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Job Description Your New Role Nelson-Rudie & Associates, Inc. (Nelson-Rudie) is a leading consulting engineering firm specializing in structural, mechanical, electrical and refrigeration services for public and private clients. We are looking for dynamic and results-driven Business Development Representative (BDR) candidates to drive growth and expand our client base. This role will involve managing and following a consistent sales process for prioritizing opportunities, qualifying potential new clients, understanding client’s business drivers, building relationships, and working with the team to help close business. This Business Development position will control their own success in our business growth by driving revenue through proactively targeting and building strategic relationships with existing (if needed) and new clients. POSITION DUTIES AND RESPONSIBILITIES This BDR position will be primarily charged with supporting Nelson-Rudie in each of the following areas of responsibility: • Research and Education, • Managing Prospective Partner Relationships, • Developing Sales Leads and Qualified Opportunities, • Building Rapport and Discovery, • Following the Sales Process to Close Deals What you’ll be doing Area Actions Research and Education • Effectively researches architects, contractors, developers and building owners, develops a list of accounts that are probable ideal clients of Nelson-Rudie’s solutions. This could include identified targets, new prospects discovered by business development and referrals., • Uses multiple communication avenues (phone, email, LinkedIn, etc.) to build awareness and connect with potential prospects., • Effectively researches architects and companies to spark a valuable conversation with key stakeholders to get in the door., • Generates interest with key stakeholders to procure discovery conversations or meetings at multiple levels throughout the organization., • Gathers and documents helpful institutional knowledge on every interaction (what they use, who they use, likes/dislikes, stakeholders, etc.). The ideal candidate will be able to use this information to prioritize callbacks and generate future opportunities., • Attend industry events, trade shows, and architecture conferences (e.g. AIA conferences)., • Join local and national architectural or industry associations., • Schedule introductory meetings to understand architect’s or prospects’ needs and challenges., • Provide lunch-and-learn sessions to educate architects on engineering innovations, materials, or sustainability trends. Share case studies and past experience., • Provide marketing with suggested content for blog posts., • Regularly check in with prospective partners (architects, general contractors, owners’ reps, etc.) via calls, emails, or in-person visits to stay top-of-mind., • Send congratulatory messages on completed projects, awards, new hires, milestones, etc., • Asks for introductions and leverage referrals., • Supports Nelson-Rudie leadership when they present at events, generating interest and attendance, meeting with prospects and actively following up to generate opportunities., • Diligent and proactive following up and staying connected with key networking partners and prospects., • Asks effective questions to uncover the architect or client’s current situation, desired situation, business drivers, application needs and decision making processes (either via phone, video or face-to-face meeting) to fully understand what the client needs to recommend the best solution., • Differentiates Nelson-Rudie from competitors by identifying key areas that are important to the prospect., • Identifies opportunities for long term continuous projects that will drive efficiencies for the client., • Begins building strategic relationships within targeted accounts., • In strategic opportunities, coordinates and drives a team selling approach (typically including leadership and technical resources) to further develop the relationship and to present more complex solutions., • Throughout the sales process, gains commitments from the client along the way, to make the final solution one that fits the client’s needs, • Demonstrates proficiency in all aspects of the sales process (plan, contact, qualify, discover, propose/quote, and close), specifically:, • Understands what the client needs and conveys that to the principals., • Increases sales by means of cross-selling, up-selling, add-on sales and to improve profitability., • Manages proposal process to ensure all aspects of the proposal are submitted and complete and when necessary, presents proposals in accordance with standard procedures., • Contacts prospect during proposal review period. Sales Planning • Executes the sales plan and communicates progress against the plan – this includes being fully prepared for and engaged in 1:1 meetings:, • Understands what’s working and what’s not and makes necessary adjustments in the sales approach or activity levels to achieve sales team revenue and profitability goals, • Proactively communicates unexpected increases or decreases from new or lost opportunities, • Submits forecasts and pipeline reports to manager on a timely basis, • Creates and manages client capture plans, • Keeps informed and communicates market trends., • Manages and progresses a qualified pipeline of opportunities by prioritizing opportunities., • Focuses activities on the best prospects., • Manages customer data and opportunities in CRM on a regular basis. WHAT YOU’LL BRING • Prefer at least 3-5 years sales experience, • Demonstrated success meeting sales goals and growing sales, • Experiences in the A/E or construction industry a plus, • Working knowledge of CRM system, • Knowledge of general networking The physical demands and environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. • No special physical demands are required., • Hybrid of office and remote work., • General office environment in which this position includes telephone and computer work that may require sitting for periods of time. Nelson-Rudie & Associates, Inc. (Nelson-Rudie) is a 100% employee-owned consulting engineering firm established in 1976. With a talented team of 80+ design professionals, the company provides structural, mechanical, electrical and refrigeration engineering services on a wide range of project types across the country. Nelson-Rudie is a fast-paced, energetic working environment. We offer a competitive salary plus commission with benefits including medical, dental, vision and life insurance, Employee Stock Ownership Plan (ESOP), 401(k), bonus program and flexible working hours. Visit nelsonrudie.com to learn more about our company.