Business Development Representative - Reality Capture - Duncan-Parnell Inc

Duncan-Parnell is the Southeast’s leading distributor of technology products and services for the construction, engineering, survey, manufacturing, and design industries. Duncan-Parnell succeeds through dependability, a customer-first mindset, and a close collaboration with those customers to solve tough operational challenges through the implementation of technology. With the combination of our people, their commitment and dependability, and by offering great products from such trusted brands as Trimble, DJI, Wingtra, Inspired Flight, Yellowscan, and Quantum-Systems, among others, Duncan-Parnell’s growth is directly attributed to its dedication to customer success, partnerships with first in class solutions providers, and a work culture that facilitates personal growth and teamwork.

Consistent with our strong growth strategy, Duncan Parnell is seeking a motivated and experienced Business Development Representative to join our Geospatial Division.

Job Overview

The Business Development Representative will play a pivotal role in expanding our lidar, scanning, and reality capture sales across the Duncan-Parnell (DP) territory, particularly by collaborating with our 12 survey representatives in the Southeast. This person is responsible for growing sales and profitability with new and existing accounts. The role will allow for providing solutions for customers’ business needs and challenges, and monitoring market and competitive dynamics in the assigned territory and area of focus. This position is remote and can be located anywhere within the territory.

Essential Functions and Duties

• Responsible for all scanner sales in the assigned territory. The assigned territory will include all of Duncan-Parnell’s Geospatial Survey territory except South Florida and the Eastern half of Virginia.
• This territory includes Tennessee, Western VA, North/South Carolina, Georgia and ½ of Florida.

• Make technical presentations and demonstrations to persuade clients as to how Duncan Parnell solutions will best satisfy their needs in terms of quality, price, delivery, and return on investment.
• Serve as a resident expert by providing first-tier (Reality Capture) technical and sales guidance to customers, encompassing pre-sales support, training, workflow analysis, and post-sales services and support.

• Identify and pass qualified UAV, Mobile Mapping, and survey leads to the assigned Product expert.
• Spearhead growth initiatives in lidar, scanning, and reality capture sales within the assigned DP territory.
• Identify new business opportunities, conduct market analysis, and develop strategies to increase market share in the reality capture domain.

• Possess and/or develop expert-level knowledge of Reality Capture applications, and solutions. Understand ongoing and evolving customer challenges and needs for these solutions as offered by Duncan-Parnell.
• Promote the interaction of different groups inside Duncan-Parnell to support these accounts (e.g. sales, marketing, tech support, services, and appropriate engagement with other divisions of Duncan-Parnell).
• Be involved in every stage of the B2B sales transactions as well as developing key accounts throughout Duncan-Parnell’s territory.

• Provide ongoing support and training to survey representatives to enhance their product knowledge and sales skills.

• Stay abreast of new products and vendors to help identify opportunities. Test and evaluate new solutions, assess their potential fit in the DP portfolio, and determine how the company can effectively bring them to market.
• Monitor competitive companies and market dynamics in the territory and gather and share information and intelligence with Management as it is known.
• Utilize the company CRM system to manage leads, opportunities, quoting/proposals, sales activities, relationships, and customer communications, as well as facilitate pipeline management, sales forecasting, and market and sales planning with Management.
• Participate in trade shows, conferences, seminars, field days, open houses, and other events and activities as requested.
• Perform additional duties and tasks as requested by the Sales Manager.

Required Skills & Abilities

• Dependable, motivated self-starter who performs well independently and in a team environment with a strong work ethic and proactive service and customer orientation.

• Demonstrated expertise in lidar, scanning, and reality capture technologies.
• Strong understanding of the geospatial market and its key players.
• Proficiency in MS Office applications (Word, Excel, Outlook) and experience with CRM software, preferably Salesforce.

• Positive, optimistic, “can-do” / “can't-lose” attitude balanced by practicality and reality.
• Personal accountability for words, actions, behavior, and performance on the job.
• Solid understanding of the sales cycle with the ability to serve as a trusted expert adviser to customers to effectively drive the sales process within the territory.
• Strong drive to achieve or exceed goals in line with established targets and metrics.
• Excellent listening, interpersonal, verbal, and written communication skills.
• Ability to interact positively, professionally, and courteously with customers, co-workers, suppliers, and others, including strong skills in networking and connecting with people.
• Excellent organization and time management skills with the ability to multi-task and work well under pressure to handle a variety of situations, fulfill responsibilities and duties, and follow-up in a timely, professional manner.

Education & Experience

• BS degree in business, engineering, land surveying, GIS, or other related field is a plus.
• B2B sales experience a plus.
• Understanding land surveying is a big plus.
• Willingness to learn and adapt to new technologies and industry trends.
• Proficiency with MS Office applications, notably Word, Excel, PowerPoint, Outlook and Teams.
• Exceptional follow-up and communication skills.

Other

• Must support and abide by Duncan-Parnell’s values, mission, policies, and practices in all activities and interactions with co-workers, customers, suppliers, and other stakeholders.
• Must be able to perform critical physical tasks in support of the core functions of this position, including sitting, standing, walking, lifting up to 50 pounds, carrying, and reaching.
• Must be able to travel 40 to 50% of the time throughout the assigned territory and to other locations as needed for meetings, training, conferences, events, etc.

Duncan-Parnell Offers a Comprehensive Benefit Program Including:

• Pay commensurate with experience
• Performance-based bonus plan of 10-20% of base salary tied to key performance indicators, financial targets, and overall company success
• Medical, dental, vision, life, and long-term disability insurance
• Medical and dependent care FSA or HSA
• 401(k) Retirement Plan
• PTO & holidays

Disclaimer

The above statements are intended to describe the general nature and level of work being performed by employees in this position. They are not intended as a complete list of all responsibilities, duties, and skills required. All personnel may be required to perform duties outside of their normal responsibilities as needed.