Description
The Business Development Manager will actively develop leads, as well as follow up on those generated through Marketing, telemarketing, participation in trade shows, and other interactions with customers and prospects in providing EVS, housekeeping, and/or maintenance services to high-traffic public facilities.
These facilities include, but are not limited to, airports, hospitals/healthcare facilities, arenas/stadiums/sports venues, concert/event venues, indoor/outdoor retail and lifestyle centers, educational facilities, hospitality venues, etc.
The Business Development Manager must be self-motivating, and able to execute sales plans to meet and grow sales volumes nationwide. This position is responsible for developing and maintaining effective relationships with customers, key stakeholders, and business partners to create, maximize, and leverage opportunities to generate sales. This position may also participate in, and/or manage teams regarding mergers, acquisitions, and affiliations.
This position reports to the President.
Essential Duties and Responsibilities
Includes the following, but other duties may be assigned-
Frequent travel required, at least 25%, as needed to perform essential job duties and responsibilities.
Conduct aggressive number of sales calls, event appearances, proposals, presentations, etc.
Build and maintain strong relationships with existing customers and targeted accounts nationwide to meet sales goals and to grow sales volume.
Identify and establish relationships that create sales opportunities through increased program awareness.
Partner and coordinate with key stakeholders such as marketing, manufacturing partners, customer service and others to facilitate acquisition of new accounts.
Continuously refine criteria and processes for identifying and successfully executing new business opportunities.
Attend bid walks and meetings to gain new partnerships and retain current partnerships.
Coordinate with Marketing to develop proposals, presentations, etc.
Attend events, trade shows, and gather information to research sales opportunities nationwide. This includes evaluating and determining service needs by industry type.
Utilize SalesForce to track and report sales activity, intelligence, and opportunities, for effective follow through and timely communication with management.
Responsible for gaining knowledge of situation and status within each key prospect account and reporting on landscape through SalesForce.
Execute sales plan focusing on both annual goals and long-term growth. This includes identification of new customer targets, conducting needs analysis, presentation of appropriate value proposition, and effective qualification of the prospect's potential.
Works with billing department to finalize contract summary forms for new business and any changes with existing business.
Works with the customer to finalize service agreements/contracts for new business,
Participates in the startup activities of new accounts to ensure contract build is followed.
Monitors own business expenses and submits expense reports weekly.
Attends required meetings or conference calls called by the President. Weekly reporting sales, travel, and other recaps to the President.
Monthly required to attend corporate calls, provide recaps, Gain-Loss updates, and sales funnel updates.
Coordinates with key staff at our corporate headquarters regarding financial, safety, supply, equipment and human relations matters.
Responds to and handles confidential and sensitive information with poise, tact, and diplomacy.
Participates and contributes to brainstorming and Strategic Planning meetings and calls that directly correlate with the company's continued growth and success.
Participates in required meetings or conference calls coordinated by Executive Leadership Team.
Assist with identifying, researching and communicating cost-saving and innovative options for company.
Salary Range
$100K-$125K with lucrative commission opportunities
Requirements
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
EDUCATION/EXPERIENCE: Bachelor's Degree preferred with five plus (5+) years of outside sales and/or operations experience within the industry are absolute requirements for this position. Experience in contracted hospital support services is desired.
COMPETENCIES: Professional communication skills (oral, written, presentation). Proven executive level interpersonal skills. Strong sales prospecting, qualifying, negotiating, and closing skills. Excellent organizational skills, detail oriented, and able to multitask in a fast-paced environment. Demonstrate industry-leading understanding of healthcare, housekeeping, and maintenance trends, drivers, and evolving alignment options utilizing market information to guide business development efforts and to inform strategy. Demonstrate strong understanding of company products or services as well as business position and competition to keep business competitive.
COMPUTER SKILLS: Must be able to perform basic computer activities, including using Word and Excel, processing e-mails with attachments and receiving training via the computer. Knowledge of SalesForce is a plus, although not a requirement. Good PC skills (Excel, PowerPoint, Word, CRM/SalesForce.com).
LANGUAGE ABILITY: Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers, the public, or employees of organization.
MATH ABILITY: Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals. Ability to compute rate, ratio, and percent and to draw and interpret bar graphs, pie charts, and other reporting materials.
CERTIFICATES AND LICENSES: No certifications needed.
REASONING ABILITY: Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
