The Business Development Representative (B2B Sales Representative) is accountable for generating profitable revenue through disciplined prospecting, relationship development, opportunity qualification, and margin-protected sales execution within assigned commercial and industrial markets.
Key Responsibilities
- Identifying target accounts aligned with the strategic plan
- Conducting outreach (calls, visits, networking, referrals)
- Maintaining an active pipeline volume sufficient to achieve revenue targets
- Documenting all activity in CRM
- Qualifying prospects based on budget, authority, need, timeline (BANT discipline)
- Clear scope definition before estimating
- Communicating complete and accurate job information to the estimating
- Participating in pricing strategy discussions
- Protecting gross margin expectations
- Avoiding “low-quality revenue” that strains operations
- Coordinating estimating timelines
- Following proposal submission standards
- Conducting follow-up discipline after proposal delivery
- Negotiating within approved authority limits
- Securing signed contracts before job scheduling
- Updating opportunity stage weekly
- Maintaining accurate projected revenue dates
- Logging client communication
- Removing stale or dead opportunities
- Participating in weekly pipeline review meetings
- Regular account touchpoints
- Client satisfaction follow-up
- Identifying cross-sell opportunities
- Monitoring competitor activity
- Supporting project transition from sales to operations
1. Pipeline Development & Prospecting
Description
Generate new commercial and industrial opportunities through structured prospecting activity.
This includes accountability for:
2. Opportunity Qualification & Margin Protection
Description
Ensure only profitable, strategically aligned work is pursued.
This includes accountability for:
3. Proposal Coordination & Sales Process Execution
Description
Drive a structured sales process from qualification through award.
This includes accountability for:
4. CRM Governance & Forecasting
Description
Maintain accurate and real-time CRM data to support leadership decision-making.
This includes accountability for:
5. Account Management & Relationship Development
Description
Maintain strong relationships with key clients to drive repeat and referral business.
This includes accountability for:
Qualifications
- 3–7+ years B2B sales experience (construction, HVAC, mechanical, or industrial preferred)
- Demonstrated history of meeting or exceeding revenue targets
- CRM proficiency
- Strong written and verbal communication skills
- Ability to interpret project scope and technical information
- Financial literacy sufficient to understand gross margin and pricing impact
Skills Required
- 3-7+ years B2B sales experience
- Experience in construction, HVAC, mechanical, or industrial sectors
- Demonstrated history of meeting or exceeding revenue targets
- CRM proficiency
- Strong written and verbal communication skills
- Ability to interpret project scope and technical information
- Financial literacy to understand gross margin and pricing impact
What We Do
Cogent Analytics is a business management consulting firm committed to serving privately held businesses in the US. Founded in 2014, we've grown from a small team of six to a thriving organization of over 220 dedicated professionals serving Main Street businesses across 36 U.S. states. Our mission is to improve the lives of business owners by providing honest and effective business consulting services. We believe that small to mid-sized businesses are the backbone of our economy and the lifeblood of their communities. Our people-centric approach focuses on the individuals behind the businesses and the communities they serve. At Cogent Analytics, we're more than just a business - we're a family that acts like a business from time to time. We invest heavily in our team, fostering a culture of support, growth, and recognition. We're proud of our A+ Rating with the Better Business Bureau, client testimonials, and lifecycle relationships that are testaments to our ethical business practices. Join us as we continue to champion the cause of the entrepreneur, helping businesses overcome challenges, achieve their full potential, and contribute to the strength and vibrancy of our communities. At Cogent, your business is our business — let's build something together. Website: www.cogentanalytics.com Email: [email protected] Phone: (336) 665-8154
