Business Development Manager (IPS)

July 12, 2010

Product Development & Management


The Product Development & Management department exists to support the company's initiatives for profitable growth through the development of new products and services, customer satisfaction through rapid resolution and superior support of existing Inmar Promotion Services products and services and maintaining a competitive advantage by continuously enhancing current products.

POSITION SUMMARY


Under minimal supervision, the Business Development Manager, effectively sells the company's products and services to targeted accounts; applies a broad and in-depth knowledge of the company's services, products and marketing techniques to close sales.  The incumbent ensures the company's business relationships with targeted accounts are effectively managed; makes presentations and recommendations to potential Clients’ management representatives; resolves potential Client problems; negotiates pricing and legal agreements; and prepares detailed correspondence.


MAJOR JOB RESPONSIBILITIES

  1. Increase Promotion Services revenue through the sales of new accounts.
    • Sell to agencies and publishers of digital promotions.
    • Develop and maintain client relationships with organizations of all sizes.
    • Locate key individuals within the prospect organization. 
    • Determine individuals’ buying influence – decision maker, user, etc.
    • Learn about prospect’s operations and technical infrastructure to help craft a recommendation.
    • Ensure potential business meets profitability criteria.
  2. Lead, manage, and participate in cross team projects.
  3. Prepare and perform effective sales presentations:
    • Structure presentations to meet the prospect’s objectives.
    • Analyze prospect’s operations and perform financial analysis for appropriate situations.
    • Ensure Inmar’s and prospects’ objectives are met.
    • Answer questions and address issues the prospect may have about Inmar.
    • Provide timely follow-up on action items developed during the presentation.. 
  4. Negotiate contracts as recommended by management:
    • Make recommendations for the proposal by applying knowledge of the prospect and the competition.
    • Prepare proposal (including pricing) with the help of the management team.
    • Deliver proposal to prospect and answer questions during the proposal phase.
    • Keep apprised of proposal status.
    • Seek guidance of management when needed to establish next steps.
    • Close the sale.
    • Lead effort to renew contracts.
  5. Ensure a smooth delivery and integration of the solution:
    • Understand the client’s time requirements for all aspects of the solutions.
    • Brief the team on the client (organization, technical infrastructure, etc.).
    • Lead initial program set-up conference calls(s) to ensure smooth integration plan.
  6. Maintain business relationship with existing clients as assigned:
    • Contact client periodically to determine how relationship is working.  When issues arise, work with the team and other key associates to address and solve any issues.
    • Keep abreast of changes in client organization structure, particularly with executives that are key buying influences.
    • Lead effort to sell additional Inmar services to existing client.
  7. Other: 
    • Assist in forecasting new business revenue.
    • Serve as internal expert to co-workers on Promotion Services’ products, services and competitor’s services.
    • Provide assistance to Marketing departments.
    • Manage assigned travel budget.
    • Complete administrative duties in a timely manner; reports, etc.
    • Focus on continuous self-development.
    • Occasionally perform other duties as assigned.

 

QUALIFICATIONS

  • Strong entrepreneurial background
  • Conversant on industry trends
  • Solution selling approach
  • Ability to:
    • work with minimal management instruction.
    • understand the features and functions of company products.
    • develop company's business relationship with assigned accounts.
    • make persuasive presentation to Clients and management groups.
    • thoroughly explain company products and services to Clients.
    • analyze business operations and make appropriate recommendations.
    • effectively negotiate pricing and contractual obligations.
    • meet program objectives.
    • represent ideas clearly and concisely.
    • facilitate communications and problem solve.
    • deal effectively with individuals at all business levels and a variety of situations requiring tact, judgment, and composure.
    • project conservative, resource image.
    • coordinate the efforts of company personnel.
    • establish and maintain good working relationship with other departmental personnel.
    • compose complex, professional business correspondence, reports, and presentation materials.
    • plan own work after objective is set by supervisor.
    • prioritize and manage multiple tasks to ensure timely completion of all projects.
    • use good judgment in recognizing the scope of authority.
    • travel independently – as much as 25-50%.

EDUCATION, TRAINING, EXPERIENCE


Over six years of related work experience in one or more (preferably a combination) of the following fields: 

    • outside sales, complex business account services; telecommunication industry or related technology
    • AND a Bachelor's degree (B.A.) from four-year college or university; OR an equivalent combination of training and experience.

Knowledge of:

  • servicing business accounts.
  • marketing and promotional concepts and practices.
  • outside sales, finance and economics, and business management.
  • interpersonal communication techniques.
  • computer terminal and printer use.
  • computer system functions and processes.
  • intermediate spreadsheet, word processing and presentation software (preferred).
  • business English and composition.
  • modern office practices and procedures.
  • proper business protocol.