Studco Building Systems are leaders in manufacturing innovative metal building systems for the wall and ceiling construction industry. From humble beginnings in 1986 as a steel stud roll former in Melbourne, Australia, Studco has developed into a truly global manufacturer of premium building systems for the commercial and residential construction industry. The EZ Concept division of Studco specializes in innovative architectural building products for flush finish and clean line interiors. Our customers succeed because of our superior solutions, intelligence, and value.
The EZ Concept Business Development Representative (BDR) will be responsible for ensuring the business achieves and retains a position as a major key player in the market segment. They will also be identifying new opportunities for market region growth and product development opportunities to new and existing customers. A detailed understanding of the EZ Concept product range and market offering will be required. This position will work directly out of the Studco office located in Webster, NY. Travel will be required. When in office, it is expected that BDR will report to the office, this is not a remote-based position
Main Activities:
Outside Sales Activities:
- Achieve individual KPIs based on NetSuite ERP system activity
- Identify opportunities in existing markets and undeveloped markets for EZConcept to expand into
- Present to key specifiers in the marketplace to ensure EZConcept gains traction for new projects both face to face and through virtual meetings
- Identify large projects that have potential use for the EZ Concept Product Range and work with key operational personnel to deliver
- Oversee the qualifying, bidding, and drawing approval stages of large projects (over $100K). Ensure smooth transition to planning to execute the order and ensure customer satisfaction.
- Develop and commit bi-weekly travel schedule on an annual basis to visit key markets and territories regularly.
- Focus on growing both direct sales as well as distribution channels based on market preferences
- Represent the EZ Concept brand at exhibitions and other industry or company organized events
- Work closely with the inside sales team and independent reps to nurture opportunities identified
- Face to Face visits to Architects, Contractors, Designers, and Distributors to secure specifications
- Establish rapport, identify project opportunities, and provide technical and problem-solving advice
- Report to Management on key target areas, new product offerings, and new business opportunities
- Adhere to correct protocols when interacting with other staff, customers and suppliers
- Contribute to sales forecast process for inventory replenishment and financial outlook
- Undertake other projects or activities as directed
Inside Sales Activities:
- Handle inbound / outbound phone activity to assist architects, contractors, designers, distributors, with consultative feedback on their relevant projects
- Provide customers with technical knowledge and upsell/cross sell them on our product offerings
- Pre-Qualify entirety of scope of work on new quoting opportunities
- Guide customers through entirety of buying process
- Perform virtual solution workshop with key constituents
- Support the generation of quotes and reviewal of key manufacturing drawing documents as needed
- Respond to email and webchat inquiries from current and prospective customers
Teamwork and Leadership Responsibilities:
- Abide by communication protocol for all Studco Team Members. Email & phone calls must be responded to promptly.
- Work in a broader team environment. Call on required resources whether Technical, Commercial, Marketing or Sales to assist in delivering on opportunities.
- Liaise with operations, Technical and US business where new product opportunities arise.
- Manage time in an effective manner, such that time is allocated efficiently and effectively.
- Confidentiality is paramount. Any breach of trust will be regarded seriously & addressed in an appropriate manner by senior management. Anyone involved in the Studco Team is required to sign a confidentiality agreement.
Qualifications:
- Minimum 5 years of inside sales or business development experience in a professional office setting
- Prior Field experience in a sales or technical sales related role
- Bachelor’s degree
Preferred knowledge:
- Proficient in Microsoft Office products and NetSuite
- Proficient knowledge of the construction industry, and Window & Door market vertical
- Knowledge of Architectural Specification Market
- Proficient understanding of Flush Finish Product ranges and market segments EZConcept wants to “play in”
- Know and value the need for fanatical customer service
- Challenger sales mindset
- Proficient understanding of sales and customer service processes and techniques
- Commercial knowledge of finance, profit and productivity concepts in assessing business opportunities.
Preferred skills:
- Strong preference to engage verbally. Proactive phone skills and face to face interactions are essential.
- Effective written and verbal communication skills
- Great Listener
- Task oriented
- Excellent interpersonal skills and high emotional reasoning and intelligence
- Resilient
- Analytical problem solver and negotiator
- Time and task management
- Team player and team builder
Personal Attributes:
The incumbent must maintain strict confidentiality in performing the duties of the Business Development Manager. The incumbent must also demonstrate the following personal attributes:
- To be honest and trustworthy
- Be respectful
- Possess cultural awareness and sensitivity
- Be flexible
- Demonstrate sound work ethics
- Respect the Studco values and uphold the Mission and Vision Statement.