Business Development Manager

Business Development Manager

Herff Jones is the leading provider of graduation and educational products and services designed to inspire achievement and create memorable experiences for students. Herff Jones' products include class rings and jewelry, caps and gowns, diplomas, frames, announcements, and Greek accessories as well as motivation and recognition programs. Since 1920, our team has worked alongside students, faculty, and staff on campuses nationwide to help build a stronger community and celebrate student milestones. Our continued success relies on hiring extraordinary talent, with a passion for making a difference and eagerness to roll up the sleeves, to help us write the story of our next 100 years.

The Business Development Manager (BDM) is a highly motivated, results-driven professional responsible for driving new business growth through proactive prospecting, lead generation, and conversion. In this role, you will identify, engage, and acquire new customers, contributing directly to the company's overall revenue goals. The BDM plays a critical role in expanding market presence, building relationships with decision-makers, and positioning Herff Jones as the partner of choice in the student recognition market.

Key Objectives / Deliverables

Drive New Business Acquisition

• Develop and execute a strategic prospecting plan targeting high-value schools, districts, and organizations.
• Identify and qualify leads through research, outreach, and networking to create a robust new business pipeline.
• Deliver consistent results against monthly, quarterly, and annual sales goals for new account acquisition.
• Collaborate with Sales Partners to transition qualified leads into long-term partnerships.
• Maintain a strong understanding of Herff Jones products, services, and competitive differentiators to communicate value effectively.

Lead Generation & Pipeline Development

• Use CRM tools (Salesforce) to track leads, manage opportunities, and ensure accurate forecasting.
• Build and nurture relationships with key decision-makers through email campaigns, phone outreach, social media engagement, and event participation.
• Execute targeted campaigns and follow-up strategies to convert marketing-generated leads into active opportunities.
• Partner with internal marketing and product teams to provide feedback on lead quality, market trends, and customer needs.

Customer Engagement & Value Creation

• Conduct discovery meetings to understand customer goals, challenges, and decision-making processes.
• Present tailored solutions that demonstrate the value and ROI of partnering with Herff Jones.
• Manage the full sales cycle for new customers—from initial contact through contract signing—ensuring a seamless handoff to the Account Management or Sales Partner team.

Territory Planning & Market Insights

• Analyze market data and competitor activity to identify emerging opportunities and refine territory strategy.
• Leverage data insights to prioritize leads and allocate time effectively for maximum revenue impact.
• Provide regular updates and reports on progress toward acquisition goals, market dynamics, and competitive intelligence.

Core Activities

• Maintain an active prospecting cadence through calls, emails, and in-person visits to generate qualified leads.
• Utilize CRM to track sales activities, pipeline metrics, and opportunity stages with accuracy and timeliness.
• Collaborate cross-functionally to ensure smooth onboarding of new clients and a high-quality initial customer experience.
• Attend industry events, trade shows, and networking opportunities to expand professional connections and brand awareness.
• Contribute to team meetings and growth initiatives by sharing best practices and success stories.

Success Indicators

• Demonstrated success in meeting or exceeding new business acquisition targets.
• Proven track record in prospecting, lead qualification, and closing new accounts.
• High level of proficiency using CRM software (Salesforce preferred) for pipeline management and forecasting.
• Strong presentation, communication, and relationship-building skills with key decision-makers.
• Ability to work independently while collaborating effectively across teams.
• Willingness to travel as required within the assigned territory.

Education / Certifications Required

• Bachelor's degree in business, marketing, or a related field preferred.
• Equivalent sales experience will be considered.

Preferred Experience

• 3+ years of experience in business development, new business sales, or territory growth.
• Background in education sales, B2B sales, or franchise-style partner management a plus.
• Familiarity with consultative selling, solution-based sales techniques, and long-cycle deal management.

Herff Jones, Inc. and its affiliates are equal opportunity employers and maintain affirmative action plans to recruit, retain, develop, and promote qualified individuals without unlawful consideration of race, gender, gender identity, color, religion, sexual orientation, national origin, age, disability, citizenship status, veteran status, or any other characteristic protected by federal, state, or local law. Herff Jones strives to maintain a work environment free from unlawful discrimination and harassment, where associates are treated with respect and dignity.

Any employment agency, person or entity that submits a résumé into this career site or to a hiring manager does so with the understanding that the applicant's résumé will become the property of Herff Jones. Herff Jones will have the right to hire that applicant at its discretion without any fee owed to the submitting employment agency, person, or entity.