Business Development Manager (IPS)

January 8, 2010

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%.

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.

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.