Business Development And Sales Manager

WHO WE ARE:

CASCO Contractors is a leading Orange County Commercial Tenant Improvement construction company located in Irvine, Ca. and has been listed as OCBJ’s Best Places to work for 2023 and the last six years. Established to meet founder Cheryl Osborn’s vision of excellence, we are Southern California’s innovative design-build and tenant improvement partner, who works with diverse companies across every sector to create extraordinary spaces.

WHAT YOU CAN EXPECT:

This position reports to the Chief Operating Officer and will be responsible for increasing Casco Contractor’s overall revenue year over year by increasing market share, maintaining, and improving the companies’ branding and reputation and developing and maintaining client relationships within the industry. The Business Development and Sales Manager will be responsible for company revenue growth for all departments, to include Casco Contractors, Casco Design Studio and EV360 throughout the Southern California region. This individual will be the driving force for Casco’s continued success.

WHAT YOU WILL BE ACCOUNTABLE TO:

Delivering margin dollars through new projects and strategically increasing revenue by:

• Developing and maintaining relationships with the following:
  1. Construction Managers
  2. Brokers
  3. Architects
  4. Landlords
  5. Manufacturers / Subcontractors / Vendors
  6. Tenants
  7. Institutional / WBENC
• Creating new opportunities:

1. Understand which market segments generate the required margins, time to market, and branding opportunities and strategically plan to meet with the correct players and create opportunities.
2. Discover new revenue streams inside the market segments relevant to projects that scale to Casco’s area of expertise.
3. Create measurable and targeted bid opportunities for Project Managers
4. Identify companies in growth phases and markets and develop opportunities.
5. Identify the decision makers in every prospective sale and develop a relationship.
6. Close the deal.
7. Contact prospects through face-to-face meetings, phone, and email
8. Sell Casco services to prospects by presenting the company’s capabilities to the client by persuading the client to use Casco and by answering any objections the client might have through creative methods such as showcasing current jobs in progress, introducing clients to the team, or going above and beyond to provide insights into cost savings by providing a variety of construction options.
9. Develop more negotiated work versus standard bid work.
10. Work with marketing on all pre-requisites for vendor qualification
11. Direct, lead, or assist in sales presentations.
12. Lead weekly sales meeting by following a metric driven agenda indicating successes/challenges, communicating whether sales goals/KPI’s are on track or off track and develop a shift in strategy to combat challenges to ensure goals are reached.

Pipeline management:

• Work with President and COO to determine pipeline holes and address market efforts accordingly.
• Understand the “time to market” within each of the different market segments and update monthly sales plan in accordance with pipeline holes.
• Project and track bid hit ratios
• Understand projected financials and track personal progress.
• Organize efforts based on pipeline holes.
• Identify new market segments that may be opportunities for Casco to grow.

Identifying and cultivating Casco’s specific brand and image to the market alongside the Marketing Manager

• Be the consistent driving force for the brand, reputation, and success in all market segments.
• Elevate the reputation of Casco through follow-up with past clients and those recently sold.
• Look for opportunities to elevate brand based on situational issues or “rumors.”
• Maintain marketing files and Sales reminder systems.
• Consistently sell the markets our capabilities so we do not get pigeon-holed into smaller or less diverse opportunities.
• Contact and maintain relationships with major accounts and continually check the pulse of their satisfaction regarding our services.
• Increase Casco’s visibility in the marketplace.
• Select appropriate spend for BD dollars to maximize the potential.
• Provide marketing and branding clarification directly with any customers that are having issues or struggling with anything regarding Casco, whether our fault or not
• Follow up with existing clients and clients with recently completed projects to determine paths to improvement and positive client relationships.
• Develop referral system and maximize referrals.
• Review existing marketing tools and work with Marketing Manager to provide resources for branding.
• Implement Public Relations as a new marketing tool.
• Identify our differentiators and clearly convey them to the appropriate client.

Pre-Construction

• Attend preconstruction and/or perspective project job walks.
• Assist with potential clientele in discussing project durations, overall cost of work, cost per square foot, and project process.
• Ability to provide insight on value engineering and project cost savings opportunities.
• Develop high level preconstruction schedules.
• Assist in construction pricing, budgets, and client deliverables as required.
• Attend RFP and opportunity kick off meetings including project approach and strategy development.
• Have a general understanding of unit pricing and subcontractor pricing for overall scopes of work.
• Attend industry events as needed throughout Orange County/LA markets.

SKILLS/QUALIFICATIONS REQUIRED:

General

• Strategic thinker
• Incredible follow up.
• Clear, concise communication skills that are malleable dependent on each situation and client.
• Highly organized
• Numbers driven with attention to detail on tracking goals and KPI’s.
• Highly skilled with maintaining and building relationships. Must have the ability to quickly establish trust and develop a relationship with new potential clients.

Technical

• Technical knowledge of tenant improvement and specifics of construction
• Technical, in-depth knowledge of construction tenant improvement pricing and the RFP process
• Technical, in-depth knowledge of the scheduling of construction projects
• Financial acumen
• Proposal writing
• Software skills; MS Office Suite and extensive experience in using CRM software.

Education

• Bachelor's Degree in Construction Management or position related field of study

CASCO's CULTURE:

As a female owned and operated construction company, our vibe is centered around respect and trust. Casco is built on the foundation of unprecedented customer service, collaborative partnerships, community giving and the relentless pursuit of excellence. We are driven by the need to constantly innovate. We are obsessed with details, progressive technology, superior quality, and the execution of safe practices. Casco’s values are constructed on trust. We strive to empower all employees to make decisions based on our core values. We practice 100% accountability but trust that everyone is working in the best interest of the customer, the project, and the company. Click here to learn more about our culture.

The US base salary range for this full-time position is $110,000 - $160,000 annually plus car allowance and Sales bonus. Full time positions will be eligible for a full healthcare benefit package after 60 days of employment and a 3% safe harbor company 401k match starts after 90 days of employment. Our salary ranges are determined by role, level, and location. Individual pay is determined by work location and additional factors, including job-related skills, experience and relevant education or training. Full-time is defined as regularly working 30+ hours per week.

Casco Contractors 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.