The Requirements
The ideal candidate for the role of Business Developer will be passionate about sales, driven to succeed and committed to developing value-based solutions for customers. To be a strong fit for the opportunity you will have:- Extensive face-to-face B2B selling experience at the mid to senior levels; Quick question for you - click here experience in a service industry with commercial contract sales is desirable
- A proven track record of sales goal attainment in an industry with a longer selling cycle
- Proficiency with computer software programs including MS Office Suite (e.g. Word, Excel, Outlook and PowerPoint); experience with a CRM or SFA tool is beneficial
- Strong multitasking skills and experience managing multiple projects simultaneously
- Local knowledge and contacts in one or more market segments preferred
- Working experience with social media (e.g. LinkedIn, Facebook, Twitter)
- A bachelor’s degree
- A coachable, trainable persona with a good sense of humor
- Excellent oral and written communication skills with the ability to build client-centric and solution/value-based proposals
- Strong organizational skills and the ability to manage time across a large territory
- Outstanding presentation skills
- Flexibility
The Role
As Business Developer, you will report to the Regional Sales Leader and be responsible for creating and executing a strategic sales plan with clear goals for your territory. Of course, you’ll have the guidance of the Regional Sales Leader as you create your plan, learn the company, and if necessary the industry, and continue to grow your skills. Your territory will be geographically based, so you’ll be free to sell across verticals.On a daily basis, you’ll leverage your strong B2B sales skills to prospect, develop and close new business with customers who have multiple locations, and/or a large corporate site, civic space, golf course, park, etc. requiring comprehensive landscaping services. Quick question for you - click here Our business is contract based, so it will be important to develop and maintain a robust pipeline and track when contracts expire/new opportunities become available. Contracts generally range from one to five years, with three years being the sweet spot.
As a Business Developer, you will:
- Work with prospective customers to discover their “points of pain” and develop solutions
- Build and maintain trust-based professional relationships with key decision makers
- Work in a fast-paced environment while operating with a high sense of urgency
- Understand the value and benefit of going deeper and broader with existing relationships
- Communicate proactively with all decision makers and influencers
- Plan daily, hit specific activity benchmarks and close business
- Work well with the operations team members, leveraging their expertise with yours
Pictured: Marriott Corporate HQ, Bethesda, MD: A well-manicured and beautifully maintained site projects a positive corporate image. For more than 140 years, Brickman/ValleyCrest has focused on satisfying our customers' landscape needs with in-house experts in design/build, horticulture, maintenance, site enhancement, irrigation, tree care and sports turf.
Why Join Our Team
Build a lucrative career now and for the future: You're passionate about sales and you're seeking a role where you can leverage your skills and drive to be successful and know that your success will be rewarded. The Business Developer opportunity is that role! This role provides a platform to learn the business, demonstrate your talent and build a lucrative career. It is a geography-based opportunity where you'll work with mid to senior level decision makers and land multi-location business. You could be happy and successful in the role for years to come, but if you prove yourself and would like to take your career to the level, you could move into a Business Development Executive role covering a specific vertical targeting regional and national enterprise-level clients.Do what you do best: You are a hunter. You are in Sales because you like to sell. Of course, you're a tremendous relationship builder, but you enjoy building relationships with decision makers and not getting caught in the weeds of account maintenance. If that describes you, this role is your perfect fit. Once you close the business, you'll transition it to a Key Account Manager so you can get back out in the field and do what you do best: sell!
An environment built for success: We enjoy an energetic, focused and collaborative work environment that provides the foundation and motivation for success. Additionally, we have strong onboarding and formal structured training to accelerate professional development. You’ll go through a structured 90-day onboarding process then enjoy additional opportunities for professional training to help you develop your skills and stay sharp.
Autonomy and support: While we have a transparent and highly-measured sales environment, you'll have the autonomy to approach your territory and design your sales plan in a way that fits your strategic view and style. That doesn't mean that you'll be out there alone, however. You'll have support when you need it via your supervisor, peers and internal support personnel, such as horticulturalists and other experts you can leverage to help close complex deals.
