Business Development Representative

At Gateway Mechanical, the extraordinary is possible to achieve in the role of Business Development Representative - Strategic Accounts

Founded in 1968, Gateway Mechanical is a privately owned company that has established itself as a leader in the commercial and industrial refrigeration, heating and air conditioning industry (HVACR). Attending to 40,000+ service calls per year, Gateway is the largest HVAC & Refrigeration service provider in Western Canada. Our model is comprised of local branch teams with fully qualified personnel representing HVAC, refrigeration, plumbing/gas fitting, sheet metal and electrical trades. These teams are supported by centers of excellence including professional engineers and project managers which ensures Gateway’s full technical capability is available for every project and service call.

The Business Development Representative - Strategic Accounts is responsible for sourcing and securing new Strategic Account customers and works within a team environment to pursue business opportunities for Gateway Service. Activities will be directed by a centralized business development function and will support growth in the market segments that have been identified as key priorities for growth.

**Key Responsibilities**:
**Strategic Planning**:

- Create and implement effective Strategic Account pursuit strategies and facilitate internal and external onboarding.
- Assist in establishing sales objectives by analyzing markets and projecting sales volumes;
- Keep up to date with developments, trends, competition and advancements related to our key markets and regions.

**Financial Results**:

- Influence and sell key business solutions in an effective, persuasive, and professional manner
- Meet or exceed annual revenue targets.
- Support gross margin targets

**Operational Excellence**:

- Prospect new clients & businesses.
- Pursue and close new preventative maintenance contracts.
- Consistently meet and exceed annual sales targets.
- Under the direction of the Business Development Manager, develop detailed sales plans that support growth in specific market segments.
- Develop and execute detailed sales plans and forecasts by evaluating customer needs, market conditions, and competitor analysis.
- Identify and evaluate new markets and partnership opportunities through networking and direct prospecting.
- Utilize proven sales methods to identify and solicit potential clients for future work (Gateway Sales Playbook).
- Prepare complete and concise reports, agreement packages, and proposals to present to clients.
- Prepare and lead presentations to potential clients.
- Effectively negotiate and close new business opportunities.
- Work with the Sales Team to develop annual new business revenue budgets and market penetration plans.
- Prepare accurate documentation for efficient client onboarding.
- Attend start-up meetings with new clients to ensure a smooth transition to operations and account managers.
- Ensure CRM database is maintained.
- Maximize relationship capital with potential revenue sources.
- Travel within assigned region to client sites.
- Attend assigned networking or associations representing Gateway Mechanical in a professional manner

Other required duties may be assigned that fall within the parameters of the primary responsibility of the position.

**Minimum Requirements**:

- Business Diploma/Certificate;
- Certified Sales Professional Certificate;
- 5+ Years sales experience in business development;
- Exceptional track record of executing business development & national account strategies that have consistently met or exceeded planned objectives;
- A well-defined sense of diplomacy, including solid negotiation, conflict resolution, and people management skills;
- Possess the following personal qualities: integrity, creativity, high standards, commitment, ethical values, and achievement oriented;
- Strong presentation, written, and verbal skills;
- Excellent Microsoft 365 comprehension.

The Future is Bright. Come Grow with Us