Director of Business Development - Commercial Landscape Maintenance - Utilities Service, LLC
Livonia, MI
About the Job
COMPANY OVERVIEW:
Who We Are
Aspen Grove is a landscape services company, servicing clients throughout the United States. We do this through our family of regional landscape companies located in various markets around the country. Together, we specialize in commercial landscape management and offer a broad range of services dependent upon local and geographic needs. Each of these companies maintains their individuality and unique regional relationships while receiving support from Aspen Grove. This allows them to grow their markets by providing localized solutions to their clients.
Our Mission
Market Leaders creating valued partnerships, promoting a family atmosphere, focusing on the highest safety and quality standards while delivering strategic solutions.
Our Values
+ Quality – The ability to understand the needs and expectations of our customers and staff, and to continuously provide services that satisfy those needs and exceed expectations.
+ Integrity – To achieve the highest standards of integrity in all the services we deliver to customers. To provide a culture based on integrity and a continuous improvement process, enabling employees to achieve personal and career goals.
+ Communication – Nurturing relationships with our customers year after year, delivering services with honesty, loyalty, and good old-fashioned hard work.
COMPENSATION & BENEFITS
+ Competitive Salary & Bonus
+ Company Vehicle, Cell Phone & Laptop
+ Comprehensive Benefits (Medical, Dental, Vision)
+ Life Insurance
+ Voluntary LTD
+ 401k (Match)
+ PTO
+ Paid Holidays
+ Paid Training & Development
POSITION SUMMARY:
The Area Director of Business Development will be responsible for the inception, coordination and implementation of the sales functions across the assigned Area, with a focus on the expansion of customer relationships and development of new business opportunities. The primary objective of this position will be to lead the sales team in achieving the growth objectives for the Area, Companies and Branches through cultivating and capitalizing on new sales leads. This position will be tasked with the responsibility of driving sales in the assigned geography, building the pipeline for potential new business, driving profit objectives, and coordinating solution development. This position reports directly to the Area Vice President and will work closely with them to develop the overall sales strategies for the assigned geographic territory. They will have the responsibility of supervising a team of Business Development Associates throughout the assigned area.
ESSENTIAL FUNCTIONS & RESPONSIBILITIES:
New Business Development
+ Drive sales process from contact through strategy, proposal, presentation & successful conclusion for developing and expanding business opportunities. Focus on strategy surrounding Competitive Environment, Account Sales Strategy and Territory Development Strategy.
+ Identify and tailor solutions to meet or exceed the client's business objectives or needs, leveraging resources from across Aspen Grove to support delivery; control the sales process by managing to a defined outcome and timeline.
+ Develop strong relationships with customers and build pipeline of intermediaries to increase opportunities and awareness of capabilities.
+ Participate in the proposals for significant new sales opportunities and attend and lead presentations, when necessary, for strategic accounts.
Development of Sales Team
+ Lead the sales team in establishing individual and team goals and process measurements to achieve the growth objectives of the Area, Companies and branches. Drive the identification and development of plans to target key accounts for each associate and each branch.
+ Provide support and accountability for each sales team member in achieving weekly, monthly and annual objectives for proposals submitted and sales closed.
+ Participate in and coordinate the hiring and development of the Area Sales Team. Provide mentoring and training to build the Area’s Business Development Associates skills in relationship management and customer service.
Area and National Responsibilities
+ Partner and Coordinate with the Area Vice President in setting goals and developing specific plans to achieve objectives for growth by specific market segments. Leverage AVP and Company Leaders to implement processes that encourage successful interactions between sales and operations team.
+ Develop & maintain relationships at the 'C Suite' while understanding and communicating customers' corporate culture and business objectives within Aspen Grove and its companies.
+ Participate and periodically lead Area leadership and company meetings as appropriate to help in driving successful growth and retention and assist in the focus of activities aimed at developing referrals.
+ Represent Aspen Grove and its companies in the marketplace while attending both assigned Area and national trade shows and various industry organizations and events.
