Business Development Manager

Performance Services; Austin (TX); On-site; USD 90,000 - 180,000; Full time

Benefits offered by this job

Health insurance

Job summary

Performance Services seeks a Business Development Manager for the Texas region, focusing on Government/Municipal markets. The role targets city, town, and county projects, engaging mayors, city managers, and public works leaders.

It is salary plus commission, with commissions averaging over $200K for some BDMs. The position offers a strong commission structure (no cap) and full health insurance premiums paid.

Qualifications

• Experience selling to municipal governments and public sector entities.
• Ability to manage complex, multi-party municipal procurement processes.
• Proven track record of achieving or exceeding sales targets.

Responsibilities

• Opens new doors and builds a pipeline delivering $10M-$20M in new business annually.
• Qualifies deals early and disengages when not a fit for PSI or client.
• Negotiates terms and closes contracts with municipal decision makers.

Skills

Sales prospecting

Public sector sales

Negotiation

Executive communication

Job description

Founded in 1998, Performance Services (PSI) is a design and construction firm specializing in constructing and renovating education and government facilities utilizing guaranteed energy savings (performance contracts) and the design-build procurement method. The company is a leading design-builder of high-performing learning and working environments, including solar, water, and smart-city infrastructure improvements for cities and towns. Headquartered in Indianapolis, the company has regional offices in fifteen additional states.

PSI is looking to add a Business Development Manager to our Texas branch for the greater Austin area with a focus on Government/Municipal market. (City, town, county level)

*This is a salary plus commission role. On average, our BDM's have made over $200K in commissions.

Ideally, PSI would like someone selling these types of projects in the municipal space. Working with direct decision makers including Mayors, City Managers, and Public Works Leaders. As well as experience with TML, TCMA, and other Texas municipal-related associations.

DUTIES, TASKS AND RESPONSIBILITIES

Sales Planning and Execution

• Opens new doors and builds a pipeline that delivers $10M-$20M in new business each year
• Walks into each meeting with a point of view and a clear goal for the conversation
• Qualifies early and disengages from deals that aren't a fit for PSI or the client
• Cultivates relationships to win new business and expand existing accounts
• Orchestrates the appropriate PSI and client resources to take control of the deal
• Negotiates terms and closes contracts
• Tailors the sales message to resonate across multiple buying audiences
• Speaks credibly with decision makers and influencers, and brings in technical experts when depth is needed
• Brings a point of view that reshapes how clients see their problem and their options
• Shapes the solution and pulls in internal experts to build it
• Makes the case for why PSI's approach is different and handles objections head-on

Customer Interaction

• Generates an emotional attachment to PSI's values with decision makers and influencers
• Uses insightful discovery questions to identify and influence business needs
• Challenges clients' conventional thinking to create new opportunities
• Creates compelling events and drives the committee buying process to a decision
• Stays close to clients after the sale, keeps them informed, and steps in to resolve issues that threaten the relationship or future business. Operations owns execution; the BDM owns the client.

Performance Services pays a very competitive base salary and has a very strong commission structure (with no cap!). In addition to great benefits, PSI covers 100% of health insurance premiums.