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.
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
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