+ Coordinate national and cross area sales opportunities.
EDUCATION & EXPERIENCE QUALIFICATIONS:
+ A bachelor’s degree or equivalent combination of skills and experience is required.
+ 5+ years’ experience in business development, with experience in the facilities services industries required.
+ 3+ years experience in business development management.
+ Experience in Aspire Landscape Operating System preferred.
SKILLS & ABILITIES QUALIFICATIONS:
+ Ability to enhance market footprint and approach new customers as a respected partner.
+ Strong level of customer service, with experience working collaboratively and consultatively with customers.
+ Ability to create and manage effective relationships with cross-functional partners at various levels of the organization.
+ Strong knowledge of industry practices with a proven track record in achieving sales targets.
+ Ability to identify root causes of problems and create new solutions, identify inefficiencies, and provide feedback to enhance customer experience.
+ Ability to make practical, realistic and timely decisions after considering facts, available organizational resources, and potential risks.
+ Experience in effectively building, developing and managing a team of sales professionals.
+ Strong communication skills and the ability to work with various levels of leadership.
+ Effective time management skills and attention to detail.
+ Experienced in using the Microsoft Office Suite, experience with Aspire a plus.
+ Requires up to 60% travel.
PHYSICAL REQUIREMENTS:
Rarely: Kneeling, Squatting, Body twisting, Crawling, Climbing on/off truck, climbing poles, Gripping, Lifting over 10 lbs. to 50 lbs., Color Vision, Pushing, Pulling, Climbing ladders, Balancing, and Lifting up to 50 lbs.
Occasionally: Sense of touch, reaching, range of motion, lifting, carrying, lifting up to 10 lbs.
Frequently: Standing, Walking, Stooping, Climbing stairs
Continuously: Sitting, Manual dexterity, speaking clearly, Seeing distant, Seeing, Reading, Hearing, Depth perception
Rarely = less than 10%
Occasionally = up to 33%
Frequently = up to 66%
Continuously = 67% to 100%
Who We Are
Aspen Grove is a landscape services company, servicing clients throughout the United States. We do this through our family of regional landscape companies located in various markets around the country. Together, we specialize in commercial landscape management and offer a broad range of services dependent upon local and geographic needs. Each of these companies maintains their individuality and unique regional relationships while receiving support from Aspen Grove. This allows them to grow their markets by providing localized solutions to their clients.
Our Mission
Market Leaders creating valued partnerships, promoting a family atmosphere, focusing on the highest safety and quality standards while delivering strategic solutions.
Our Values
+ Quality – The ability to understand the needs and expectations of our customers and staff, and to continuously provide services that satisfy those needs and exceed expectations.
+ Integrity – To achieve the highest standards of integrity in all the services we deliver to customers. To provide a culture based on integrity and a continuous improvement process, enabling employees to achieve personal and career goals.
+ Communication – Nurturing relationships with our customers year after year, delivering services with honesty, loyalty, and good old-fashioned hard work.
COMPENSATION & BENEFITS
+ Competitive Salary & Bonus
+ Company Vehicle, Cell Phone & Laptop
+ Comprehensive Benefits (Medical, Dental, Vision)
+ Life Insurance
+ Voluntary LTD
+ 401k (Match)
+ PTO
+ Paid Holidays
+ Paid Training & Development
POSITION SUMMARY:
The Area Director of Business Development will be responsible for the inception, coordination and implementation of the sales functions across the assigned Area, with a focus on the expansion of customer relationships and development of new business opportunities. The primary objective of this position will be to lead the sales team in achieving the growth objectives for the Area, Companies and Branches through cultivating and capitalizing on new sales leads. This position will be tasked with the responsibility of driving sales in the assigned geography, building the pipeline for potential new business, driving profit objectives, and coordinating solution development. This position reports directly to the Area Vice President and will work closely with them to develop the overall sales strategies for the assigned geographic territory. They will have the responsibility of supervising a team of Business Development Associates throughout the assigned area.
