Business Development in San Leandro, California at Highland Commercial Management

Position Summary

The Business Development Representative’s primary function is to generate good-quality sales opportunities that the sales team can convert into successful projects. Everything else the role does is secondary to this. Working within one or more assigned verticals, the BDR uses sales tools and activities to identify prospects, quickly assess their viability, build relationships and generate those first opportunities. Secondarily, the BDR nurtures and grows a defined set of existing accounts. Concurrently, all BDRs serve as brand ambassadors for the HCR Group family of companies.

Essential Duties & Responsibilities

Primary: Generate Qualified Opportunities

Generate qualified sales opportunities across all service and project lines (Roof Care, repairs, maintenance, roof replacement, larger projects)Research prospects and target markets, including competitive analysis, toidentifyand prioritize Key Accounts andviableopportunitiesDrive lead generation through outbound outreach, prospecting, referrals, face-to-face meetings, networking, trade shows, and internal/external data sourcesMaintain active involvement in trade, community, and networking organizations; build relationships with partners and industry influencersQualify and refer opportunities to the right salesperson to close, partnering with the Account Executive to advance them (BD sources and refers, it does not close)Collaborate with cross-functional teams on proposals and presentations for thoseopportunitiesSecondary: Grow Existing Accounts

Provide account management; nurture and grow assigned existing relationships and accountsFoundation: Plan, Operate, and Represent

Develop and execute a business development plan for the assigned territory/vertical Manage the assigned BD spend/budget responsibly Maintain disciplined CRM logging, and report regularly to leadership on activity and progress Stay current on industry trends and best practices, and share insights with the team

Serve as a brand ambassador in every interactionKey Performance Indicators

Primary: Opportunity Generation

Sourced-revenue goal (by tenure, market, and skills), credited when the sourced deal closesPersonal opportunity generation goal (count and quality)Sales activity: primarily face-to-face meetings per week / monthBid rate and close rate on sourced opportunitiesSecondary: Account Management

Growth of assigned client sales ($ and volume)Foundation: Operating Discipline

CRM logging of activities, contacts, prospects, and clients, and regular reporting to leadershipBusiness developmentspendmanaged within budgetQualifications

High school diploma or equivalent required; degree in business, marketing, ora relatedfield preferred.2+ years of B2B business development, outside sales, or lead-generation experience; construction or roofing industry experience preferred.Familiarity with CRM and prospecting tools.Valid driver’s license, clean/insurable driving record, and reliable transportation.Knowledge, Skills & Abilities

Hunter mindset; comfortable with outbound outreach and cold approaches.Strong interpersonal, communication, and opportunity-qualification skills.

Self-directed, goal-oriented, and accountable to both activity and outcome metrics.Capable of developing strong,long-termrelationships. Relates easily with others.Able to work both independently and collaboratively in a fast-paced environment Proficiencywith CRM software and Microsoft Office.Bilingual (English/Spanish) a plus.Physical Requirements & Work Environment

Regular field travel within the assigned vertical/territory, including client sites and rooftops as needed.Ability to access rooftops by ladder and walk active job sites; ability to lift up to approximately 25lbs; outdoor weather exposure; adherence to all safety and PPE requirements.Occasional travel for training or team meetings.