Business Development Representative - Construction & Janitorial Southeast

About the Role

Consolidated Facility Services, Inc (CFS) seeks an experienced business development professional with proven connections in the janitorial and construction sectors throughout the Southeastern US. This position focuses on establishing and expanding new business relationships primarily in aviation, higher education, as well as industrial and institutional markets.

Key Responsibilities

• Manage and grow the sales pipeline across the Southeast region by generating new weekly opportunities.
• Forge and strengthen partnerships with general contractors, owners, and project managers.
• Conduct site visits before bids, complete pre-qualification steps, and submit competitive bids that maintain profit margins.
• Effectively utilize HubSpot CRM to track deal stages, bid deadlines, and log all sales activities accurately and timely.
• Meet personal sales targets and actively contribute to overall team goals.
• Provide weekly updates to the VP of Sales and quarterly presentations to the executive leadership.

Onboarding Plan – First 180 Days

Structured support includes weekly one-on-one sessions with the VP of Sales divided across three phases:

• Foundation and Relationships (Days 0-60): Complete training on HubSpot and CFS protocols, familiarize with service offerings and margins, refine current pipeline, identify target accounts, initiate key relationship building, and observe live deals and site visits.
• Build and Close (Days 60-120): Consistently develop pipeline leads, close initial deals, present weekly pipeline updates, conduct solo pre-bid walks, and maintain high outreach activity standards.
• Stabilize and Forecast (Days 120-180): Maintain a robust pipeline relative to quota, enhance qualification accuracy, deliver dependable weekly sales forecasts, and lead quarterly executive reviews of pipeline health.

Candidate Profile

• 3-5+ years background in construction-related business development, estimating, or project management roles.
• Proven sales achievements delivering services or subcontracting into the construction industry.
• Ability to interpret construction blueprints, scope documentation, specifications, and addenda.
• Established relationships with major Southeast general contractors, including firms such as Brasfield & Gorrie, Holder, Hardin, JE Dunn, Robins & Morton, Skanska, Whiting-Turner, Batson-Cook, among others.
• Experience performing pre-bid site visits and pre-qualification processes.
• Knowledgeable in AIA contract documents (A101, A201, A401) and familiarity with surety, certificates of insurance, prevailing wage rules, and CCIP/OCIP insurance fundamentals.
• Participation or readiness to engage with industry organizations like ABC, AGC, CMAA, BOMA, or IFMA.

Personal Attributes

• Strong relationship builder with natural ability to connect with construction stakeholders.
• Effective communicator in diverse environments, including jobsites, meetings, and written correspondence.
• Self-motivated professional capable of independently managing their sales pipeline.
• Disciplined user of CRM tools and diligent in timely follow-ups.
• Persistent and composed when facing lengthy sales cycles and rejection.
• Focused on maintaining profitability by recognizing unprofitable deals and declining them.

Compensation and Benefits

• Competitive base salary with semi-monthly payments and annual review.
• 3% commission earned on personally closed deals and full commission on deals with at least 23% gross margin, paid on revenue collected.
• Monthly automobile allowance.
• Company-provided laptop and access to HubSpot CRM.

Targets for Success

• Develop a sales pipeline exceeding $6 million in qualified opportunities.
• Generate $2.5 to $3.5 million in revenues at or above a 23% gross margin threshold.
• Maintain at least 95% compliance with HubSpot CRM updates and produce consistent weekly forecasts.

Additional Information

This position offers autonomy combined with well-defined structure and direct communications with executive leadership. The role involves extensive travel throughout the Southeastern region to engage with clients and pre-bid sites.