Business Development Manager (W2E)

Purpose/Scope

The W2E Sales Engineer’s primary function to bring new sales opportunities, via new and underutilized customers, to the W2E group.  The preferred customer will have multiple buildings and an ongoing need service (e.g. developers, national retail chains, other precast manufacturers, regional and national engineering firms, etc.)  Maximize sales profitability and growth in new W2E business channel by effectively selling company’s design & field services for existing buildings. Perform promotional work to sell and develop new business. Will include work with current major accounts, development of new territories, development of new sales channels, and work with customers where the full market potential has not been established.  Position will also include work with other precast and concrete industry providers where Fabcon’s unique technical abilities can offer significant value. Perform cold calling, demonstrate products/services and provide assistance in the best application to the quotations, terms of sales, delivery dates, etc. Secure contracts subject to company policy and assist Project Managers through the delivery stage. Develop data relative to marketing trends, competitive products and pricing. As required, prepare and submit reports on sales and marketing activities.  

Essential Duties and Responsibilities

• Establish, maintain, and develop customer relationships in the W2E business channel, including building and business owners, building maintenance providers, developers, design build contractors, general contractors, architects, engineers, other precast manufacturers, and other subcontractors 
• Increase market penetration for Fabcon services to existing buildings 
• Develop and promote Fabcon brand identify in new W2E business channel 
• Increase post-construction revenue with existing customers 
• Promote Fabcon post-construction services in new market including but limited to: maintenance, repair, expansion/modification, inspection services, consulting engineering service 
• Promote Fabcon W2E services to other industry manufacturers of pre-cast elements such as plank & double tee 
• Coordinate sales efforts with WTE management, sales management, marketing, and project managers 
• Analyze customer needs and interests and communicate them to Fabcon 
• Plan and organize a sales strategy for assigned territory 
• Make telephone calls and presentations to existing and new customers 
• Expedite the resolution of customer problems/complaints 
• Keep abreast of products, applications, market conditions, competitor activities, advertising, and promotional trends 
• Lead customers to efficient use of Fabcon’s products and services 
• Work within Fabcon to express customers’ needs and develop ways to accomplish them 
• Work with all internal departments including Marketing, Project Managers, Engineering, Estimating and Field 
• Other duties as assigned 
• Contribute to social media and marketing efforts 

Basic Qualifications

• Five (5) years’ sales experience or two (2) years’ experience in the pre-cast panel industry 
• Minimum two (2) years’ experience with outside sales, preferably in the construction or related industry 

Other Required Qualifications

• Knowledge of MS Office (Word and Excel) 
• Excellent presentation and interpersonal skills 
• Sense of being self-motivated, personable and well-organized 
• Able to act as liaison between customers and company 
• Ability to exercise independent discernment, sometimes with limited information 

Preferred Qualifications

• College degree in business, sales and marketing, or related field 
• Working knowledge of product 
• Training in construction, architecture or structural engineering 
• Sales experience in the commercial construction industry 

Physical Requirements

• Ability to travel 
• Office: Move 25lbs. (not for all jobs, reasonable accommodations will be made), work with a computer for extended periods of time 

Work Environment

• This position works in a remote office environment with occasional travel and visits to the plant, yard and field construction sites 
• Office:  Quiet with some ambient noise, climate controlled, fluorescent lighting 
• Field (periodic visits):  All types of weather conditions (year-round, Mid-west and Northeast), dirt/dust, noise from heavy machinery/vehicles 
• Plant/Yard (periodic visits):    All types of weather conditions (year-round, Mid-west and Northeast), dirt/dust, noise from heavy machinery/vehicles, vibrations from machinery and vehicles, loud noises, little to no climate control, varying amounts of light, stairs, narrow walkways