Business Development-East

Location: 20 % Travel 80% Remote(Must reside in New Jersey or Illinois) 

Job Type: Exempt

Our Why

Our mission is to help shrink the wealth gap by fostering economic growth and inclusivity. We achieve this by hiring, training, and retaining underrepresented talent and by equipping small and MWBE businesses with the tools they need to be successful.​We do this by:

• Hiring, training, and retaining underrepresented talent
• Equipping small and MWBE businesses with the tools they need to grow and scale
• Impacting our 4 C’s daily.
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How we measure our why:

• Support growth and scaling of small businesses
• Train, develop, and mentor 1000 people in 2026

Our commitment:

“We commit to providing unmatched service, delivering on 100% of our promises, and developing our 4 C’s: Coworkers, Community, Consultants, and Clients.”

As a JPI team member, you’re also expected to:

• Track 3 personal goals each quarter
• Volunteer each quarter to impact community goals
• Complete at least two PTRs weekly
• Deliver strong customer service to all stakeholders
• Have an Individual Development Plan (IDP) in place for yourself and support IDPs for consultants where relevant

What We Do & Why This Role Matters

We provide project and co-managed teams to help our energy and infrastructure customers execute critical projects. We focus on hiring, training, and developing local, underrepresented talent to deliver those projects efficiently, on time, and within budget. Our access to internal WFD resources, training programs, and small business partnerships is a key differentiator in the market.

Essential Duties and Responsibilities:

• Drive staffing and WFD opportunities with the employers who support the energy/utility sector
• Leverage JPI’s national and local relationship ecosystem (boards we sit on, conference networks, contractor and implementer lists, and our internal network)
• Combine those relationships with targeted marketing and disciplined cold outreach
• Hit clear weekly metrics and be able to explain both the quantitative and qualitative story behind your results

• Tier 1 contractors & implementers
  • Large engineering, construction, and program implementation firms
• Mid-size contractors & subcontractors
  • Mechanical, electrical, construction, and service companies
• Trade allies
  • HVAC, weatherization, insulation, energy services, solar, and related trades
• Vendors and support organizations tied to energy/utility programs, including:
  • Technology providers (software, data, controls, field tech)
  • Marketing, outreach, and call-center firms
  • Customer engagement and analytics partners

Teams will have assigned states/regions while leveraging JPI’s national presence and relationship ecosystem:

• Boards and associations we sit on
• Conference networks and speaking platforms
• Utility contractor and implementer lists
• JPI’s existing client, vendor, and partner network
• turn that ecosystem, plus your own outreach and research, into pipeline and revenue.

Who We Want

We want a staffing salesperson.

Someone who has already demonstrated that they can create pipeline, win business, grow accounts, and build trusted customer relationships.

You should bring:

• 5+ years of staffing, workforce solutions, RPO, or related B2B sales experience
• A proven record of generating revenue and growing client accounts
• Strong hunter skills combined with the ability to expand and retain strategic accounts
• Experience selling into enterprise or complex organizations
• Strong consultative discovery skills
• Confidence communicating with executives and operational decision-makers
• Experience navigating multi-stakeholder sales cycles
• Strong CRM, pipeline management, forecasting, and follow-through discipline
• The ability to prospect through calls, LinkedIn, email, referrals, networking, and industry events
• The confidence to ask direct questions about needs, budgets, timing, competition, decision-making, and next steps

The Person Who Wins Here

You are a hunter who knows how to farm.

You don't need someone to hand you a requisition before you know how to create value.

You build relationships before the opportunity exists.

You understand your customer's business.

You ask better questions than your competitors.

You follow through.

You can walk into a senior-level meeting and hold your own.

You know when to challenge a customer and when to listen.

And when your pipeline isn't where it needs to be, you go build it.

You want autonomy, but you also want a strong team behind you.

You want to make money, but you also want the work you do to mean something.

Key Performance Indicators (KPIs):(Sample Baseline)

This role is metric driven. A typical weekly standard (final numbers will be confirmed with leadership) will look like:

• New Leads Added to CRM
  • 50+ new leads per week
  • Real ICP contacts/accounts in your target ecosystems and regions.

• Customer Meetings
  • 15 meetings per week total, including at least:
    • 5+ New Meetings – first-time conversations with new logos or new contacts at existing employers
    • 10+ Follow-Up Meetings – discovery, proposal reviews, negotiation, QBRs, relationship building
• New Opportunities Created
  • 3–5 new qualified opportunities per week
  • Each with clear need, value, estimated spread, contract length, and next steps

• New Spread Added to Funnel
  • A defined weekly target of new potential weekly spread (e.g., $X,000/week) created from new opportunities
• Bottom-of-Funnel Health
  • Maintain at least $3,500 in projected weekly spread in bottom-of-funnel opportunities
  • Regularly move deals forward or close them out

Required Skills:

• Experience in customer-facing work (sales, recruiting, account management, project coordination, or similar) OR a strong internal track record that shows you can drive results and relationships.
• Excellent organizational skills and attention to
• Excellent time management skills with a proven ability to meet
• Make cold and warm outbound calls regularly—not just send emails or rely on inbound.
• Prospect when the pipeline is light and when you don’t feel like it.
• Work outside strict 9–5 when needed:
  • Early or late calls with busy leaders
  • Evening follow-ups around key deadlines, RFPs, or events
• Travel to employers, partners, and conferences as needed.
• Have tough conversations, including:
  • Asking direct questions about budget, decision process, and timelines
  • Addressing stalled deals honestly and pushing for next steps
• Be highly organized with commitments:
  • Capture action items
  • Send recaps and next steps
  • Follow through when you say you will
• Read and learn the industry regularly:
  • Trends affecting contractors, trade allies, vendors, and MWBEs supporting utility/energy work
  • JPI’s own case studies and internal playbooks
• Use data and feedback:
  • Look at your metrics and pipeline honestly
  • Adjust your behavior based on what the numbers and leaders are telling you
  • Take coaching seriously and act on it

Physical Requirements:

• Remaining in a stationary position, often standing, or sitting for prolonged periods
• Communication with others to exchange information
• Repeating motions that may include the wrists, hands and/or fingers
• Assessing the accuracy, neatness and thoroughness of the work assigned

The JPI Group provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.