Outside Sales Representative - Commercial Services

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.

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

• 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