Quality: Brickman/ValleyCrest attracts and retains team members who are passionate about quality. This is reflected in our proactive approach to client satisfaction. On site, we become the eyes and ears of our property managers, identifying potential site issues and presenting solutions that meet their needs and budgets.
Pride: Talk to Sales and other professionals throughout Brickman/ValleyCrest and you’ll feel the strong sense of pride. One only needs to drive through our markets to see and appreciate the beauty and care our teams bring to the communities we serve, and it all starts with Sales!
Long-term solutions: We care for our clients’ sites not just for today, but with an eye for future needs as the property matures. In this way, our local teams ensure that client assets are more than simply maintained; they are enhanced. Brickman/ValleyCrest customers have rewarded our commitment to quality and service with their loyalty and many referrals.
Sustainability and stewardship: We hold a proud tradition of stewardship for the properties we maintain. This culture of caring for the environment, not just for today, but to last for generations, is what sets Brickman/ValleyCrest apart in the Green Industry. As a company and a corporate citizen, we are committed to reducing our footprint on the earth, and only enhancing our environment with responsible operations.
Excellent compensation: In addition to a competitive base plus commission structure, and medical, dental, vision, a 401(K) and other benefits, we provide the tools you need to succeed, including:
- A laptop and cell phone
- Advanced sales tools and training
- A fully paid company vehicle including fuel and maintenance
Keys to Success
Few service industries inspire people's lives the way landscaping does. At Brickman/ValleyCrest we are proud to make it possible for children to play on sports fields, for employees to relax under a tree at a commercial office park, for patients to renew their vigor among the flowers of a healthy garden or for students to contemplate the future on the lawn of a university campus. You can feel pride knowing that you’re not simply selling a commodity, you’re selling an environment and a sense of community/company pride. Of course, this is still sales and success in sales takes planning and hard work. Our top sales professionals all share key sales competencies. They are:- Driven, disciplined and focused, and consider themselves hunters of new business
- Talented prospectors able to open new doors
- Trust-based relationship builders able to create rapport and earn credibility
- Skilled at effectively qualifying opportunities with key decision makers to gain valuable intelligence
- Able to build and present compelling and customer-centric proposals
- Committed to working in a service industry and enjoy selling a service that keeps customer sites and communities beautiful
- Capable of selling across verticals and like being challenged to actively sell to many different customer segments
- Able to thrive in a team-selling environment
- Resilient and persistent in closing deals
About Us
In June 2014, Brickman and ValleyCrest merged creating a new company with a nationwide presence, a combined $2 billion in revenue and over 22,000 employees. Since then, we've been working to blend our organizations into one powerhouse with a new name and a fresh direction. That means you will be part of something much bigger and even better. You’ll work with the best and the brightest to deliver the highest quality landscape services on the most prestigious properties nationwide.The Brickman Group
Founded in 1939, Rockville, MD based Brickman Group, Ltd. is the nation’s leading provider of landscape maintenance and snow removal services. Its landscape maintenance services include lawn care, flower planting and care, and tree and shrub pruning, among others. Brickman serves a diversified base of over 10,000 clients, including some of the most well respected companies and institutions in the U.S.
ValleyCrest Companies
Founded in 1949, Calabasas, California-based ValleyCrest Companies is the nation’s largest integrated landscape services company with operations in more than 150 locations nationwide. ValleyCrest, which ranks on Forbes Magazine’s list of America’s 500 Largest Private Companies, is commissioned by developers, commercial real estate owners, public agencies, property managers and home builders to help create, build or maintain some of the world’s extraordinary natural environments.
In mid-2015, Brickman Group and ValleyCrest companies will become BrightView. "BrightView is more than a name; it indicates what is to come. BrightView reflects our optimism for the future and our drive to create greater value for our clients. It embodies our excitement to leverage the strengths of our combined company to enhance how we care for our people, our clients and our communities. It also enables our team members and clients to take pride in trusted relationships and solutions that matter" said BrightView CEO Andrew Kerin.