Reporting

The Business Development Representative (BDR) reports directly to the Business Development Manager (BDM).

Role

The Business Development Representative is a field-based sales role focused entirely on market outreach, brand advocacy, and relationship development. The primary objective is to travel across IBW’s service regions, introduce our surveying capabilities to prospective and lapsed clients, set up introductory meetings, and hand off qualified leads to our Account Managers (AMs).

The BDR is not responsible for quoting, managing project scopes, or overseeing project execution. Their focus is primarily focussed on lead generation and relationship-building.

Requirements

● Industry & Market Knowledge: General understanding of the industries relating to surveying (including residential/commercial building, land planning, civil engineering, and underground utilities). ● Geographic Flexibility: Willingness and ability to travel extensively throughout IBW's key service areas. ● Communication & Presence: Exceptional interpersonal skills, confidence in cold-calling/walk-ins, and a highly approachable demeanor. Must be comfortable speaking with planners, developers, municipal officials, and contractors. ● CRM & Record Discipline: High organizational discipline to meticulously log outreach, track meeting history, and register "Lead Sources" in Azimuth to ensure clean hand-offs to AMs.

Key Roles and Responsibilities

1. Outbound Territory Management & Travel ● Actively travel throughout IBW’s regional territories to identify construction projects, development sites, and engineering/planning firms. ● Conduct in-person visits to introduce IBW Surveyors' services, distribute marketing materials, and secure initial contacts. ● Map and target key geographical areas where IBW seeks to grow its regional market share.

2. Meeting Generation & Prospecting ● Focus outreach on two key categories:

3. New Clients: Entities that have never worked with IBW Surveyors.

4. Lapsed Clients: Strategic accounts that have not completed a transaction with IBW for 2 or more years. ● Convert initial face-to-face field visits or digital introductions into formal virtual or in-person meetings.

5. AM Hand-off & Collaboration ● Once a prospective client expresses interest or requests a quotation, execute a seamless hand-off to the appropriate Account Manager (AM). ● System-of-Record Logging: Before handing off the lead, the BDR must log the interaction in the CRM system and ensure their name is documented as the "Lead Source" to maintain a clean tracking trail. ● Brief the receiving AM on the client’s background, pain points, and specific project needs so the AM can draft an accurate, professional quotation.

6. Brand Advocacy, Networking & Partnerships ● Attend regional industry conferences, municipal planning workshops, and local business networking events to represent IBW. ● Cultivate strategic industry partnerships (e.g., with local engineering firms, planning consultants, or excavation contractors) that can yield ongoing referral loops.

Key Performance Indicators (KPIs)

To evaluate the impact of this role without room for data-fudging, performance will be assessed using quantitative metrics pulled directly from CRM logs, ERP data, and verified calendar invites. The quarterly KPIs will include, but are not limited to:

1. Meeting Volume (Activity Metric) ● The number of face-to-face or virtual introductory meetings secured and conducted with qualified decision-makers (developers, contractors, planners, engineering firms).
2. Qualified Hand-offs (Conversion Metric) ● The number of unique "New" or "Lapsed" client opportunities successfully introduced to AMs that proceed to a formal Request for Quote (RFQ).
3. New Pipeline Value (Value Metric) ● The total dollar value of formal quotes generated by AMs from BDR-initiated leads during the quarter. This measures the BDR's ability to hunt for high-value targets rather than low-volume work.
4. Win Rate of Handed-off Leads (Quality Metric) ● The percentage of BDR-sourced quotes that successfully convert into awarded, live projects. This metric prevents the BDR from pushing low-quality leads to AMs j ust to hit meeting targets.
5. Regional Territory Penetration (Strategic Metric) ● The volume of unique, first-time contacts established in specific, pre-determined growth regions designated by the BDM for that quarter.