ESSENTIAL FUNCTIONS & RESPONSIBILITIES:
New Business Development
+ Drive sales process from contact through strategy, proposal, presentation & successful conclusion for developing and expanding business opportunities. Focus on strategy surrounding Competitive Environment, Account Sales Strategy and Territory Development Strategy.
+ Identify and tailor solutions to meet or exceed the client's business objectives or needs, leveraging resources from across Aspen Grove to support delivery; control the sales process by managing to a defined outcome and timeline.
+ Develop strong relationships with customers and build pipeline of intermediaries to increase opportunities and awareness of capabilities.
+ Participate in the proposals for significant new sales opportunities and attend and lead presentations, when necessary, for strategic accounts.
Development of Sales Team
+ Lead the sales team in establishing individual and team goals and process measurements to achieve the growth objectives of the Area, Companies and branches. Drive the identification and development of plans to target key accounts for each associate and each branch.
+ Provide support and accountability for each sales team member in achieving weekly, monthly and annual objectives for proposals submitted and sales closed.
+ Participate in and coordinate the hiring and development of the Area Sales Team. Provide mentoring and training to build the Area’s Business Development Associates skills in relationship management and customer service.
Area and National Responsibilities
+ Partner and Coordinate with the Area Vice President in setting goals and developing specific plans to achieve objectives for growth by specific market segments. Leverage AVP and Company Leaders to implement processes that encourage successful interactions between sales and operations team.
+ Develop & maintain relationships at the 'C Suite' while understanding and communicating customers' corporate culture and business objectives within Aspen Grove and its companies.
+ Participate and periodically lead Area leadership and company meetings as appropriate to help in driving successful growth and retention and assist in the focus of activities aimed at developing referrals.
+ Represent Aspen Grove and its companies in the marketplace while attending both assigned Area and national trade shows and various industry organizations and events.
+ Coordinate national and cross area sales opportunities.
EDUCATION & EXPERIENCE QUALIFICATIONS:
+ A bachelor’s degree or equivalent combination of skills and experience is required.
+ 5+ years’ experience in business development, with experience in the facilities services industries required.
+ 3+ years experience in business development management.
+ Experience in Aspire Landscape Operating System preferred.
SKILLS & ABILITIES QUALIFICATIONS:
+ Ability to enhance market footprint and approach new customers as a respected partner.
+ Strong level of customer service, with experience working collaboratively and consultatively with customers.
+ Ability to create and manage effective relationships with cross-functional partners at various levels of the organization.
+ Strong knowledge of industry practices with a proven track record in achieving sales targets.
+ Ability to identify root causes of problems and create new solutions, identify inefficiencies, and provide feedback to enhance customer experience.
+ Ability to make practical, realistic and timely decisions after considering facts, available organizational resources, and potential risks.
+ Experience in effectively building, developing and managing a team of sales professionals.
+ Strong communication skills and the ability to work with various levels of leadership.
+ Effective time management skills and attention to detail.
+ Experienced in using the Microsoft Office Suite, experience with Aspire a plus.
+ Requires up to 60% travel.
PHYSICAL REQUIREMENTS:
Rarely: Kneeling, Squatting, Body twisting, Crawling, Climbing on/off truck, climbing poles, Gripping, Lifting over 10 lbs. to 50 lbs., Color Vision, Pushing, Pulling, Climbing ladders, Balancing, and Lifting up to 50 lbs.
Occasionally: Sense of touch, reaching, range of motion, lifting, carrying, lifting up to 10 lbs.
Frequently: Standing, Walking, Stooping, Climbing stairs
Continuously: Sitting, Manual dexterity, speaking clearly, Seeing distant, Seeing, Reading, Hearing, Depth perception
Rarely = less than 10%
Occasionally = up to 33%
Frequently = up to 66%
Continuously = 67% to 100%
Source : Utilities Service, LLC