Advisor - Imperiall, Inc.

Position Information

Office Location: Warwick, RI

Status: Full-Time

Schedule: 1st Shift

Days: Mon - Fri

Compensation: $65,000 - $85,000 per year (Base) + Commission

We are looking for an important team player to join our Business Development team. The Advisor position is essential to us because it is the fuel that allows our company to grow.

We are looking for someone interested in building a career at a dynamic, young, and healthy organization! We constantly talk about impacting our team members and partners. As an Advisor, you will be the face of our company, representing us to meet potential new partners. You'll also work with a special team to manage our CRM platform, perform active prospecting, promote our business to future partners, coordinate marketing initiatives, and cultivate our strong organizational culture.

You should keep reading this job posting if:

You want to be an ambassador for our company

You are passionate about connecting with people

You wish to represent not only a service, but also principles and values

You consider yourself a team player

You value healthy and motivating organizational culture

You are interested in growing as a professional and human being

You want to join a happy, dynamic company

You value autonomy to do your job

You wish to make a difference in the world we live in

WHAT IS IT LIKE TO WORK WITH IMPERIALL?

Imperiall is all about people. We exist to cultivate a community that inspires individuals to live fulfilling lives and positively impact those around them. We truly believe all human beings are greater than their job descriptions, and we're looking for real-life leaders capable of mastering their best versions to contribute to our community in a meaningful way.

We are a commercial cleaning company that provides value to corporate, education, industrial, and medical customers. But we perform our services to build our people. Our customers are members of our community, not more important than our team members, but equally valuable. We aim to foster a culture of mutual appreciation among everyone we touch. Our core values are:

RESPECT - all beliefs and attitudes

LISTEN - actively to other people, their opinions, and concerns

DEVELOP - your equals and help them become better versions of themselves

APPRECIATE - small actions and recognize their value

CELEBRATE - each other's achievements and special moments

CARE - about the overall well-being of your community

If these beliefs are compatible with your ideals, we would love to meet you and welcome you as a part of your family.

If you want just a job, this may not be the right fit. But if you're looking for a professional career with opportunities to improve yourself and impact many other lives, in a people-centric culture where everybody matters, we're waiting for you!

Please continue reading this role description and see the application instructions for this position.

WHAT IS AN ADVISOR?

The Advisor's main role is to be the face of our company to meet new prospects and potential leads, leading the way to new partnerships. You'll embody our brand values and vision to work as our ambassador, making our prospects feel part of our community. The main goal during the partnership process is to provide value and insights, ultimately becoming a resource to help our prospects succeed in their roles. Naturally, a relationship is developed, leading the prospect to like you and trust you. With that, signing a contract is a natural progression of the relationship you've built together. The position involves driving throughout New England, performing detailed walkthroughs, nurturing partnerships, and helping our prospects become better versions of themselves.

You won't be alone on this journey. In your day-to-day, you will have the full assistance of a great team. We have a system in place that allows us to generate 100% of our leads in-house, making sure you'll have a great pool of qualified prospects to work with. All your appointments will be scheduled by an experienced Inside Business Developer, who will accommodate your schedule and provide you with all the information you need to get off on the right foot with your prospects.

In some key accounts, you'll have the opportunity to work with our Operations and Partnership teams, which will provide you with all the necessary technical assistance. Besides that, we have marketing campaigns in place year-round to raise awareness about our brand in all our service areas.

Your job will be to conduct the prospect through our pipeline, from the first appointment with your prospect until the final meeting, in which you'll introduce them to their Partner Consultant and Operations team. You'll be responsible for walking through the prospect facility to gather all information needed for proposals, answering technical questions, providing knowledge and insights, developing the operations plan (workload), and calculating their janitorial services and special services investment. Lastly, you will create their professional proposal and, preferably, perform a presentation to better explain all the different benefits our partnership will add to their lives. Follow-up skills are extremely valuable in this position. This is commonly a long sales process, so it is important to understand the nature of the business and adapt to the system accordingly.

We are rigorous about the type of companies we wish to do business with. For example, Imperiall works solely with Offices, Manufacturing, Medicals, and Private Schools. In addition, we have a 5-day-per-week minimum requirement for service. That means that not all commercial accounts are qualified. The reason behind this system is mostly related to the stability of relations and the environment's quality. Imperiall deeply values its team members, and it starts with the initial selection of accounts that we target in the marketing process.

WHAT WE ARE OFFERING

Full-time position.

Opportunity to exercise leadership, exceptional listening, empathy, care, and communication skills while promoting high-quality services

A refined sales process that utilizes special techniques aimed to provide value to our partners

An exciting career in a dynamic company

A professional and competent team that will assist you to accomplish maximum goals

Self-development and growth opportunities: we invest in our people!

Warm and welcoming organizational culture and wonderful work environment

COMPENSATION AND BENEFITS

• The compensation program is above industry standards.

• Weekly pay.

• Commission based on sales performance.

• Company vehicle.

• Health care insurance.

• Dental insurance.

• Vision insurance.

• 401k program.

• Various courses and certificates available.

• Paid Holidays.

• Paid time off.

• Paid Vacation.

• Career advancement plan (Many opportunities for growth).

• Paid in-house graduation training program.

• Paid outside certifications.

WHAT'S REQUIRED TO WORK HERE:

Cultural Match - our organizational culture is our most important asset. Our people are always in the first place, and the Advisor must cherish and promote it to the outside world.

Ambassador Skills - more than a business development rep, we are looking for someone who wants to be the personification of our culture and truly help our prospects.

Communication Skills - remember you'll be communicating all the time with prospects, with our team, with the world. We want you to be an expert and a source of value to our prospects. So, be ready to communicate through written messages, phone calls, and videos.

