Senior Business Development Manager

2 months ago

Harrisburg, United States Employbridge Full time
Description

Senior Business Development Manager - Harrisburg/Mechanicsburg, PA

Job Summary: The Senior Business Development Manager extends market share through sales to net new clients generally between $1 million - $5 million in annual revenue. This role generates new business through outside sale activities such as cold calls, prospecting, territory planning, and relationship building.

Role & Responsibilities:

  • Closes and handles complex, large-scale accounts and high-value contract between $1M-$5M in revenue
  • Develops sales goals and strategies to grow net new business within assigned territory, including the right market verticals and companies
  • Conducts pre-call planning and market research to qualify new leads and identify the appropriate decision makers and influencers
  • Sells to multiple buyer levels with an organization, including the C-level
  • Identifies new quality prospects/leads to expand funnel and build a robust sales pipeline that delivers expected sales results.
  • Successfully uses communication methods such as phone, social media, face-to-face meetings, market networking meetings, and email.
  • Contacts and converts prospects by understanding prospect needs, developing a compelling elevator pitch, overcoming objections, securing appointments, and developing compelling introductory sales presentations
  • Develops strategic discovery to ensure an understanding of the prospect's total facility challenges and needs and how Employbridge could address and solve those needs
  • Develops consultative sales proposals thorough pre-call planning and market research, analysis of the prospect, identifying their unmet needs, articulating Employbridge's advantages versus competition, overcoming potential objections etc..
  • Leverages resources to build financial proposals
  • Understands and leverages data to aid in the solutions process
  • Delivers formal presentations to executive leadership of large and sometimes enterprise organizations
  • Partners with account management counterparts to meet on-going needs of existing client base

Education & Experience:

  • 7+ years' sales experience and demonstrated track record in closing large strategic opportunities (larger than 1M in annual revenue) required
  • Experience selling large complex deals
  • Staffing experience strongly preferred

Prospecting and Pipeline Management:

Applies an understanding of the number of prospects required to develop a successful pipeline and achieve objectives. Leverages multiple prospecting methods to identify, contact and schedule appointments in line with pipeline goals. Converts prospects to high-potential appointments through persuasive cold calling techniques, communicating the right message and actions to drive the next meeting. Exemplifies a hunter mentality in prospecting and pipeline management activities. Utilizes appropriate systems and tools to enable and document prospecting and pipeline management work.

Strategic Discovery:

Leverages understanding of major business functions, industry trends, market insights and and how they relate to prospect needs. Asks the right strategic questions in prospect discovery to enable effective solution determination and selling. Completes discovery with an eye to total facility selling. Possesses a strong understanding of business nuances that can occur within staffing and relevant business verticals, enabling quick assessment of risk and opportunities. Leverages growth partners to enable the discovery process. Documents discovery findings in company CRM (e.g., Salesforce).

Consultative Selling:

Applies selling process, handling objections, negotiation and other selling techniques to close sales with customers. Effectively plans for customer selling opportunities, customizing presentation materials to customer needs. Leverages an understanding of customer decision makers and influencers to improve selling efforts. Updates systems and tools to help drive the sales process.

Account Retention and Expansion:

Completes an effective client handoff to others in EB to include a detailed and accurate job order for Operations actioning. Effectively grows client opportunities over time, gaining wallet share, attacking the gap and partnering with account management to continue to expand the business. Drives and leads regular business reviews with clients to ensure satisfaction and enable broadened reach within the client. Provides thought leadership and collaborative planning that grows the customer and EB business. Ensures the customer is the driving force behind decisions and activities.

Employbridge offers a competitive base salary plus monthly bonus potential Additional benefits package for full time colleagues that includes:

  • Employbridge offers a competitive benefits package which includes Medical/Dental/Vision, prescription drug benefits, 401(k), paid time off and holidays, a wellness program, and incentive programs. We also offer a variety of career paths and encourage promotion from within.


The Employbridge Story

Employbridge is the largest light industrial staffing supplier in the United States and a preeminent resource for professional staffing. We offer local expertise and service through our 400+ branches. At Employbridge, we operate an entire family of specialty staffing companies that include: ResourceMFG, Select Staffing, ProLogistix, Hire Dynamics, ProDrivers, RemX Specialty Staffing, Westaff, and Remedy Intelligent Staffing. To find out more, visit us at www.employbridge.com.

Employbridge is an Equal Opportunity Employer committed to diversity and inclusion. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, marital status, disability, military or veteran status, genetic information, or any other characteristic protected by federal, state or local laws.

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