Business Development Security Specialist

Summary

The BDSS displays an ability to embrace and utilize consultative selling skills and work in a highly collaborative environment, selling business to business security officers and hybrid technology solutions. The BDSS is expected to bring strategic thinking to all aspects of his/her job while following the Business Development Roadmap for documented success. The expectation is to partner with local Field Operations Managers on both pre- and post-sale activities to serve the client’s needs. Day-to-day sales activities will be driven through KPI (Key Performance Indicators) metrics assigned by the EVP of Sales. Salesforce is the chosen application for recording activities, managing pipelines and tracking revenue.

Core Responsibilities 

• Establish, develop and foster quality business relationships within the territory to position American Security & Investigations as the most responsive security services provider by delivering professionally tailored solutions via proposal/RFP.
• Prospect through innovative lead generation tools and leverage existing business through sister company customers (janitorial, HVAC, mechanical).
• Perpetuate and amplify a professional local brand to enhance the company brand to attract a following of targeted connections and relationships.
• Identify and recognize the unique buyer in the Business Development Roadmap to leverage and nurture connections to productive relationships.
• Strategically coordinate schedule/travel to optimize client meetings throughout the territory.
• Conduct all business with the highest of ethical and professional standards.
• Collaborate with Field Operations and Managers in the region to demonstrate the resources and expertise of American Security & Investigations to clients during the sales process, to ensure confidence in the value and competence of the Operations team after the sale, during implementation of services.
• Meet or exceed weekly and monthly sales activity KPI’s.
• Meet or exceed annual new revenue goals.
• Execute high level of integrity and trust with both internal and external customers.

Business Conduct

• Commits to acting in compliance with the company’s values and Code of Conduct.
• Builds a culture of work safety and leads by example with one's own safe behavior.
• Treats co-workers with respect and approaches conflict with positive intent and professionalism.
• Asks questions to understand why we do what we do and how we do it - champions change when improvements can be made.   
• Ensures one's own compliance with the company's published Operations Standards.                                                                                                                

Financial Responsibilities

No direct responsibility with the branch P&L, however the expectation will be to have, or build, an understanding of the operational metrics for success.

Skills Required

• Demonstrated ability to work in a team-oriented sales environment that allows for collaboration with the Operations team in identifying and resolving issues and concerns.
• Proven track record of excellence in sales activity (awards, top rankings, etc.) using consultative sales techniques.
• A true hunter with the ability to leverage social media and professional networks (i.e. LinkedIn) to prospect and follow up with consistency. Attend professional networking and community events when appropriate on a weekly basis.
• Superior, world class interpersonal and communication skills as well as solid writing skills.
• Dedication to high-quality customer service delivery and integrity through proven client and customer relationships.
• Proficient in web-based applications (i.e. Salesforce.com), and programs (Microsoft Word, Excel and PowerPoint), to effectively edit and create reports, proposals, database entries and presentation materials.
• Strong organizational skills with demonstrated ability to strategically plan sales calls, sales presentations and cold calling.
• Highly effective sales specialist with the ability to build strong relationships internally with all levels of the organization and manage under difficult service delivery timelines.
• Sales training on strategic consultative selling techniques (preferred, not required).
• Experience using a formal, defined sales process.

Education and Experience Required

The ideal candidate will possess a Bachelor’s degree plus at least 2-4 years outside sales experience in a B2B environment, preferably with a service product. 

Position Type/Expected Hours of Work

Core hours will be average business hours between 8:00 AM and 5:00 PM with some after-hours networking events required. 

Travel Ability to travel throughout all areas of the territory, including some overnight travel. Few times a year for domestic travel to corporate office and/or regional industry shows and events. 

AAP/EEO Statement

American Security & Investigations/HUB Enterprises provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, creed, ancestry, sexual or affectional orientation, marital or veteran status, color, religion, sex, national origin, age, disability, genetics, status with regard to public assistance or any characteristic protected under federal, state or local law.

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.