What are the responsibilities and job description for the Business Development Manager position at FLUID WASTE SERVICES, INC.?
Company Summary
Fluid Waste Services, Inc. (FWS) is a leading provider of water and sewer utility services, industrial cleaning services, and vacuum excavation services based in Central Indiana. With over 35 years of experience and an impressive portfolio of customers who often comment that FWS is their first call for premier services and solutions, this opportunity is available due to growth.
At FWS, our work culture is paramount. We are committed to excellence and dedicated to safety. Every employee is empowered to solve our customers’ needs as growing experts that thrive on performance, productivity, and reliability.
FWS is a certified Woman-owned Business Enterprise (WBE).
Job Summary
We are seeking a dynamic Business Development Manager (BDM) to join our expanding sales team and our well-established customer and employee focused company. The ideal candidate will be a high-energy new-business-focused sales “hunter,” disciplined in following process, and a winner that drives consistent results.
This position will handle lead development and new business sales within targeted market verticals. This role requires effective communication skills and a growing understanding of the water and sewer industry, general construction industry with particular focus on site development, commercial and residential facility management industry, and the utility maintenance services industry. The ideal candidate will possess the ability to evaluate prospects, contact and meet prospects in office and in field construction environments, determine need, communicate value and FWS differentiators, solution sell, and close business while coordinating service delivery with operations and finance.
Key Responsibilities
Lead Outreach
- Conduct pre-outreach research within assigned market verticals
- Follow daily cold outreach and follow-up cadence to fuel an active and on-going new business sales pipeline
- Establish and execute follow-up cadence to maintain market awareness and align prospect need with FWS capabilities
Lead Qualification
- Curiously ask open-ended questions to learn market dynamics and understand need
- Identify new business opportunities within assigned market verticals and effectively qualify and disqualify leads based on alignment with FWS capabilities
- Develop and follow FWS prospect qualification criteria as market dynamics and FWS capabilities evolve
Sell Solutions and Close Business
- Develop and replicate solutions that solve prospect need and align with FWS capabilities
- Effectively propose and sell solutions in-step with FWS estimating and pricing criteria
- Overcome objections and close business
Account Administration
- Maintain accurate records of prospect interactions, status, and overall sales pipeline
- Prepare and deliver regular reports on sales performance, opportunities, and challenges to senior management while tracking KPIs to measure performance and success
- Own new business accounts for the first year of service, ensuring service delivery and fostering repeat business
Team Collaboration
- Collaborate with operations and finance to ensure successful service delivery and timely execution of projects through invoicing and collections
- Lead multi-department team troubleshooting to resolve infrequent service delivery issues or project delays promptly
- Monitor industry trends, competitors, and customer needs to anticipate market changes while helping guide FWS solutions
Qualifications
- Education: Bachelor's degree in business, marketing, construction management, or a related field highly preferred.
- Experience: Minimum of 2-3 years of experience in lead development and new business acquisition sales. Experience in utility construction, utility services, or fleet-based specialty services, highly preferred.
Skills
- Excellent interpersonal and communication skills, with the ability to quickly establish, build, and keep trust with customers
- Proven track record of exceeding sales targets and driving revenue growth
- Strong problem-solving abilities and a customer-centric mindset
- Ability to manage many prospects simultaneously, with excellent organizational and time-management skills
- Proficient in Microsoft Office Suite and other business software tools, CRM experience highly preferred
Culture Fit
- Alignment with FWS core values and desire to work in a fast-paced and collaborative environment.
Additional Information
- Hybrid office opportunity
- Must be located in Central Indiana with regular access to Noblesville, IN
- Estimated 50-75% travel, local to within 3 hours of Central Indiana
- Position reports to the Vice President of Sales
- Competitive salary and benefits package, with performance-based incentives
Interested candidates should submit a resume and cover letter outlining their qualifications and applicable experience to dstalbaum@fluidwaste.com