Director of Business Development/Sales - A/E Services
Inspec, Inc. is an independent engineering / architectural firm focusing on roofs, walls,
pavements and waterproofing systems. Known throughout the country as a premier professional
organization, we’ve designed and implemented thousands of solutions for a wide range of
clients for more than 30 years. Inspec is hiring a business development professional for our
Milwaukee, WI office. We are looking for an individual with the skills, vision and character
to find new and innovative ways to further add to our company's success.
This position has the very important responsibility of driving new client relationships,
developing peer-client referrals, and identifying new project opportunities for our
highly-skilled technical team. With three offices serving clients nationwide, our firm
employs more than 80 engineers, architects, drafters, field technicians, and administrative
staff. Over the past 3 years, our Milwaukee office has achieved a four-fold revenue increase.
Come join us as we grow!
§ Identify, thoroughly understand and accurately communicate Inspec’s competitive
advantages to existing and potential clients.
§ Find and nurture new business development opportunities in the marketplace through
a combination of networking and targeted cold calling.
§ Meet and turn new contacts into repeat and referral business by developing strong,
§ Coordinate and participate in client entertainment outings – fishing, hunting, golf
and sporting events.
§ Outside business development activities will represent up to 80% of time
§ 20% of business development efforts will be to existing client base, 80% of efforts
will be spent on new business development
§ Maintain accurate lead tracking sheet and sales pipeline.
§ Maintain internal database of current and historical information for submittals and
§ Research and understand the criteria for selection, and present the firm in a
manner that responds to those criteria.
§ Work in conjunction with Department Supervisors to prepare and present proposals to
§ Manage responses for submittals and qualifications packages for prospective
§ Generate responses to company capabilities requests.
§ Maintain client and prospective client database in Goldmine.
§ Develop and assist in the implementation of a marketing plan that includes but is
not limited to: specific clients, prospects, market segments, budget, opportunities by
dollars, opportunities by owner-type, involvement of principals in the marketing plan.
§ Assist with establishing goals, objectives, strategies and budget requirements for
developing new business.
§ Maintain mail lists in Goldmine to perform quarterly marketing campaigns.
§ Follow up in a timely manner with marketing campaigns.
§ Track and report business development efforts within Goldmine, and provide weekly
activity report to Sales Manager.
§ Fully participate in local industry associations by serving of committees and
§ Arrange for and assist our technical team with marketing efforts and development of
presentations to clients or educational classes to AIA, BOMA, etc.
§ Coordinate regular educational sessions with various architectural firms.
§ Keep current curriculum vitae of Architects’/Engineers' resumes and Project Lists.
§ Coordinate participation in regional and national conferences, i.e. ASHE, APPA,
SMPS, SAME, etc.
§ Coordinate regional trade show activity.
§ Territory mainly covers WI – but open to developing relationships anywhere in the
US and Canada.
§ Minimum 3 years outside sales/business development experience representing
§ Built industry experience preferred, not required.
§ Strong cold calling capabilities and the ability to sell on value, not just price.
§ Customer-centered, consultative sales style.
§ Comfortable with public speaking and large group presentations
§ Excellent organizational skills, attention to detail, follow-up, problem solving,
§ Must be able to multi-task and work intelligently under pressure.
§ Ability to think fast, out-of-the-box, and resolve last-minute problems.
§ Articulate with excellent written/verbal communication and presentation skills.
§ Able to work independently as well as work with others.
§ Must have a proactive, can-do personality.
§ Proficiency in PowerPoint, MSWord, Excel. Goldmine experience preferred, not
§ Ability to work long hours as necessary – including nights and weekends, to
§ Up to 20% overnight travel.
§ Willingness to travel throughout state and occasionally out of state to develop
§ Comfortable working as liaison between our clients and technical staff when
§ Coordinate activities to ensure timely responses, submittals, presentations and
§ The individual will need to be resourceful, self-motivated and dedicated to
advancing Inspec’s position in the marketplace.
§ Must be willing to sign a non-compete.
Benefits include company car, cell phone, and expense account along with vacation, health
insurance, profit sharing and 401K opportunities. Inspec also enjoys “summer hours” all year
long - our workweek ends at noon on Friday. To join our winning team, please send your resume
and salary requirements to: Cheryl@succeedia.com or click Apply Now.