KEY ATTRIBUTES

The Business Development Manager is expected to embody the following key attributes:

• Accountability — own your quota and your activity; results-focused, reliable, and comfortable being measured in a competitive environment.
• Hunter Mindset — energized by prospecting and closing net-new business; a self-starter who thrives on competition and driving recurring revenue.
• Client Focus — understand each prospect’s systems, compliance risks, and full portfolio to position Altus as their long-term life-safety partner.
• Sense of Urgency — persistent and responsive; keep prospects, quotes, and follow-ups moving toward the close.
• Time Management & Planning — plan each week to maximize field selling time (typically 3–4 field days, 1–2 office days) and build efficient, high-quality call and visit lists.
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KEY RESPONSIBILITIES
New Business Development (Primary Focus)

• Drive recurring annual revenue growth by securing multi-year ITM agreements with new customers and new locations across all Altus FLS service lines.
• Own the full sales cycle — prospecting, qualifying, pitching, positioning, and closing.
• Exceed annual quota for new recurring revenue (ARR) and new ITM contracts.
• Prospect through outbound calls, door-knocks, and on-site meetings; consistently hit daily and weekly activity targets.
• Prospecting & Territory Planning
  • Prospect effectively across diverse end-markets — including commercial real estate, residential/multi-family, education, government, healthcare, hospitality, industrial, and mission-critical facilities.
  • Plan and manage a field-based schedule (typically 3–4 field days, 1–2 office days) to maximize selling time.
  • Build weekly call and visit lists using sales enablement and prospecting tools such as ZoomInfo, Convex, ALN, or similar platforms.
  • Qualify opportunities rigorously — fit, timing, decision-makers, and total portfolio potential.
• Market & Competitive Intelligence
  • On every prospecting call and meeting, relentlessly capture intelligence: current incumbent provider, systems and service lines covered, date of last inspection, term and expiration of the current agreement, and outstanding deficiency/repair needs.
  • Map the prospect’s full portfolio — for example, the number of locations across the client’s system — to size the total opportunity.
  • Use that intelligence to time pursuits, sharpen positioning, and prioritize high-value targets.
• Pipeline & CRM Discipline
  • Log all sales activity and manage an active, accurate pipeline in Salesforce.com (or other CRM platform).
  • Forecast reliably; keep opportunity stages, next steps, and close dates current.
• Collaboration & Handoff
• Partner with Account Management, Estimating, and Operations to develop accurate quotes.
• Ensure a smooth transition of new accounts with Account Management team to maximize pull-through.

KEY PERFORMANCE INDICATORS

Success in this role is measured by daily and weekly sales activity and by new recurring revenue secured against quota. Specific targets for each KPI are set by branch leadership.

KPI	What It Measures
Sales Calls	Volume and quality of prospecting calls
Meetings	Door-knocks and on-site meetings completed
Quotes Issued	Count and value of quotes/proposals issued
New Locations / Secured Contracts	Count of new ITM agreements secured
New Recurring Revenue (ARR)	$ARR secured vs. annual quota
Pipeline Health	Active, qualified pipeline coverage in CRM