Business Development Representative
At Axiom, A Salas O’Brien Company we tell our clients that we’re engineered for impact. This passion for making a difference applies just as much to our team as it does to our projects. That’s why we’re committed to living our values every day: inspiring, achieving, and connecting as shared owners of our success with a focus on a sustainable future.
Building for the long-term means that all our team members can expect to work on amazing projects with a people-first approach to problem solving. It also means that each member of our team has truly limitless potential to build a unique, meaningful, and high-impact career—and they’ll receive great total rewards along the way.
About Us:
Founded in 1975, Salas O’Brien is an employee-owned engineering and professional services firm focused on achieving impact for our clients, our team, and the world. We know that tomorrow’s requirements are today’s opportunities, and we are here to design lasting solutions for pressing challenges.
We work across a variety of industries providing integrated engineering and consulting services. Our specialized experience includes design for data centers, healthcare, science and technology, high-rise buildings, clean energy, education, and other building types as well as structural and building sciences, infrastructure asset management, advanced robotics, and more.
Our technical expertise is paired with an exceptional team of business development, human resources, finance and accounting, information technology, and marketing professionals, all of whom play a key role in bringing our commitments to life every day.
Job Summary:
As a Business Development Representative at Axiom, you’ll be at the center of the action—helping clients solve complex, real-world problems in the built environment while driving meaningful growth for a company known for delivering projects on time and on budget. You’ll partner with smart, driven professionals who help owners and design teams evaluate options, coordinate systems, and control cost and schedule early in the building life cycle. In this role, you won’t just be “selling” — you’ll be educating, advising, and building long-term relationships with partners who rely on Axiom’s expertise to make high-impact decisions. If you’re energized by consultative sales, enjoy uncovering opportunities, and want your work to directly influence the success of major projects, Axiom is a place where you can make a visible difference and grow your career.
Responsibilities:
Research and Education
- Effectively researches general contractors, architects, developers and building owners, develops a list of accounts that are probable ideal clients of Axiom solutions. This could include identified targets, new prospects discovered by business development and referrals.
- Uses multiple communication avenues (phone, email, LinkedIn, etc.) to build awareness and connect with potential prospects.
- Effectively researches general contractors, architects and companies to spark a valuable conversation with key stakeholders to get in the door.
- Generates interest with key stakeholders to procure discovery conversations or meetings at multiple levels throughout the organization.
- Gathers and documents helpful institutional knowledge on every interaction (what they use, who they use, likes/dislikes, stakeholders, etc.). The ideal candidate will be able to use this information to prioritize callbacks and generate future opportunities.
- Identifies which clients are not a fit for Axiom based on ideal client criteria.
Managing Prospective Partner Relationships
- Attend industry events, trade shows, and architecture conferences (e.g. AIA conferences).
- Join local and national industry associations.
- Schedule introductory meetings to understand general contractor, architect’s or prospects’ needs and challenges.
- Provide lunch-and-learn sessions to educate general contractors, architects on engineering innovations, materials, or sustainability trends. Share case studies and past experience.
- Provide marketing with suggested content for blog posts.
- Regularly check in with prospective partners (general contractors, architects owners’ reps, etc.) via calls, emails, or in-person visits to stay top-of-mind.
- Send congratulatory messages on completed projects, awards, new hires, milestones, etc.
- Identify mutual referral opportunities where both firms can recommend each other to clients.
Developing Sales Leads and Qualified Opportunities
- Asks for introductions and leverage referrals.
- Supports Axiom leadership when they present at events, generating interest and attendance, meeting with prospects and actively following up to generate opportunities.
- Diligent and proactive following up and staying connected with key networking partners and prospects.
- Develop a collaborative working relationship with Axiom partners.
Collaboration
- Works with Team Leads to help penetrate targeted clients for additional projects within existing and new divisions of the client
- Provides marketplace feedback to inform collateral, case studies, website updates, and thought leadership topics.
- Partners closely with structural engineers, BIM specialists, and project leads to understand technical capabilities and translate them into compelling value propositions for clients.
- Facilitates internal knowledge sharing so BD efforts reflect current engineering innovations, delivery models, and project lessons learned.
- Coordinates technical staff participation in discovery calls, proposal development, lunch-and-learns, and client presentations.
Building Rapport/ Lead Discovery
- Asks effective questions to uncover the general contractor, architect or client’s current situation, desired situation, business drivers, application needs and decision making processes (either via phone, video or face-to-face meeting) to fully understand what the client needs to recommend the best solution.
- Differentiates Axiom from competitors by identifying key areas that are important to the prospect.
- Identifies opportunities for long term continuous projects that will drive efficiencies for the client.
- Begins building strategic relationships within targeted accounts.
- In strategic opportunities, coordinates and drives a team selling approach (typically including leadership and technical resources) to further develop the relationship and to present more complex solutions.
- Demonstrates general business acumen and understanding of how client businesses operate, the challenges they face and how Axiom’s solutions and services impact their business.
Sales Planning
- Executes the sales plan and communicates progress against the plan – this includes being fully prepared for and engaged in 1:1 meetings:
- Understands what’s working and what’s not and makes necessary adjustments in the sales approach or activity levels to achieve sales team revenue and profitability goals
- Proactively communicates unexpected increases or decreases from new or lost opportunities
- Submits forecasts and pipeline reports to manager on a timely basis
- Creates and manages client capture plans
- Keeps informed and communicates market trends.
- Manages and progresses a qualified pipeline of opportunities by prioritizing opportunities.
- Focuses activities on the best prospects.
- Manages customer data and opportunities in CRM on a regular basis.
Qualifications:
- Prefer at least 3-5 years sales experience
- Demonstrated success meeting sales goals and growing sales
- Experience in the construction or A/E/C industry required
- Understands how clients identify and select subcontractors for use in projects
- Working knowledge of CRM system
- Knowledge of general networking
- Proficiency in Microsoft Office Suite is required
Benefits:
- Gain invaluable industry experience and practical engineering skills.
- Work with a diverse team of professionals, fostering network opportunities.
- Access to mentorship and guidance from experienced engineers.
- Competitive compensation package.
Location: Remote
Travel: Yes 50-60%
Equal Opportunity Employment Statement
Salas O’Brien 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/provincial, or local laws. Salas O’Brien will accommodate the disability-related needs of applicants as required by law.
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