Sales Executive

As our Sales Executive at Mid Atlantic Contracting (MAC), your role is multifaceted and pivotal in driving new business growth by focusing on the following areas:

• Selling Solutions: Actively promote and sell the multitude of MAC’s turnkey capabilities to potential clients.
• Client-Centric Approach: Ensure that client needs are understood and met while aligning with MAC’s overarching organization financial objectives.
• Key Activities:
• Prospecting: Identify and engage potential leads.
• Lead Generation: Cultivate opportunities for MAC’s services.
• Appointment Setting: Arrange meetings with decision makers.
• Accurate Scoping and Pricing: Provide precise project assessments.
• Proposal Creation: Develop compelling proposals.
• Client Presentations: Articulate the value of MAC’s broad range of construction services and the benefits of partnering with our organization.
• Closing New Business: Successfully secure contracts.

Achieve Sales Quota and Pipeline Building:

Meet or exceed set sales targets by actively prospecting and building a robust pipeline.

Regularly forecast sales and maintain an updated status of your pipeline.

Sales Process Implementation:

Execute the company’s established sales process, ensuring consistency and efficiency.

Define clear AVATAR(s) (ideal customer profiles) to guide your targeting efforts.

Prospecting and Lead Development:

Identify potential clients through research, networking, and referrals.

Development of leads into qualified prospects for further engagement.

Client Needs Assessment and Proposal Development:

Conduct thorough client needs assessments to understand project requirements.

Create compelling proposals, incorporating design components where necessary.

Client Presentations and Closing Deals:

Deliver persuasive client presentations, emphasizing our services’ value.

Successfully close the required number of proposals to achieve annual quotas.

Contract Negotiation and Metrics Reporting:

Skillfully negotiate contract terms and conditions.

Provide weekly sales updates and metrics to track progress.

Database Management and Responsiveness:

Maintain accurate prospect and account information in the database.

Respond promptly to inbound leads and web inquiries.

Client Relationship Management:

Cultivate and nurture client relationships throughout the project lifecycle.

Expand sales opportunities within existing accounts.

Networking and Industry Engagement:

Attend industry and non-industry functions to build professional connections.

Leverage your network to identify new opportunities.

Marketing Campaign Implementation:

Execute targeted marketing campaigns aligned with sales goals.

Promote MAC’s offerings effectively.

Active Prospecting and Transition to Production:

Continuously prospect and pursue sales leads.

Ensure a seamless transition of clients to the production team.

Project Closure and Customer Feedback:

Close out projects by completing warranty documentation and collecting client feedback.

Leverage MAC’s customer relationships and web presence for successful sales engagements.

Independence and Effective Communication:

Work independently, managing schedules, tasks, and priorities.

Demonstrate a solid work ethic and proactive communication skills.

Qualifications

Education:

A Bachelor’s degree is desirable, preferably in construction or a related field (relevant industry experience can be substituted for education).

Experience:

5+ years of proven sales experience in commercial construction or a related industry.

A record of accomplishments of achieving metrics-driven sales performance over the past three years.

Demonstrated success in increasing commission-based compensation during the same period.

Market Knowledge:

Familiarity with the Virginia/DC/Maryland construction market is essential.

Personal Attributes:

High energy and a fervent desire to be part of a high-performance entrepreneurial organization.

Ability to work independently and thrive in a dynamic environment.

Enjoys the challenge of making cold calls to potential clients.

Sales Skills:

Proven experience selling to C-level executives and General Contractors.

Demonstrated use of a consultative selling approach to understand client needs and tailor solutions.

Technology Proficiency:

Experience using CRM systems for efficient lead management.

Ability to effectively utilize Microsoft Office and other CRM applications.

Flexibility and Accountability:

Willingness to travel and work an irregular schedule as needed.

An intense sense of personal accountability for achieving results.