Sales Role: Business Development Manager?

About Company:

We are an Indianapolis IT firm that aims to be a strategic advisor to your firm with collaboration through technology.

Our clients often consider us their partners, advisors, and an overall extension of their team and through our range of managed services, cloud services, professional services, and products, we help our clients to protect and grow your business. As a full-service IT provider, we do everything from security service to technical support, to voice over IP. Our services are solutions-driven, and we don’t use a “one size fits all” approach, but rather use the technology available to solve problems and take advantage of opportunities to create value for you. Furthermore, we don’t just assist with occasional issues as they arise; we consistently aim to prepare our clients for the future to help them grow their businesses.

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Job Description – Business Development Manager?

The Business Development Manager position is a new position as the company continues to grow and requires an outbound sales focus division. The BDM is responsible for developing leads as well as following up on marketing generated leads. Qualifying the leads and developing them into meaningful opportunities for new business by following a proven sales process are critical factors in this role. It is a critical factor that the BDM is a self-starter with a proven history of developing a book of business.??

Expectations/Responsibilities

• Daily attention to detail regarding:

• Handling of all prospect/customer lifecycle from prospecting to initial discovery, through SOW/Proposal development, closing and client on-boarding.

• Knowledge of assigned territory matched with the experience needed to build your own book of business and sales pipeline.

• Use of the proven Company selling process and learn techniques to overcome objections, gain access to key Decision Makers and move opportunities from leads to prospects while building pipeline for 2023.

• Ability to demonstrate an effective prospecting discipline and experience that includes phone, email, LinkedIn, and document prospecting efforts in the CRM.

• Conduct pre-qualifying discussions with prospects over the phone or videoconference to understand the key metrics, identify the economic buyer, evaluate their decision criteria, understand their pain points, and identify an internal champion.

• Responsible for obtaining profitable quarterly results through your sales results by developing great client and prospect rapport via your strong sales and interpersonal skills.

• Along with sales, revenue, and expense controls, the candidate is also responsible for meeting agreed targets and sales metrics per month, per quarter and per year.

• Contribute and report personal sales metrics in the weekly sales team meetings.

• Ensure correct usage of LinkedIn and other marketing and sales tools/programs to build pipeline.

• Strong negotiations, verbal, and communication skills.

• Administration & Planning:

• Manage the sales administration functions in the role that includes opportunity/deal tracking using the CRM system for smooth flow of deals to client approval and PO.?

• Weekly reporting of personal sales metrics, reports and communications involving personal activities and actions needed to drive sales per month.?

• Candidate will be responsible for completing their Company Sales On-Boarding Plan, 30-60-90 Plan and then developing an annual sales plan that speaks to how the Business Development Manager will successfully accomplish their monthly/annual goals.

Ideal Candidate Requirements

• 4 Year college degree from an accredited university, preferred but not required.

• The candidate will have 5 years of relevant industry experience in I.T. with solutions sold on a subscription basis.

• Candidates will have the ability to promote, communicate and position Company’s value-added offer and differentiators to prospects

• Candidate will have the following Sales Skill Set Requirements:

• Initiative:

• The BDM will MAKE things happen vs. HOPING or WATCHING things happen.

• The BDM recognizes account/revenue/pipeline sales revenue and concerns independently and will create proactive variance plans to maintain performance.

• Job Knowledge:

• The BDM must possess the knowledge to perform in a sales role at Company and apply experience, techniques, and skills to sales/work assignments.

• The BDM also understands requirements of a sales role and can perform the sales role functions successfully and independently in building and running the business.

• Productivity:

• The BDM will perform all sales work assignments and responsibilities in an efficient and timely manner.

• The BDM must have demonstrated the ability to build pipeline, achieve quarterly quota and build business volumes and must also demonstrate the effective use of resources to accomplish this task.

• Sales Ability:

• The BDM understands all aspects of selling, closing, account management and Company sales process.

• Communications:

• The BDM will share relevant information orally and/or in writing with clarity, effectiveness, and timeliness.

• The BDM must be persuasive in presentations and communicate effectively with internal team members and external clients - in a way that promotes teamwork and effective business practices.

• Customer Focus:

• The BDM must be focused and driven to provide excellent customer service to both internal and external customers.

• The BDM will professionally interact with customers and make meeting customer needs a top priority.??????

• Dependability:

• The BDM will accomplish the sales position’s goals and objectives.

• The BDM will produce quality forecasts/business modeling on time, respect deadlines, arrive to meetings on time, participate in meetings and projects and complete action items timely and in line with quarterly expectations.

• Flexibility and Adaptability:

• The BDM must be able to handle a wide range of account assignments.

• The BDM must be adaptable to changing conditions in their business (client needs, discovery, customer expectations, proposals, etc.).

• The BDM must accept and support new ideas and changes easily.

• Judgment/Decision Making/ Problem Solving:

• The BDM must demonstrate the ability to analyze problems, assigns proper priorities and determines correct actions to take.

• The BDM must know when to seek help, maintain revenue focus and prospect focus.

• The BDM prioritizes activities/actions/resources effectively to accomplish this skillset.

• Risk Taking The BDM must be able to take risks within the job scope that reflects thinking on their feet.

• The BDM must be comfortable with uncertainty, willing to operate in new environments and take on tasks in unfamiliar areas with new customers and products while collaborating with others.

• Teamwork:

• The BDM must interact well with others on their extended team.

• The BDM must effectively contribute, listen to others, and be respectful in email and verbal communications to team members on a sales opportunity.

• The BDM must demonstrate their individual leadership skills on both teamwork and being the true sales quarterback.?

• Ability to call on C-Level Decision Makers

• The BDM must be able to communicate the value and linked benefits of Company’s products/services to the client’s needs and application uncovered via good discovery.

• The BDM must have experience in selling at both the Director level ( I.T. Directors, etc.) and the CIO, CFO and CEO level.

Non – Negotiable Requirements?

• Candidate must have 5 years of relevant selling subscription based I.T. solutions.

• Candidate must have the ability to promote, communicate and position Company’s offering to prospects.

• Candidate must have solid written and verbal communication skills and be comfortable presenting.

• Candidate must be money motivated and hard-working.

• Candidate must be able to travel as needed for client meetings. Candidate must be a hunter who has built a book of business in a previous role.

• Candidate must be good at prospecting and using LinkedIn.

• Candidate must understand how to qualify a sales opportunity

• BANT (Budget, Authority, Need, Timing):? understand it and how to qualify it

• Candidate must display the following skill sets:? Initiative, Sales Ability, Core Values, Judgement/Decision Making/Problem Solving, Teamwork, and Ability to Call on Key C-Level Decision Makers.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, disability, or veteran's status.

Applicants with a disability or a disabled veteran may request a reasonable accommodation if he/she is unable or limited in his/her ability to access job openings or apply for a job on our website as a result of his/her disability. The applicant may request reasonable accommodations by contacting us at 317-661-1740.