The Business Development Representative (B2B Sales Representative) is accountable for generating profitable revenue through disciplined prospecting, relationship development, opportunity qualification, and margin-protected sales execution within assigned commercial and industrial markets. KEY RESPONSIBILITIES 1. Pipeline Development & Prospecting Description Generate new commercial and industrial opportunities through structured prospecting activity. This includes accountability for: * Identifying target accounts aligned with the strategic plan * Conducting outreach (calls, visits, networking, referrals) * Maintaining an active pipeline volume sufficient to achieve revenue targets * Documenting all activity in CRM * Qualifying prospects based on budget, authority, need, timeline (BANT discipline) 2. Opportunity Qualification & Margin Protection Description Ensure only profitable, strategically aligned work is pursued. This includes accountability for: * Clear scope definition before estimating * Communicating complete and accurate job information to the estimating * Participating in pricing strategy discussions * Protecting gross margin expectations * Avoiding “low-quality revenue” that strains operations 3. Proposal Coordination & Sales Process Execution Description Drive a structured sales process from qualification through award. This includes accountability for: * Coordinating estimating timelines * Following proposal submission standards * Conducting follow-up discipline after proposal delivery * Negotiating within approved authority limits * Securing signed contracts before job scheduling 4. CRM Governance & Forecasting Description Maintain accurate and real-time CRM data to support leadership decision-making. This includes accountability for: * Updating opportunity stage weekly * Maintaining accurate projected revenue dates * Logging client communication * Removing stale or dead opportunities * Participating in weekly pipeline review meetings 5. Account Management & Relationship Development Description Maintain strong relationships with key clients to drive repeat and referral business. This includes accountability for: * Regular account touchpoints * Client satisfaction follow-up * Identifying cross-sell opportunities * Monitoring competitor activity * Supporting project transition from sales to operations QUALIFICATIONS * 3–7+ years B2B sales experience (construction, HVAC, mechanical, or industrial preferred) * Demonstrated history of meeting or exceeding revenue targets * CRM proficiency * Strong written and verbal communication skills * Ability to interpret project scope and technical information * Financial literacy sufficient to understand gross margin and pricing impact