Business Development Representative

The Local Market Business Development Representative (BDR) is a high-energy, hunter-mentality sales professional who owns a defined local territory and serves as the front line of FSG’s growth engine in their assigned geography. This role is exclusively focused on prospecting, qualifying, and generating new business opportunities across FSG’s Construction, Services, and Distribution solutions within the local market. The Local Market BDR builds dense account penetration and a strong community presence by targeting facility managers, property owners, contractors, and multi-site operators within their exclusive territory. Operating within FSG’s ‘Protect, Land, Expand’ strategic framework, this role drives the ‘Land’ phase — opening new client relationships, deepening FSG’s local footprint, and creating a pipeline that fuels long-term revenue growth. New team members receive a structured 90-day ramp period with reduced quota expectations, dedicated onboarding, and full access to FSG’s sales tools and resources from day one. Top performers have a clear career path to Local Market Account Executive or Field Specialist roles.

Outbound Prospecting and Lead Generation

• Execute strategic outbound prospecting campaigns targeting facility managers, property management
  companies, and multi-site operators.
• Conduct high-volume cold calling, email outreach, and social selling to generate qualified meetings for Account Executives and Field Specialists.
• Research and identify ideal customer profiles within target verticals, including retail, healthcare, hospitality, industrial, and commercial real estate.
• Leverage FSG’s full sales technology stack — including CRM, LinkedIn Sales Navigator, ZoomInfo, and
  sales engagement platforms — to build targeted account lists and execute outreach at scale.
• Achieve daily and weekly activity metrics for calls, emails, and meetings scheduled.
• Represent FSG at local trade events, chamber of commerce functions, and industry associations to build market presence and generate referral relationships.

Lead Qualification and Opportunity Development

• Qualify inbound marketing leads and outbound prospects using FSG's qualification criteria (budget, authority, need, timeline)
• Conduct discovery conversations to understand prospect pain points, current service providers, and
  decision-making processes.
• Articulate FSG's value proposition across electrical services, lighting solutions, innovative building
  technology, energy efficiency programs, and facilities management.
• Schedule qualified meetings and demos for Account Executives, ensuring proper opportunity documentation in CRM.
• Maintain an active pipeline of opportunities at various qualification stages.

Market Intelligence and Account Research

• Gather competitive intelligence and market insights during prospect conversations.
• Identify key stakeholders and decision-makers within target accounts and map organizational buying
  centers.
• Monitor industry trends, competitor activities, and market expansion opportunities.
• Provide feedback to marketing on messaging effectiveness, buyer personas, and campaign performance.

Collaboration and Sales Support

• Partner closely with Account Executives and Field Specialists to optimize territory coverage and account penetration strategies.
• Participate in joint sales calls and presentations to develop product knowledge and sales skills.
• Maintain detailed and accurate CRM records, including all prospect interactions, meeting notes, and
  qualification details.
• Collaborate with Marketing on campaign development, content creation, and lead nurturing programs.
• Contribute to team knowledge sharing by documenting successful talk tracks, objection handling techniques, and best practices.
• Participate in weekly pipeline review meetings with your manager to report on territory activity, opportunity status, and forecast accuracy.

• Bachelor’s degree in business, Marketing, Communications, or related field (or equivalent experience)
• 1-3 years of experience in sales development, inside sales, or business development roles
• Proven track record of meeting or exceeding activity and pipeline generation quotas
• Excellent verbal and written communication skills with the ability to engage prospects at multiple
  organizational levels
• Strong phone presence and comfort with high-volume cold calling
• Proficiency with CRM systems (Salesforce preferred), LinkedIn Sales Navigator, and sales engagement
  platforms
• Self-motivated, competitive mindset with strong work ethic and resilience
• Ability to quickly learn technical concepts and articulate complex solutions
• Strong organizational skills and attention to detail in managing prospecting activities

Preffered Qualifications

• Experience in B2B sales within construction, facilities management, electrical services, or commercial real estate industries
• Familiarity with multi-site operations, national accounts, or enterprise sales environments
• Knowledge of electrical systems, lighting technology, or building automation solutions
• Experience using sales engagement tools (Outreach, SalesLoft, or similar)
• Previous success in consultative or solution-selling approaches