Business Development Executive - National Sales

Description

Caliber is the standard of people and property care excellence for critical and high performing facilities. As a certified B Corporation, we meet rigorous standards for social and environmental performance while delivering scalable site maintenance and infrastructure solutions tailored to what our clients need. We guarantee quality results on budget and on time—no surprises, only first-class partnership through proactive communication, top-notch professionalism, and reliable service.

Caliber takes care of client sites so clients can take care of their business.

Our mission is to deliver outstanding quality of service while acting as responsible stewards of our People, Planet, Providers and Properties. We build strong partnerships with local service providers, helping them grow and succeed through meaningful work. We serve critical and high-performing facilities across industrials, utility and telecom, retail, healthcare, commercial real estate, and industrial outdoor storage, offering services including landscaping, snow removal, construction, stormwater management, property enhancement, project management, and more.

The Business Development Executive – National Sales is a hunter. This role exists to win net-new national and multi-location enterprise clients for Caliber Service Management. You will own a self-sourced pipeline from first outreach through signed contract across assigned national accounts and verticals, and you will be measured on new-logo revenue. Once a deal closes, you hand the account to Operations and Account Management, stay involved through onboarding, and move on to the next target.

• Build and own a pipeline of national and multi-location enterprise prospects through self-generation of outbound calling, email, Linked In, referrals, networking, and industry events.
• Build and maintain national target account lists across Caliber's core verticals (industrials, utility and telecom, retail, healthcare, commercial real estate, and industrial outdoor storage) and get in front of the decision-makers.
• Meet or exceed weekly and monthly activity targets (outreach, conversations, and qualified meetings set) and an annual new-logo revenue quota, both set by the Vice President, Sales and reviewed at least annually.
• Open doors with executives and multi-stakeholder buying groups at organizations that do not yet know Caliber, and build champions inside them.
• Leverage industry association memberships and trade show participation to generate a minimum number of qualified discovery calls per quarter, as defined by the Vice President, Sales.
• Utilize third-party program apps provided by the company to mine prospects, i.e., Linked In Sales Navigator and others.

• Lead the full sales cycle: prospecting, discovery and needs analysis, proposal development, value proposition presentation, negotiation, and close.
• Negotiate pricing, service scope, and contract terms on complex, multi-location, multi-state enterprise agreements, working with Finance and leadership on approvals.
• Drive RFP and bid responses for target accounts, partnering with Procurement, Estimating, Marketing, and Operations.

• Keep company CRM current and accurate. Forecast revenue and report on new logos won, pipeline created, conversion rates, win rate, deal velocity, and quota attainment.
• Use market, competitor, and win/loss insight to prioritize targets and sharpen positioning, and share what you learn with leadership.

• Work with Operations, Finance, and Project Management so that what you sell is scoped credibly and can be delivered as promised across multiple locations.
• Provide a warm handoff to Account…