General Summary:

The Business Development Specialist is responsible for identifying new business opportunities, developing and following up on leads, establishing rapport with potential customers, and closing new business accounts. The Business Development Specialist’s primary focus will be identifying new business opportunities and closing new business accounts within their assigned territory.

Primary Responsibilities and Duties:

• Develops and executes a strategy for discovering and securing new business opportunities within assigned territory.
• Identify appropriate prospects, set appointments, make effective qualifying sales calls, and manage sales cycle to close new business in assigned territory.
• Develop leads using a variety of tactics including cold calling, referrals, networking, etc.
• Manage the full sales cycle from initial prospect call to leading the close and through the credit application process.
• Possess in-depth product knowledge and be able to conduct presentations and relay objection handling
• Support deal structure and pricing with business value analysis; negotiate prices for proactive bids and proposals
• Develop strong, ongoing relationships with prospects and customers
• Maintain a well-developed pipeline of prospects
• Track all sales activities in company CRM system and keep current by updating prospect's and customer’s account information regularly
• Coordinate with other team members and departments to optimize the sales effort
• Maintain up-to-date knowledge and understanding of industry trends, conditions, regulatory requirements, and competitors’ pricing, and other factors that may influence customers
• Leverage knowledge of products, services, and changes to proactively anticipate and address the needs of customers.
• Collaborate with technical and marketing teams to create marketing materials and presentations targeted to specific industries and clients
• Achieve annual sales goals and volume quotas that are set by Sales Management.

Position Requirements:

• 3 year plus sales experience with B2B sales in a new business development role.
• Proven ability to develop and implement winning sales strategies
• Proven experience meeting sales quotas and deadlines
• Confidence leading meetings and negotiations
• Ability to understand and align the needs of customers with company services and present compelling value propositions
• Previous industry field environment experience desired
• Verifiable work history and previous success building and maintaining relationships
• Ability to well work under pressure and meet customer’s expectations

Position Competencies:

• Ability to make independent fact-based decisions in a quick and responsive manner with little to no supervision.
• Must be highly organized, detail-oriented, and have successfully demonstrated the ability to manage multiple priorities.
• Advance computer skills with proficiency with Microsoft Office Outlook, Word, Excel, and PowerPoint. Previous CRM system experience preferred.
• Demonstrate a professional and positive attitude during all internal and external customer interactions.
• Strong organizational skills, multi-tasking, problem-solving, and time management skills with attention to detail.
• Ability to create and maintain a positive work environment and culture while meeting customer expectations.
• Ability to effectively present information and respond to questions from groups of managers, clients, customers, and vendors.
• Ability to establish priorities, work independently, and achieve objectives.
• Ability to make recommendations and interact with all levels of management, customers, and vendors.
• Self-starter and independent thinker with the ability to take initiative and make sound decisions.
• Proven experience identifying problems of varying complexities and finding effective solutions with few guidelines.
• Responsive to the needs of internal and external customers with a sense of urgency and commitment to follow up.
• Solid customer experience skills and ability to build value-added relationships.
• Excellent interpersonal, written and verbal communication, and listening skills.

Working Environment:

The work of this position is performed in an environmentally controlled office environment. This position requires the ability to work under pressure and communicate with a diverse population including other employees, customers, vendors, etc. This position also requires prolonged periods of sitting in a regular seated position as well as the use of general office equipment including phones, printers, computers, (mouse, keyboard, etc.)

The job description of the Business Development Specialist is not inclusive and is subject to changes, additions, and deletions as determined by the supervisor.

The McPherson Companies, Inc. is an Equal Opportunity Employer – M/F/Vets/Disabled.