Business Development Manager

Job Summary/Objective

This position is responsible for driving growth by developing new business opportunities and expanding existing client relationships within an assigned territory or market. As a senior member of the sales team, the BDM operates at a tactical and strategic level; selling staffing services and solutions, engaging with key decision-makers, and helping shape workforce strategies for clients. This role focuses on both new client acquisition and strategic account management, with a target market that includes mid-to-large-sized businesses with customer values typically not exceeding $2,000,000 in annual revenue. This role plays a critical role in representing the Staffmark Group brand, identifying opportunities to deliver measurable value to clients, and ensuring client satisfaction through close collaboration with internal teams.

Essential Functions

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. If you require an accommodation, please contact your HR Business Partner.

1. Identifies, develops, and secures new business opportunities through proactive outreach, relationship building, and market intelligence.
2. Builds trusted partnerships with senior-level stakeholders (e.g., Directors, VPs, HR Leaders, Operations Executives) to understand workforce needs and develop tailored staffing solutions.
3. Manages and expands existing client accounts by identifying additional service opportunities, deepening engagement across departments, and ensuring long-term satisfaction.
4. Leads strategic planning for assigned territory, including account targeting, pipeline development, and forecasting.
5. Develops consultative sales strategies focused on long-term client value, not just transactional placements.
6. Conducts thorough research on target companies using CRM, LinkedIn, industry tools, and AI platforms (e.g., ChatGPT) to inform sales approach and engagement.
7. Creates and presents customized staffing proposals and pricing models, particularly for large or complex accounts (>$250,000 or as defined by leadership).
8. Negotiates terms and executes service agreements in collaboration with internal legal or compliance teams as needed.
9. Works closely with branch operations and recruiting teams to ensure successful onboarding and service execution for all client engagements.
10. Documents all prospecting, client interactions, and deal activity in the CRM system to ensure transparency and pipeline visibility.
11. Consistently meets or exceeds sales targets, activity metrics, and client satisfaction goals.
12. Represents the company at networking events, industry functions, and client meetings to elevate brand visibility and market presence.
13. Provides market feedback and client intelligence to internal leadership to inform service offerings, pricing strategies, and market positioning

Key Success Metrics

Meet or exceed Activity Quotient of 17 points on a weekly basis using the following sales activities:

1. 50 Connects (1 point/10)
2. 10 Meetings (1 point each)
3. 5 First Appointments (1 point each)
4. 1 New Client (2 points each)

Competencies

1. Culture of Heart: Provides the tools, training, and resources to focus on the impact of being a part of the team to help each other succeed.
2. Customer Service: Effectively interacts with and meets the needs of our customers to provide the best service and experience possible.
3. Client Relationships: Builds, maintains, and strengthens relationships with internal and external clients.
4. Data-Driven: Uses data to understand impacts, implications, and makes data-backed decisions to put resources where they are most impactful.
5. Curiosity and Innovation: Demonstrates curiosity, develops new insights, considers creative approaches and applies novel solutions.
6. Accountability: Holds oneself accountable for measurable high-quality, timely, and cost-effective results. Accepts responsibility for mistakes. Complies with established control systems and rules.
7. Communication: Uses effective written and oral communication with internal staff, teams, clients, talent, and communities served. Demonstrates empathy and listening.
8. Customer Engagement: Creates a connection with internal and external customers through positive experiences and exceptional service in response to current and future needs.
9. Continuous Improvement: Ability to proactively identify and implement improvements in processes, products, or services, fostering a culture of ongoing learning and optimization.
10. Decision Making: Effectively structures and facilitates decision-making processes. Makes decisions effectively and responsibly to improve organizational health and impact.
11. Detail-Oriented: Meets deadlines and produces work with few to no errors. Organizes projects, understands teams, and creates detailed plans.
12. Digital/Tech Fluency: Uses technology effectively in the performance of one's job. Includes the integration and acceptance of new technology when appropriate.
13. Ethical: Ability to reflect on, analyze and evaluate ethical issues related to the environment and people involved. Shows respect for people and their environment. Sensitive towards social and economic realities.
14. Interpersonal Skills: Interacts positively with courtesy, sensitivity, and respect with a variety of individuals and makes every effort to understand and relate to others.
15. Organization: Effectively manages time, prioritizes tasks, sets goals, and develops systems to achieve success.
16. Ownership Mindset: Effectively manages own work, and work of teams when relevant, ensuring delivery of high-quality work.
17. Persuasiveness: Effectively presents and discusses one's ideas and opinions through communication and influencing of others to adopt a particular viewpoint or to take specific action.
18. Resilience: Overcomes challenges, does the job, and remains optimistic under pressure and adversity.
19. Story Telling: Uses narratives and available resources, such as presentations, to communicate effectively, build connections, and inspire action.
20. Strategic Mindset: Considers the future of the organization proactively and responsively. Weighs diverse inputs to inform strategies. Identifies innovative opportunities when relevant.
21. Time Management: Executes tasks within a pre-defined time limit. Can organize tasks and set realistic deadlines they follow through on. Can determine how to use time more effectively to optimize processes.