Senior Capital Business Development Manager - MultiPro Property Solutions

Company: Disability Solutions
Location: Miami
Posted on: November 11, 2024

Job Description:

The Senior Capital Business Development Manager, MultiPro, reporting to the Vice President of Sales, will drive capital project lead generation and estimates through partnerships with multi-family ownership groups, Regional Managers, and Capital Directors/Managers.In this role, you'll be responsible for creating detailed estimates and proposals, leading strategic contract negotiations, and onboarding new clients to MultiPro's services. Collaboration is key; you'll work closely with the Legal, EHS, and Operations teams to ensure project compliance, safety, and feasibility standards are met. Additionally, you'll manage the transition from Sales to Operations, guaranteeing a seamless project handoff and fostering strong client relationships within Florida.Success in this role means actively building and sustaining a robust pipeline, achieving revenue and profit targets, and maintaining growth across an assigned territory and portfolio.Salary range: $107,000 - $117,000 base + commissionAuto Allowance: You will be eligible to participate in an auto reimbursement program that provides a fixed bi-weekly payment and a monthly variable mileage reimbursement allowance.Responsibilities:

• Grow revenue in assigned market by securing new clients via cold-calling, cross-selling with other Valet Living entities, or other MultiPro field and National Sales associates, pursuing internal or external referrals, analyzing available market data, as well as growing share-of-wallet revenue within existing capital accounts including working with client ownership groups and Capital Directors
• Prospect for new capital property improvement project clients according to our go-to-market strategy and within established Branch scope and gross margin guidelines. Work with Branch and Sales leadership throughout the sales process.
• Utilize industry and construction expertise to consult with clients, ensuring projects are properly scoped to meet their needs while setting proper expectations for project execution, including change orders, safety plans, and work methods
• Develop detailed and accurate project estimates and take-offs prior to pricing, including securing and negotiating with subcontractor resources, identifying and capturing job costs (labor, material, other), based on scope assumptions. This position is a blended Sales and Estimator role.
• Develop and write quality proposals that have a high likelihood of success. Focus should be on selling value vs. being the lowest cost provider. Ensure proposals include detailed scope and performance expectations, along with assumptions, inclusions and exclusions.
• Negotiate with clients on pricing, Scope of Work, Schedule of Values (SOV), Retainage, Lien Waivers, and Terms to secure a fully executed contract. Collaborate with the Contracts team and Operations leadership to ensure accuracy and business signoff.
• Maintain and manage a sales pipeline within the Salesforce CRM, including full accounting of open opportunities with accurate timelines and probability for award to enable accurate Branch forecasting and effective sales coaching
• Drive a target 30% or higher closing rate on all proposals generated
• Ensure a proper, timely, and complete Sales to Operations handoff and Transfer of Trust (ToT) on awarded jobs. Provide all required job/work order detail to Operations for a proper kickoff and to set up execution for success.
• Monitor executed margin performance vs. estimated margin, assist Operations with writing and securing change orders, help address any client issues, and proactively assist with accounts receivable (non-payment, slow-payment) issues
• Maintain ongoing client communications to enhance the overall relationship, improve their experience, and build trust and respect
• Apply effective critical thinking skills to resolve client complaints or needs
• Represent our organization at industry-related trade shows and Exhibits, Apartment Associations, and Property Management sponsored events
• Update client on overall company plans, process improvements, or new service capabilities
• Perform other duties, as assignedQualifications:
  • Bachelor's degree preferred
  • 7+ years of proven experience in sales and estimating for capital construction or multi-family property improvement projects within the multifamily industry
  • Track record of meeting or exceeding sales, profitability, and budget objectives
  • Strong skills in developing accurate project estimates and take-offs
  • Proven ability to recruit and maintain strong relationships with independent subcontractors who provide excellent work quality and pricing, ensuring maximum customer satisfaction and executed project gross margin
  • Effective at implementing targeted sales and marketing strategies
  • Excellent customer service skills with the ability to engage diverse customer types
  • Advanced analytical abilities for assessing customer data and trends
  • Strong organizational and time management skills to handle multiple clients and tasks efficiently
  • Skilled in negotiation and motivation to drive successful outcomes
  • Proficient in building rapport and collaborating across teams, both internally and externally
  • Expertise in MS Word, Outlook, Excel, PowerPoint, and CRM platforms such as Salesforce
  • High standards of work ethic, integrity, and accountability
  • Ability to thrive in dynamic environments with shifting workloads and priorities
  • Exceptional verbal and written communication skills
  • Adaptable to new technology platforms
  • Comfortable working within cross-functional teams across the organizationPhysical requirements and special conditions of employment:
    • Ability to walk extensive distances across client properties, navigate stairs, bend at the waist and knees, and lift arms to shoulder height or above
    • Capability to work outdoors in various weather conditions, including extreme heat and cold
    • Comfortable with prolonged periods of sitting or standing while working on a computer
    • Possession of a valid driver's license and a clean driving record
    • Willingness to travel up to 50% of the workday, as needed, using a personal vehicle within the designated territory to assess sites, submit bids, and secure business opportunities
    • Flexibility to work outside regular business hours based on project and client demandsComprehensive Benefits for Full-Time Associates:
      • Health Benefits: Medical, dental, and vision coverage for you and your family, including a Healthcare Savings Account (HSA) with employer contributions and Flexible Spending Accounts for healthcare and dependent care.
      • Financial Security: 401k Savings Plan with company match, comprehensive insurance options including disability, life, AD&D, and business travel.
      • Paid Time Off: Up to 20 days of PTO per year, plus 10 holidays, 1 floating holiday, and 1 volunteer day.
      • Professional Development: Tuition reimbursement up to $5,250 per year and access to our online education center.
      • Additional Benefits: Referral bonuses, pet insurance, associate assistance programs, relief fund, discount programs, rewards, recognition, and free access to Torch Fitness virtual programs.The final compensation offered will be determined based on various factors, including the candidate's location, level of experience, and skill set. As such, it may fall outside the range listed above.The application window is anticipated to close 60 days from the date the job is posted.#LI-AC1Are you a current Valet Living employee? If so, click to apply.Valet Living is an Equal Opportunity Employer that values the strength diversity brings to the workplace. We recruit, employ, train, compensate, and promote without regard to race, religion, creed, color, national origin, age, gender, sexual orientation, gender identity, marital status, disability, veteran status, or any other basis protected by applicable federal, state or local law.Valet Living is committed to working with and providing reasonable accommodations to individuals with disabilities. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application or interview process, please contact us at and let us know the nature of your request along with your contact information.Please note, this is a dedicated e-mail box designed exclusively to assist applicants with accommodation requests in relation to Valet Living's recruiting process. Inquiries about the status of applications will not receive a response from this e-mail box. We will make accommodations during the recruitment process in accordance with applicable law.

Keywords: Disability Solutions, Fort Lauderdale , Senior Capital Business Development Manager - MultiPro Property Solutions, Executive , Miami, Florida