BD Specialist

ARC is growing! We are looking for a* Business Development Representative/Outside Sales* person who will be focused on presenting ARC Document Solutions to potential new clients in large multi-location Architectural, Engineering and Construction (AEC) businesses in addition to other potential new clients who would benefit from the many solutions that ARC provides. This position focuses on understanding the market, the competition, and the customer’s business drivers to leverage the appropriate ARC Solution as their business advisor.

We are looking for someone who, not only understands traditional document management and printing services, but also has experience in cloud-based and SaaS applications, or is willing to learn.

Do you have a passion to develop and manage clients using the latest technology and services that ARC is introducing into the marketplace? Do you have a proven track record of successfully surpassing your sales plan by hunting and winning business? Then this job is for you!

Responsibilities:

• Build and manage an active pipeline of opportunities within assigned territory.
• Prospecting, cold calling, securing appointments and developing relationships.
• Prepare and present ARC and our services to all levels within client organization.
• Initiate and follow sales process by understanding client’s business drivers, building relationships; qualifying potential; presenting and closing business.Is able to close business by overcoming objections
• Interact with sales leadership and solution’s specialists to develop sales strategies that win new business.
• Understand the ARC Document Solution’s Value Proposition and its competitive advantages.
• Liaison between the organization and existing clients for up-to-date pricing, order assistance, issue resolution and ongoing relationship development.
• Able to identify client operational needs and develop and integrate ARC workflow solutions.
• Identify development potential in accounts by studying current business metrics; interviewing key customer contacts, identifying and presenting additional business opportunities.
• Update job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in industry events and organizations.
• Understand components of margin and manage to maximize profitability.
• Perform position expectations as required for this position

Required Skills:
Prospecting, cold calling, presenting, Project Management, proposal writing, understanding of micro-economics within the construction industry, use of CRM, collaborative, consultative, managing pipeline, innovative, customer focused, organized and self-motivated. Exhibits professional demeanor and is an effective verbal and written communicator. General knowledge of project management tools such as RFI, PCO/PCI, RFQ, RFP, Submittals, etc.

Required Experience:

• Bachelor’s degree in Business, Marketing or related field, or equivalent education and experience.
• Sales experience in the printing, document management, architecture, engineering, or similar industry
• Experience working with a document management company is a plus
• Knowledge of AEC workflows also a plus.