Address
Form of workHeartLand, LLC is seeking a highly motivated and data-driven professional to join our growing Strategic Accounts team as a National Accounts Business Developer.
The Company
We are a progressive organization dedicated to building relationships and delivering exceptional service through leading commercial landscape firms across the US. We deliver the ordinary in extraordinary ways, by operating our business with a shared vision of excellence – combining best practices and the right tools for the job with ongoing training and support. We acquire companies in attractive markets who share a common culture of excellence and success. Our landscape companies are the first choice for employees and clients in the markets they serve.
The Opportunity:
The Strategic Solutions Manager is responsible for extending HeartLand’s roots in self-performing markets through targeted communication with potential new clients. These focused efforts will play a crucial role in driving the growth of landscape maintenance and snow removal services for commercial real estate and other target industries, with a vision to build the most exceptional service organization our industry has ever seen. The Strategic Solutions Manager’s role primarily leads efforts in driving new sales and increased brand awareness in self-performing markets nationwide. The right person for this position must have the energy to perform the following:
Sales Process
- Follow the established sales process as designed and document progress through pipeline stages in collaboration with Strategic Accounts team.
- Evaluate prospects according to an Ideal Client Profile (ICP) for target market segments
- Prospecting
- Utilize provided active prospecting lists based on the Ideal Customer Profile (ICP).
- Turn traditional “cold calls” into active prospecting calls that generate “warm leads”.
- Utilize provided active prospecting lists based on the Ideal Customer Profile (ICP).
- Utilizing provided list of identified prospects across target industries, track and report key metrics related to lead generation, pipeline advancement, and conversion rates.
- Maintain prospect engagement life cycle records and progress tracking.
- Leverage HeartLand’s proprietary SmartReach® platform to identify and assess prospects.
- Generate and deliver documented outreach programs via email, traditional mailings, phone, and video conference to generate sufficient leads that will translate to reaching sales goals.
- Send focused messaging to new potential clients:
- Utilize HeartLand Sales Story to focus communications.
- Leverage content and campaigns produced by Heartland Marketing to create new connections and generate needs assessment meetings.
- Send focused messaging to new potential clients:
Client Proposal Presentation / Contract Development
- Review large or complex proposals with Strategic Accounts leadership, paying special attention to completeness, detail, and client-focused solutions.
- In partnership with Executive Director of Strategic Accounts, develop value driven and professional proposals that achieve positive client outcomes. Leverage relevant marketing collateral.
- Present proposals virtually with the prospect, potentially in person where required.
- Review all proposal documentation prior to advancement, communicate and clarify with estimating teams.
- Review contract documentation with leadership for each project won; negotiate with the client as appropriate.
- If a proposed contract is lost, follow-up with client to determine rationale behind the decision, and record relevant information.
- Flag for future follow-up based upon potential unmet expectations.
Facilitation of Project Start-up and Transition to Operations
- Follow the documented Client Hand-off Process for assisting transition of new clients to Operating Company leadership, and subsequently to field operations and service teams.
- Provide Operating Company leadership and Account Management teams will all relevant information needed to conduct and document a new Client Service Conversation, according to HeartLand standards in conjunction with Executive Director. Participate directly when appropriate.
- This is an absolute expectation!
- Create a touchpoint with new clients within the first 90 days of service.
Enhancement of Brand
- Synchronize digital messaging with the HeartLand Brand Standard and Strategic Accounts Sales Story.
Key Performance Metrics
The Strategic Solutions Manager will be evaluated on their ability to be an exceptional leader reflecting the objectives of the organization. Specific evaluation includes the following areas:
- Clear evidence of increased sales based on provided close rate expectation (10-20%).
- Management and advancement of prospect lists.
The Strategic Solutions Manager will:
- Exude the company values in all respects:
- Human – we do love plants, but we cultivate people to serve people.
- Exceptional – our best efforts energize everything we do.
- Accountable – we own the outcomes in our relationships with each other and our clients.
- Respectful – we believe in the golden rule.
- Trusted – clients know they can count on us to keep their best interests at heart.
The Strategic Solutions Manager will demonstrate the following Mind Set:
- Self-Discipline - Influencing others begins by keeping commitments to yourself.
- Optimism - You must be optimistic enough to envision success.
- Caring - Clients still buy from those they know, like, and trust. And they tend to like and trust those who care about them. Genuinely care about them.
- Competitiveness - If you don’t really want it, you can’t win it.
- Resourcefulness - If you have come to believe there are certain ways to do things or if you stick too rigidly to what has worked in the past, your experience will interfere with your resourcefulness.
- Initiative - Schedule regular meetings with clients to review your performance and relationship.
- Persistence - Timing is Everything. The secret to persistence is knowing when to wait patiently and when to strike.
- Communication - Good communication stems from good listening.
- Accountability - Call and make sure that what you sold is working.
