative selling approach to understand client needs and tailor solutions.
Technology Proficiency:
Experience using CRM systems for efficient lead management.
Ability to effectively utilize Microsoft Office and other CRM applications.
Flexibility and Accountability:
Willingness to travel and work an irregular schedule as needed.
An intense sense of personal accountability for achieving results.
