The Business Development Representative (BDR) is responsible for developing new relationships, uncovering opportunities, and influencing product specifications at the earliest stages of project development. This role requires daily field activity to create demand, open doors, and position MHCO products with decision-makers, end users, and the A&D community.
The NY Metro market is supported by a team of Territory Managers (TMs) who manage contractor relationships, pricing, and order execution across the region. This BDR will collaborate closely with multiple TMs, as well as an existing Manhattan-based BDR, to drive demand and ensure opportunities are effectively communicated, developed, and converted into business.
This is a high-visibility, market-facing role for a driven, competitive professional who thrives on building a strong sales pipeline and winning specifications.
Market Penetration & Opportunity Creation
Prospect, identify, and penetrate target accounts across architects, designers, developers, and end usersBuild and maintain a strong, active pipeline through consistent in-person engagementExpand MHCO’s presence within key firms and ownership groupsGenerate real-time market intelligence and share actionable opportunities with TMsEnsure MHCO is specified early and frequently across projectsSpecification Influence
Drive product specifications by positioning MHCO solutions against competitorsEngage decision-makers early in the design phase to influence outcomesTrack and manage specifications to prevent substitutionMaintain visibility on project status and competitive activityProduct Positioning & Engagement
Deliver tailored product presentations aligned with design and performance needsDistribute samples and ensure product visibility with specifiersCoordinate Lunch & Learns and CEU presentations with manufacturer partnersLeverage vendor relationships to deepen account penetrationExecution Alignment
Collaborate closely with Territory Managers across the NY Metro areaEnsure seamless communication of opportunities and project updatesSupport pull-through by keeping contractors informed (via TMs)Act with urgency to move projects from design intent to awarded businessActivity & Accountability
Maintain accurate CRM records of contacts, projects, and activityMeet activity targets (meetings, new contacts, project additions)Submit timely reports and expense documentationTravel
Daily local travel throughout Manhattan and the NY Metro areaOccasional overnight travel as neededRequired Qualifications:
3+ years of outside sales or business development experience in commercial flooring, building materials, or a related specification-driven industryProven success working with architects, interior designers, or commercial end usersStrong understanding of the commercial construction and specification processExcellent presentation, communication, and relationship-building skillsSelf-motivated with the ability to manage a large territoryProficiency in CRM systems and Microsoft OfficeValid driver’s license and ability to travel throughout the territoryPreferred Qualifications:
Experience with commercial flooring products (carpet, LVT, hardwood, ceramic tile, resilient flooring)Existing relationships within the A&D communityFamiliarity with LEED, WELL, or other sustainability standardsAdditional Compensation & Benefits
Incentive Compensation: Performance-based bonus (target earnings: 15–25% of base)Opportunity for earnings above target based on performanceComprehensive benefits packageMileage reimbursementCompany-issued computerCell phone allowanceThe Account Executive (AE) is responsible for establishing and meeting the sales plan for the territory within the framework of the Michael Halebian Company, strategy by target market segment and product and within the planned expense budget.
Responsibilities
Work closely within team environment, parallel colleagues, sales management, market segment managers according to the strategy.Work closely with commercial flooring contractors on day-to-day and project business.Write resilient flooring specifications with architects, designers, specifiers and end-users.Implement strategy by conducting knowledge presentations and using MHCO approved sales tools to specify projects.Work with flooring contractors, architects/designers, major-end users, and owner/developers within published price authority to generate opportunities and sales.Implement required activities to support strategic positioning programs.
Qualifications
3+ years sales experience.Bachelor’s degree preferred experience in the Northeast region construction industry preferred.Excellent communication skills.Proficient with Microsoft Office.Residence within the sales district required.Ability to travel as required to fulfill sales requirements and/or attend meetings.Company DescriptionMichael Halebian & Co. (MHCO) is a leading commercial flooring distributor in the Northeast construction industry, known for deep inventory, strong partnerships, and a relentless focus on customer service.