Business Development Representative

Merit Restorations; Lynchburg (VA); On-site; USD 50,000 - 70,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

Vision insurance

401(k) match up to 4%

Life insurance

Unlimited PTO

Company vehicle with fuel card

Job summary

Merit Restorations is looking for a Business Development Representative in Virginia to establish and maintain relationships that generate referral revenue. This role emphasizes building trust and credibility with clients including property managers, adjusters, and contractors.

Responsibilities include leading sales efforts, executing client visits, and maintaining robust CRM documentation. Strong communication and self-motivation are essential. Benefits include health insurance, 401(k) match, and unlimited PTO.

Qualifications

• Proven ability to build relationships and close deals.
• Self-directed and disciplined in CRM usage.
• Strong communication skills in various settings.

Responsibilities

• Build and nurture relationships with clients and adjusters.
• Develop and execute a weekly client route plan.
• Lead meetings and presentations confidently.

Skills

Relationship-building

Communication

Self-motivation

CRM discipline

Sales skills

Education

Background in restoration, construction, insurance, or real estate

Job description

Business Development Representative

As a Business Development Representative, your job is to make Merit the first name in the room when an adjuster, property manager, plumber, or landlord needs a restoration partner. You will build a territory of relationships that generates consistent, compounding referral revenue. You will show up, follow up, and close. You will be the face of Merit in the your assigned market — and that means something here.

Build Your Own Referral Network

• Visit new assignments/jobs, interface with the client, and sell the job
• Target and develop relationships with insurance adjusters, independent adjusters, property managers, plumbers, HOAs, landlords, general contractors, and real estate professionals
• Become the trusted, go-to contact in your territory — the name people think of before they even look up a number
• Present a branded gift on all first-time visits to make a strong, memorable impression
• Educate referral partners on exactly when and why to call Merit — so the call comes before the competition gets a chance
• Represent Merit at networking events, trade associations, industry luncheons, and community functions

Drive Revenue through Disciplined Daily Activity

• Begin each week with a written route plan submitted to your Branch Manager — minimum 5 client stops per day, Monday through Friday
• Execute daily outreach — door knocks, cold calls, drop-ins, and face‑to‑face visits. Presence wins in this business
• Conduct face‑to‑face site visits with new and existing clients Tuesday through Thursday every week
• Schedule a second or third visit within two weeks of first contact — first impressions open doors, follow‑through keeps them open
• Ensure all new accounts receive at least three face‑to‑face visits within the first six weeks
• All active accounts sending you business require a minimum face‑to‑face touch every 90 days to remain yours
• Distribute marketing and promo materials on every visit — arrive prepared, arrive stocked

Sell with Credibility and Close with Conviction

• Lead client-facing meetings, site walkthroughs, and presentations with confidence
• Collaborate with operations and estimating teams on proposals and bid strategy
• Own the full sales cycle — you open it, you close it, you see it through
• Follow up every first-time visit with an email or text within 24 hours — and a second face‑to‑face visit within two weeks

CRM Discipline, Reporting & Pipeline Accountability

• Log every call, meeting, proposal, referral, and touchpoint in Luxor CRM in real time. No log = no commission
• Submit a written route plan to your Branch Manager every Monday before your first stop
• Submit a written weekly recap to your Branch Manager every Friday — include wins, follow-ups needed, and obstacles faced
• Include a photo or digital copy of your completed weekly checklist with every Friday recap
• Review your CRM pipeline every Friday and prioritize the top prospects for the following week
• Identify your top 10 prospects each month and map out specific introduction and follow-up plans
• Meet with management monthly to review results, discuss objections, and adjust strategies

Show Up For The Brand

• Represent Merit, CaseCo, and our sister brands with professionalism and integrity at every touchpoint
• Provide field-level market intelligence — competitor activity, client needs, and emerging opportunities
• Partner with leadership on brand positioning and support local marketing campaigns
• Stay current on restoration processes, insurance workflows, and claim procedures so you speak the language of your referral partners

Requirements

• A proven relationship-builder who opens doors and closes deals — not just an activity generator
• Self-directed and driven. You do not need someone to motivate you. You are already motivated
• Disciplined in CRM usage and follow‑through — you understand that the system protects your commission and your credibility
• A clear, confident communicator — one-on-one, in front of a group, on the phone, or in writing
• Resilient and resourceful. You find a way when others make excuses
• Someone who takes ownership of outcomes, not just activities
• Background in restoration, construction, insurance, real estate, or B2B sales strongly preferred
• Existing network with adjusters, property managers, or commercial real estate is a major advantage
• Valid driver's license and reliable transportation required

Benefits

• Health insurance
• Dental insurance
• Vision insurance
• 401(k) match up to 4%
• Life insurance
• Unlimited PTO
• Company vehicle with fuel card