Business Development Executive - Regional Sales

Description

 About Caliber 

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. 

Summary 

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

Core Responsibilities 

New Business Generation 

• Build and own a pipeline of regional and multi-site prospects in your assigned territory through self-generation of outbound calling, email, LinkedIn, referrals, networking, and industry events. 
• Build and maintain target account lists within your territory across Caliber's core verticals (industrials, utility and telecom, retail, healthcare, commercial real estate, and industrial outdoor storage) and get in front of the local and regional 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 decision-makers and buying groups at regional organizations that do not yet know Caliber, and build champions inside them. 
• Leverage local industry association memberships and regional 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., LinkedIn Sales Navigator and others. 

Closing 

• 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 multi-site agreements within your territory, working with Finance and leadership on approvals. 
• Drive RFP and bid responses for target accounts, partnering with Procurement, Estimating, Marketing, and Operations. 

Pipeline Discipline 

• 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. 

Handoff & Collaboration 

• Work with regional Operations, Finance, and Project Management so that what you sell is scoped credibly and can be delivered as promised in your territory. 
• Provide a warm handoff to Account Management at close and remain a point of contact through onboarding ([first 90 days]). Ongoing account growth and expansion are owned by Account Management. 
• Represent Caliber at regional industry conferences, trade shows, and business forums, with the goal of generating new conversations and qualified leads. 

Required Competencies 

• Hunter mindset: self-motivated, competitive, and energized by winning new business, with a bias toward action and no need for leads to be handed over. 
• Outbound discipline: consistent daily prospecting through calls, email, and social channels, and the resilience to keep going through rejection and long sales cycles. 
• Territory management: able to plan and work a defined geography, prioritize targets, and build a local presence and reputation. 
• Consultative selling: able to uncover business problems, build a value case, and sell to multiple stakeholders up to the C-level. 
• Negotiation and deal management: comfortable structuring and closing high-value multi-site agreements. 
• Forecasting and CRM rigor: a record of managing pipeline accurately and consistently hitting targets. 
• Integrity and credibility: represents the Caliber brand and values at every level of a client organization. 

Education & Experience 

Required: 

• Bachelor's degree in Business, Sales, Marketing, or a related field. 
• Minimum 3+ years of new-business sales or business development experience in facilities maintenance, commercial services, or construction. 
• Demonstrated record of independently sourcing and closing net-new accounts and meeting or exceeding new-business quota. Be prepared to share specific results. 
• Proficiency in company CRM software and MS Office applications. 

Preferred: 

• 5+ years of new-business development or hunting experience. 
• Experience managing a defined geographic territory and selling into multi-site accounts. 
• Established network of industry contacts and relationships in the assigned region. 
• Experience with RFP and competitive bid processes and with sales prospecting tools (e.g., LinkedIn Sales Navigator). 

Work Environment/Physical & Visual Demands 

• This position works a consistent schedule Monday to Friday, typically within standard office hours; overtime may be necessary or required.  
• This position requires extensive contact with people, and regional travel of up to [TBD]% may be required.  
• Physical Demands: Speaking, Listening, Writing, Sitting, Keystroke, Crouching, Kneeling, Reaching, Standing, Walking, Pushing, Pulling, Finger movement, Grasping, Repetitive Motion, and Sedentary/ Light work, requiring lifting up to 10lbs.  
• Visual Demands: Visual acuity to perform activities such as viewing a computer terminal and reading.  
• Environmental Conditions: This position is subject to sufficient noise with an indoor environmental condition; protected from weather conditions, but not necessarily from temperature changes 
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position. 

Equal Opportunity Employer 

Caliber Service Management is an equal opportunity employer. We are committed to recruiting, hiring, training, and promoting qualified people of all backgrounds, regardless of sex; race; color; creed; national origin; religion; age; marital status; pregnancy; nursing mother status; physical, mental, or sensory disability; sexual orientation; gender identity or expression; military or veteran status; or any other basis protected by federal, state, and/or local laws.