Listening Skills – at Imperiall, the sales process is done 80% by listening and 20% by speaking. We must care about our future partner at all times and invest our time with them to understand their situation, problems, and implications and lead their way towards the resolution. Active listening is crucial.

Computer (Mac) Skills - our team works with Mac devices for higher productivity. You must be familiar with the computer, so you don't have problems while developing the Workload, Proposal, CRM Management and Presentation.

Negotiation Skills - our company offers B2B services, so as an Advisor, you'll be directly in touch with people who must respect budgets and negotiate pricing. We never play the money game because this is not how we initiate partnerships. However, you will need negotiation skills to find common ground with partners every so often.

Networking Skills -the more people you know, the better! We will do our best to generate opportunities for you to meet people and build relationships in our market. But it is your duty to create long-lasting relationships that generate value for people – this will ensure they want to be in your corner, and even if you don't close the deal today, tomorrow, they'll be back!

Problem-Solving Skills - it's your duty to be sensitive to our prospects' needs and to identify their pain as efficiently as possible. Having problem-solving skills and a positive attitude is a must!

HubSpot Skills - we proudly use HubSpot as our CRM and Marketing Software. If you have experience, even better! But we don't mind teaching you what you need to know.

B2B Experience - Proven experience in B2B sales, particularly with large contracts. Strong understanding of Spin Selling techniques.

Marketing Skills - marketing skills are a great plus. Having them or not, don't worry either way - we have a team responsible for thinking about marketing. But your input will be a valuable addition to us. Our Marketing efforts are 100% related to Sales as well.

Creativity – In our industry, it is crucial to be creative, so that our message is heard. There are many companies competing for attention with the partners we seek. Amongst the noise, we must be singular to catch people's attention. Creativity plays a huge role in this moment. Our brand is vibrant, happy, witty, and captivating. It is important for you to understand the spirit and develop your efforts accordingly.

Patience and Resilience – we are very selective with the type of partners we would like to build a partnership with. High-value customers demand time, effort, and attention. Our sales cycle is long, and it is important that you understand it and let it run its course. Impatience might jeopardize the negotiation.

Driving is required - we're in four states (Rhode Island, Massachusetts, Connecticut, and New Hampshire), so it means you will often drive long distances. But don't worry – as I mentioned, you'll have someone organizing your calendar to guarantee you won't have to be in two states on the same day. It is important to note, however, that our HQ is in Rhode Island, where your office will be.

Knowledge in the cleaning industry is not required - it's a plus. We prefer that you come with knowledge of B2B selling and people interactions.

RESPONSIBILITIES OF THE JOB:

Prospecting

- Provide support and leadership to the Inside Business Developer in prospecting efforts, offering a cohesive marketing system.

- Utilize the prospecting platform to identify new leads, integrate them into the CRM, and perform outreach via email and LinkedIn to maximize appointment opportunities.

- Manage the CRM (HubSpot) to finalize lead stages in the pipeline, optimizing their conversion into prospects.

- Support the marketing team in creating an attraction and prospecting system through communications, phone calls, emails, social media, branding, and various events.

- Aim to maximize the source of meetings and maintain a constant flow of appointments and potential new contracts.

Partnership Journey

- Initiate the sales process upon booking an appointment (Introductory Meeting or Walkthrough), which may be in-person or via Zoom, depending on the client's preference. In-person is always our preference, since we value personal interactions with partners, and we need to understand the buildings we will clean.

- Send appointment confirmations and marketing materials to make the prospect more receptive to the visit.

- Study appointment details, understand the client's business, and prepare thoroughly for the meeting.

- Attend the appointment on time, well-prepared, and professionally dressed.

- Conduct initial conversations to build rapport and investigate the client's needs using Spin Selling techniques.

- Perform detailed walkthroughs of the client's premises, using a laser measurement device to record all necessary information accurately.

- Collect technical and personal information about the client to enhance relationship-building and future marketing efforts.

- If necessary, schedule a follow-up visit for further measurements and data collection.

- Develop a comprehensive workload document to outline operational plans based on collected data.

- Create a detailed and customized proposal, including a Standard Operating Procedure (SOP) and Service Agreement.

- Consult with dedicated professionals while creating the SOP, perfecting the Operations Plan, and pricing the contract.

- Prepare and present an in-person tailored presentation for the client, using software tools. If in-person is not allowed by the prospect, perform it via Zoom.

- Conduct follow-ups to ensure the client remains engaged and the sale remains active.

- Build strong client relationships, positioning the company as a valuable knowledge and service source.

Networking

- Represent the company at various events, such as Business events, Chamber of Commerce gatherings, Industry Conventions, etc., to build relationships and attract new business opportunities.

- Actively use LinkedIn to produce and post content related to leadership, workplace quality, organizational culture, and other relevant topics to engage with potential clients.

- Be comfortable speaking publicly, creating content, and maintaining an active social media presence for social selling.

- Serve as an ambassador for the company's principles and values, engaging with the community and promoting the company at various events.

- Execute a client referral program, leveraging existing satisfied clients to gain new business through recommendations and referrals.

Transition to Operations

- Upon closing a contract, coordinate the installation meeting with the operations and partnership teams to ensure a smooth transition from sales to service delivery.

- Align client expectations with service specifications to avoid conflicts and ensure seamless handover.

- Conduct follow-ups during the first three months of the contract to ensure the client receives the promised services and remains satisfied.

NOTE:

Job/Position Descriptions are not contracts of any kind. Employees can be given other duties within the corporation. It is impossible to list each and every duty in a position description. Other duties may be assigned.

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