Business Development Representative/ Account Manager

1. Job Description Summary

The Business Development (BD) Rep/Account Manager (the “Rep”) is primarily responsible for building and maintaining relationships with customers and partners, promoting Calsoft products and services, and achieving the individual BD goal through BD activities, mainly in the Texas and South-West region of the US.  This position is required to complete the BD process including the customer contract and tasks necessary to gain customer liability working at Calsoft Dallas office and remotely in the Greater Dallas area.

II. Job Responsibilities and Duties

Essential Functions

1. Develop annual individual BD plan/goal and get approval by Director of BD.
2. Develop and obtain new business opportunities with Japanese and American key customers in the region to the BD goal achievement.
3. Establish, build and maintain customer relationships to help our projects successfully to be conducted.
4. Upsell and cross-sell Calsoft solutions to existing customers to expand our business with them.
5. Manage pre-sales process including pricing, proposals, and coordination with others to achieve customer satisfaction and to maintain Calsoft standard gross profit.
6. Specific tasks include lead generation, qualifying opportunities, scheduling appointments, creating and provision of presentations, understanding business needs, developing solutions and proposals, forecasting and overcoming objections to close the deals.
7. Learn and enhance demonstration skills and values of Dynamics ERP and IT infrastructure. Provide Calsoft’s potential clients with demonstration of Dynamics 365 BC mainly (but also Dynamics GP and 365 FO if necessary in future).
8. Provide regular reporting and updates of individual BD activities to Director of BD and update the data in the Calsoft CRM system accordingly.
9. Assist Business Development activities of the team such as meeting attendance, note taking, estimation, proposal and documentation for clients not only in Texas and South-West region but also in other regions.
10. Develop marketing plans in the region together with Director of BD and take actions for marketing (e.g. seminar, event, promotion email, website enhancement, blogs etc.)
11. Develop innovative value propositions to maximize company and division revenue.
12. Participate in mandatory training.

Supporting Functions

Team

1. Collaborate with other members such as delivery and sales teams to help achieve company goals including customer contracts and service delivery.
2.  Contribute to improvement of services, revenue/profitability, methodologies and procedures
3.  Collaborate with the other members in order to complete projects successfully and to collect payments from customers.

Company and Clients

1. Understand and incorporate Calsoft values, mission, guidelines and policies (as described in Employee Handbook and other Calsoft documents) into daily work.
2. Build and nurture positive working relationships with clients, co-workers and business associates.

III. Knowledge, Skills and Abilities

Minimum Qualification

1. B.S. degree (e.g. business, economics, computer science or equivalent)
2. 2 year outside BD or sales experience
3. Native level Japanese language (reading/written and verbal)
4. Good command of English language (reading/written and verbal)
5. Ability to build and maintain a strong BD pipeline
6. Ability to effectively and politely communicate with current and potential customers
7. Ability to understand and document customer’s needs and requirements
8. Ability to understand and present Calsoft values, service and product to prospects
9. Ability to communicate effectively with other members of the organization
10. Ability to design the excellent solution proposal and presentation by Microsoft PowerPoint, Word and Excel
11. Ability for consultative and solution selling and for effective communication with C-level personnel of small medium to enterprise clients
12. Ability to work as a team and with high accountability.
13. Ability to provide effective presentation and demonstration of Calsoft products.
14. Maintains professional manner in attitude, conduct, time and attire

Desirable Qualification

1. Knowledge of IT and/or ERP systems
2. Excellent presentation skills   
3. Familiarity with pre-sales process and methodology
4. Certification of pre-sales field in IT and ERP industry

V. Others

1. Meets minimum quota and productivity requirements (KPI or other benchmarks)
2. Travel to other regions as required by BD opportunities and projects participated.
3. Statements in this Job Description are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.