Business Development Manager

Job Description

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Business Development Manager

Job Overview: Our client is seeking to add a NEW Business Development Manager to their team.


This is a Direct Hire role.


OBJECTIVE:

The Business Development Manager (BDM) drives new logos into the assigned vertical. They have a target list of enterprise-level accounts assigned to them within their defined vertical with the goal of developing those prospects into new customers.

The BDM utilizes the consultative selling model to determine an ROI for an account to switch to our for its security and communication technologies.

The BDM attends industry trade events and has a deep understanding of their vertical so they can position themselves as an expert within the vertical.

In the average year, the BDM brings in at least two new enterprise-level accounts and expands solutions to the accounts that have become customers.

CORE RESPONSIBILITIES include, but are not limited to the following:

Moves New Enterprise Logos through the Sales Process: The BDM drives new presentations, assessments, and ROI analysis conversations in an effort to get an enterprise-level account to switch.

Prospects in the vertical: Actively seek out new sales opportunities through cold calling, networking and referral-based strategies. Utilizes consultative selling model to create new opportunities

Marketing Collaboration: Works with the marketing team to develop strategic campaigns to support prospecting work in the assigned vertical.

Customers:

Works closely with the Enterprise Account Manager to ensure great hand offs as a new logo comes in.

Build strong customer relationships, personally and as a group. Understands customer's business and leverages technologies to assist in optimization.

Develop and submit comprehensive proposals based on individually or team assessed needs of potential clients

Develop a deep understanding of the assigned vertical. Attend relevant trade shows, work with existing accounts to understand the challenges of the vertical, help to create solutions that meet the verticals demands.

Value Selling: Using a consultative selling approach to properly qualify and align the needs of the customer with the value of our services.

Image: Presents the highest level of professionalism and passion through presentations, marketing material/events, quotes & proposals.

Weekly Account Planning Sessions: Develops and presents an action plan on all of their targeted enterprise prospects to their Sales Director.

Holds the Experience to the highest regard: Promote the full Experience to provide the maximum value to our customers. Our goal is to engage with our customers to support the entire lifecycle of their safety, security, and AV systems.

Strong CRM management rhythm: The BDM interacts with a vast amount of accounts and contacts each week and it is critical to the customer experience that those interactions are documented through SalesForce.

Creates strategic plans for logos that they bring in: After bringing in a new logo, the BDM works with the Enterprise Account Manager to develop a five-year road map for technology within the account. They stay engaged at a strategic level with each account they bring in and continue to expand the different technologies within the account.

Other duties as assigned.

MINIMUM QUALIFICATIONS:

At least three years of successful sales experience in enterprise sales

Preferred Qualifications:

Technology Sales Background

Managed Services background

Knowledge of specific challenges within the assign vertical

At least 3 years of selling in the assigned vertical

History of managing a sales cycles in excess of one year.

OTHER SKILLS & ABILITIES:

Strong knowledge of communications systems, including audio, video, security, fire alarm, wireless, and data networks.

PC proficiency is essential (Windows environment) and strong working knowledge of Excel is preferred.

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