Business Development Manager
1 month ago
PRIMARY FUNCTION
The Business Development Manager is responsible for identifying and building relationships in the influencer community (A&D, CRE & GC) to grow the brand and identify business opportunities. Qualify and support the close of profitable business with new business clients in market. Apply strategic selling philosophy to the selling process and consistently seek to provide the extraordinary client experience that is a cornerstone of our reputation. Primary purpose of the role is to leverage networks and relationship building to identify and qualify new business opportunities.
PRINCIPLE DUTIES AND RESPONSIBILITIES
- Attain, develop, and execute a planned approach to targeting and successfully winning specific new accounts. Be constantly engaged and building relationships in the local Commercial Real Estate, Architecture and Design, and General Construction sectors.
- Develop market strategies and tactics to gain recognition in the marketplace as well as win new clients.
- Direct the strategic opportunity pursuit: find, strategize, pitch, solve, win.
- Intentionally build up a network of relationships (present-term and long-term) that drive value and leads within vertical markets. Cultivate a strong partnership with all major vendors.
- Proactively present capabilities, products, and services solutions.
- Actively support in the bid response for opportunities generated.
- Develop and execute to forecast (achieve annual opportunity and overall financial plan targets).
- Communicate completely and in a timely manner with account teams and clients regarding potential business.
- Research, identify, qualify & target potential clients & develop access strategy to initiate contact.
- Develop & maintain relationships at the executive level gaining an understanding of prospective customers' corporate culture and successfully communicating that to appropriate team members in support of winning business.
- Exercise creativity and independent judgment in developing and evaluating sales and marketing strategies to sell the broad portfolio of our products and capabilities within defined market.
- Develop and lead the sales strategy regarding competitive environment, initial opportunity pursuit and territory development strategy.
- Represent at market, community, and industry events and work with our marketing, sales, and leadership teams to plan and execute sponsored events.
- Engage in industry boards (Corenet, IIDA, IFMA, etc.)
- While this job description accurately represents the current primary duties of the role, functions may be adapted as necessary to meet business need.
CORE STRENGTHS/ATTRIBUTES
Communicates/Collaborates Effectively: Strong verbal and written communication and presentation skills. Ability to tailor message across a variety of audiences. Strong interpersonal skills; develops and maintains positive relationships internally and externally. Strong team player. Demonstrates Accountability: Strong self discipline and motivation. Shows initiative, takes responsibility for work and actions, high level of integrity.
Strategizes and Problem Solves: Problem solving orientation; critical thinking skills; understands how their work relates to the whole; generates new ideas that add value; ability to seek out appropriate information to make effective decisions.
Continuous Learner: Self-directed, learns and advances from experiences and feedback, stays informed of industry trends, products, and applications
Execution Management: Works quickly to get things done; uses resources effectively; detail oriented and high level of accuracy. Owns execution of tasks and demonstrates excellent follow through. Drives for Results and fosters a sense of urgency.
Demonstrates Courage: Appropriately challenges and debates; creates positive tension to drive success; takes risks and champions new ideas
REPORTING/WORKING RELATIONSHIPS
INTERNAL: Collaborate with all Departments to ensure smooth workflow and flawless execution.
EXTERNAL: Engage with clients, vendors, network dealers, business partners, contractors and other industry professionals to maintain a positive working relationship and ensure flawless execution.
MINIMUM JOB REQUIREMENTS
- Office furniture industry knowledge
- 4-year college degree or equivalent experience
- Industry experience: Commercial Real Estate, Furniture, Architecture + Design, and/or General Construction
- Business to business sales skills incorporating the use of a strategic selling process
- Design knowledge/experience
- Basic knowledge of CRM or other industry specific applications
- Negotiation skills
- Proficient with Microsoft Office applications and digital selling tools
DESIRED JOB REQUIREMENTS
5+ years of general sales or business development experience
5+ years of industry experience dealing with industry influencers or serving as a vendor representative
Demonstrated ability to uncover leads and identify opportunities to grow the sales funnel
Demonstrated successes in building relationships and strategic selling
Consistent track record of working with sales teams and playing a key role in strategic pursuits
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