JOB TITLE: Business Development Manager (BDM), Outbound

DEPARTMENT: Marketing Department

REPORTS TO: CMO

REVISION DATE: May 21, 2024

SUMMARY: We are seeking results-driven Outbound Business Development Managers (BDMs) to join our expanding team. This role is mission-critical to accelerating growth for Magaya’s Digital Freight Platform - automating shipping, warehousing, and logistics operations, accelerating the origin-to-destination supply chain. The role involves researching and identifying strategically targeted pursuits, engaging with them, building a connection, and driving targets through to the sales team. The ideal candidate will have a background in business development, a strong understanding of B2B Software-as-a-Service (SaaS) offerings, and a proven track record in expertly engaging high-level decision makers in medium to large enterprises.

DUTIES AND RESPONSIBILITIES:

• Develop and execute strategies to identify and target prospects in the supply chain and logistics industry.
• Use the breadth of tools, channels, and resources for outbound outreach to generate new opportunities/sales pipeline.
• Build and manage a robust target list of prospects, track progress, and report on key metrics and performance (i.e. conversions, appointments, velocity, bookings).
• Establish and maintain strong relationships with key decision-makers and stakeholders at strategically targeted prospect account pursuits.
• Gain a deep understanding of our SaaS products and effectively communicate top level differentiators and value propositions (by product, industry vertical, and persona) to potential clients.
• Collaborate with Account Executives to brief them on new prospect engagements you sourced while supporting the tailoring of discovery call meetings/presentations to the individual prospect.
• Work closely with Account Executives on broader pipe generation, territory development, and quarterly business plans.
• Work closely with the marketing, product, and account management teams to align strategies and ensure a seamless customer experience.
• Stay up to date with industry trends, the competitive landscape, and prospective customer’s needs to help inform/adapt marketing and sales strategies.
• Manage CRM reporting and activities on a daily basis.
• Performs other related duties as assigned by management.

SUPERVISORY RESPONSIBILITIES:

• This job has no supervisory responsibilities.

QUALIFICATIONS:

• Minimum of 2 years of B2B business development experience, preferably in the SaaS.
• Bachelor’s degree in Business, Marketing, Supply Chain Management, or a related field.
• Proven track record of meeting or exceeding quarterly goals.
• Excellent verbal, virtual, and written communication skills, with the ability to effectively engage and influence senior-level executives.
• Familiarity with CRM software (e.g., Salesforce), sales automation tools, and other relevant technologies.
• Strong analytical and problem-solving abilities, with a data-driven approach to strategy and business development.
• Highly motivated, goal-oriented, and able to work independently as well as part of a team.
• Ability and aptitude to learn and retain product information as it pertains to the solution.
• Can manage a diverse, high-volume workload; self-driven and open to being flexible.
• Ability to quickly build productive relationships in a fast-paced, high-performance environment.
• Well organized with effective time and activity management skills.
• Ability to apply entrepreneurial strengths in a driven, forward-thinking manner.
• Active listening to assess prospect needs and opportunities.
• Develop engagement with targeted prospects via research and a strategic/tailored approach.
• Able to use existing and emerging social media and other tools to monitor targeted accounts and prospects, and identify trigger events.
• Able to exhibit empathy for other's problems and challenges.
• Natural curiosity to interface with others and asks questions.
• Self-starter who takes initiative to achieve goals.
• Optimistic, Driven, Resiliency, persistence, resourceful.
• Team player who is coachable and has an eagerness to learn.
• Competitive personality, able to handle rejection and move forward.
• Comfortable with ambiguity; highly adaptable to new circumstances.
• Requires willingness to travel domestically and internationally up to 15% of the time.

COMPETENCIES:

• Adaptability - Adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events.
• Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.
• Interpersonal Skills - Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things.
• Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals.
• Oral Communication - Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.
• Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics.
• Quality - Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality.
• Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed.

PHYSICAL DEMANDS AND WORK ENVIORNMENT:

• Occasionally/Frequently/Continually required to sit
• Occasionally/Frequently/Continually required to utilize hand and finger dexterity
• Occasionally/Frequently/Continually required to talk or hear
• Occasionally/Frequently/Continually exposure to wet and/or humid conditions (non-weather)
• Occasionally/Frequently/Continually work near moving mechanical parts
• Occasionally/Frequently/Continually work in high, precarious places
• Occasionally/Frequently/Continually work around fumes, airborne particles, or toxic chemicals
• Occasionally/Frequently/Continually exposure to outside weather conditions
• Occasionally/Frequently/Continually exposure to extreme heat or cold (non-weather)
• Occasionally/Frequently/Continually exposure to bloodborne and airborne pathogens or infectious materials
• Specific vision abilities required by this job include: Close vision; Distance vision; Color vision; Peripheral vision; Depth perception and ability to adjust focus