Business Developer / BDR

Job ID: CLI-45771-1

Job type: Direct hire

This is an internal direct-hire opportunity.

The Business Developer generates new business by qualifying opportunities and engaging key decision-makers through phone and in-person sales calls. Success in this role requires confidence selling essential services, disciplined daily execution, and strong consultative selling skills, including active listening, effective questioning, and clear communication.

Top performers are driven, persistent, and consistently demonstrate our core values:

• Grit
• Tribe
• Trailblazer
• Love Helping People

Responsibilities

1. Generate new clients

• Generate an average of two new clients per week.
• Qualify prospects by assessing client needs, budget, and timeline using the Discovery Profile.
• Respond to buying signals by asking the four job-qualifying questions.
• Secure a meeting with an Employment Specialist to support an urgent and seamless handoff for filling the job order.
• Educate decision-makers on the Express process and introduce the staffing agreement and new-account paperwork.
• Collaborate with the Employment Specialist to move job orders toward fulfillment and identify when sales reengagement is needed.

2. Achieve sales activity goals

• Self-generate sales opportunities through networking, referrals, and outbound activities.
• Complete 120 total sales calls each week, including 100 face-to-face visits.
• Complete at least 60 weekly decision-maker calls, defined as two-way business conversations with an authorized buyer or influencer.
• Conduct five strategic appointments per week.
• Document all calls in the automated system and set the next action step for prospects and clients.
• Execute the daily sales plan, address objections, and document outcomes using the Results Pipeline Activity (RPA) tracker.

3. Manage the sales pipeline

• Call on 800–1,000 accounts quarterly by qualifying prospects, identifying new business opportunities, and conducting discovery, planned, appointment, and telephone calls.
• Review weekly sales calls to identify high-potential prospects capable of closing within the next 90 days and add them strategically to the pipeline.
• Coordinate ongoing sales activities for the Top 20 target accounts through strategic weekly outreach.

4. Execute a daily territory plan

• Divide the market into four or five divisions within the larger territory and assign one territory to each weekday based on business potential.
• Categorize prospects accurately and determine the optimal call frequency according to their business potential.
• Plan each day in advance using the automated system, schedule activities around appointments, and prospect nearby businesses to maximize field time.

5. Provide value-added sales support

• Stay current on labor-market trends and provide consultative value.
• Deploy at least one knowledge-based campaign and educational tool per quarter to position Express as an industry leader.
• Anticipate account needs, provide solutions, and support account satisfaction.
• Cultivate existing client relationships to identify needs and cross-sell Express products and service lines.
• With management approval, participate in one local organization, such as a chamber of commerce or economic development board, to build professional relationships and generate leads.

6. Collaborate with the internal team

• Meet daily with the internal team to share territory plans, highlight opportunities, and discuss inventory.
• Bring Most Placeable Candidate (MPC) profiles into the field, share leads promptly, and pass job orders to Employment Specialists.
• Communicate the daily schedule with the internal team to maintain alignment and focused field time.

7. Maintain compliance and professional knowledge

• Conduct business in accordance with Express guidelines and applicable federal and state laws, including FLSA, Title VII, ADA, and FMLA.
• Develop staffing-industry knowledge through coaching, ride-alongs, and hands-on training.

Supervisory Responsibility

No direct supervisory responsibility.

Working Conditions and Physical Requirements

• Essential activities take place away from the local office and in various office and plant settings.
• Frequent travel may involve exposure to inclement weather and hazardous road conditions.
• Must work effectively under the demands of daily travel, deadlines, commitments, and account issues.
• Must maintain a valid state driver’s license and be able to climb stairs and carry necessary marketing materials.