POSITION: Business Developer – Security Sales
LOCATION: Richmond, Virginia
POSITION SUMMARY: The Security Sales Business Developer builds market position by establishing business relationships that will facilitate the locating, marketing, developing, defining, negotiating, and closing business opportunities within the vertical security area of expertise. The Security Sales Business Developer manages technology and sales support throughout all aspects of the sales cycle while continually identifying revenue opportunities within the private security sector. The Security Sales Business Developer provides technical sales support and ensures both customer understanding and satisfaction with FiberPlus, Inc. products and services.
POSITION RESPONSIBILITIES: Responsibilities include but are not limited to: 1) Builds and maintains a pipeline of active and qualified security accounts for the installation and/or maintenance of commercial/secure facilities; 2) Educates and advises clients regarding security solutions; 3) Consistently meets and exceeds established sales quota; 4) Establishes and retains knowledge of products and service offerings; 5) Adapts product/solution offerings to meet client business goals; 6) Presents sales proposals, product demonstrations, and Return on Investment (ROI) analyses to persuasively illustrate the benefits of security solutions; 7) Prepares and delivers Request for Proposal (RFP) responses in coordination with the Inside Sales Support Representative; 8) Communicates sales activity and pipeline forecasts to Branch Manager and management; 9) Contacts customers and/or potential clients to answer questions and provide information and customer service.
ESSENTIAL SKILLS AND EXPERIENCE: Minimum of 5 years sales experience in low voltage integration field, with experience selling physical security, including security in depth or perimeter security solutions including but not limited to CCTV systems, access control and security devices, intrusion detection, biometrics, voice systems, fiber optic and copper cabling, integration and installation. Sales experience with a cabling or electrical firm in the Virginia, DC, and Maryland regions is preferred. Knowledge of low voltage structured cabling and technology solutions is preferred, with experience in business development for commercial and/or federal markets and a working knowledge of construction, electrical and engineering drawings. Proven level of sales volume in excess of $1 million per year is also required. The position requires an ability to build excellent client relationships and to influence decision makers. Should be well networked within the security industry (vendors, manufacturers, and distributors) and be membership affiliated within trade industry. An ability to prioritize tasks, meet deadlines, a sense of urgency, and the ability to follow-up are essential. Closing, prospecting, sales planning, and presentation skills are required. Position also requires the ability to work both independently and within a team environment. Strong customer service and communication skills are essential. Strong computer skills, with experience in Microsoft Office Suite, to include but not limited to, Word and Excel is also required. Position requires flexible working hours and travel, including to customer job sites.
Must be able to pass a background check and/or the ability get a government issued clearance. A clean driving record is required and candidate must provide a DMV record upon offer of employment. Drug screening is also required. Ability to obtain and maintain registration with Maryland State Police and Virginia Department of Criminal Justice Services is required. Current registration with Virginia Department of Criminal Justice Services is a plus.
EDUCATION: Bachelor’s Degree or equivalent experience is required. Certified Protection Professional Certification a plus, but not required.
PHYSICAL DEMANDS AND WORK ENVIRONMENT: While performing the duties of this position, the Security Sales Business Developer frequently required to sit; talk; hear; and use hands, arms, and fingers to type. The Security Sales Business Developer is occasionally required to stand; walk; use hands and fingers to feel, finger, or grasp objects or tools; crouch, crawl, and kneel; and reach with hands and arms. The Security Sales Business Developer may occasionally be expected to lift and/or move up to 15 pounds. Specific vision abilities required by this position include close vision, ability to adjust focus, and the ability to focus on a CRT or LCD computer monitor for lengthy periods of time. The noise level in the work environment is usually moderately quiet.