Lead Development Representative Jobs in Virginia

We specialize in mitigating and rebuilding residential and commercial properties damaged by fire, water, storms, and other disasters. We partner with leading insurance carriers and handle everything from emergency cleanup to complete rebuilds, with a focus on safety, integrity, and advocacy. As entrepreneurs, we take full ownership of the work we do and the families we serve.
At Merit, our purpose is simple and non-negotiable: we work together as a team so we can change lives. Teamwork is the foundation of everything we do-because teamwork creates impact, and impact changes lives. We exist to help people, and the only way we do that at the highest level is by moving as one team, aligned in mission, values, and execution.
Why we exist. We exist for two families. The families we serve and the families inside this company. When we work together and serve our clients at the highest level, both families win.
As a Business Development Representative, your job is to make Merit the first name in the room when an adjuster, property manager, plumber, or landlord needs a restoration partner. You will build a territory of relationships that generates consistent, compounding referral revenue. You will show up, follow up, and close. You will be the face of Merit in the your assigned market - and that means something here.
ESSENTIAL DUTIES & RESPONSIBILITIES
Core duties and responsibilities include the following. Other duties may be assigned.
Build Your Own Referral Network
• Visit new assignments/jobs, interface with the client, and sell the job.
• Target and develop relationships with insurance adjusters, independent adjusters, property managers, plumbers, HOAs, landlords, general contractors, and real estate professionals.
• Become the trusted, go-to contact in your territory - the name people think of before they even look up a number.
• Present a branded gift on all first-time visits to make a strong, memorable impression.
• Educate referral partners on exactly when and why to call Merit - so the call comes before the competition gets a chance.
• Represent Merit at networking events, trade associations, industry luncheons, and community functions.
Drive Revenue through Disciplined Daily Activity
• Begin each week with a written route plan submitted to your Branch Manager - minimum 5 client stops per day, Monday through Friday.
• Execute daily outreach - door knocks, cold calls, drop-ins, and face-to-face visits. Presence wins in this business.
• Conduct face-to-face site visits with new and existing clients Tuesday through Thursday every week.
• Schedule a second or third visit within two weeks of first contact - first impressions open doors, follow-through keeps them open.
• Ensure all new accounts receive at least three face-to-face visits within the first six weeks.
• All active accounts sending you business require a minimum face-to-face touch every 90 days to remain yours.
• Distribute marketing and promo materials on every visit - arrive prepared, arrive stocked.
Sell with Credibility and Close with Conviction
• Lead client-facing meetings, site walkthroughs, and presentations with confidence.
• Collaborate with operations and estimating teams on proposals and bid strategy.
• Own the full sales cycle - you open it, you close it, you see it through.
• Follow up every first-time visit with an email or text within 24 hours - and a second face-to-face visit within two weeks.
CRM Discipline, Reporting & Pipeline Accountability
• Log every call, meeting, proposal, referral, and touchpoint in Luxor CRM in real time. No log = no commission.
• Submit a written route plan to your Branch Manager every Monday before your first stop.
• Submit a written weekly recap to your Branch Manager every Friday - include wins, follow-ups needed, and obstacles faced.
• Include a photo or digital copy of your completed weekly checklist with every Friday recap.
• Review your CRM pipeline every Friday and prioritize the top prospects for the following week.
• Identify your top 10 prospects each month and map out specific introduction and follow-up plans.
• Meet with management monthly to review results, discuss objections, and adjust strategies.
Show Up for the Brand
• Represent Merit, CaseCo, and our sister brands with professionalism and integrity at every touchpoint.
• Provide field-level market intelligence - competitor activity, client needs, and emerging opportunities.
• Partner with leadership on brand positioning and support local marketing campaigns.
• Stay current on restoration processes, insurance workflows, and claim procedures so you speak the language of your referral partners.
Requirements
• A proven relationship-builder who opens doors and closes deals - not just an activity generator.
• Self-directed and driven. You do not need someone to motivate you. You are already motivated.
• Disciplined in CRM usage and follow-through - you understand that the system protects your commission and your credibility.
• A clear, confident communicator - one-on-one, in front of a group, on the phone, or in writing.
• Resilient and resourceful. You find a way when others make excuses.
• Someone who takes ownership of outcomes, not just activities.
• Background in restoration, construction, insurance, real estate, or B2B sales strongly preferred.
• Existing network with adjusters, property managers, or commercial real estate is a major advantage.
• Valid driver's license and reliable transportation required.
Benefits

• Health insurance
• Dental insurance
• Vision insurance
• 401(k) match up to 4%
• Life insurance
• Unlimited PTO
• Company vehicle with fuel card