Business Development Manager
2 weeks ago
Elite Sourcing is working with one of the top, Architecture firms in SoCal. They are seeking a Business Development Manager to enhance their overall market position and financial growth in the U.S. and other areas with potential for expansion. The successful candidate will be responsible for defining long-term organizational strategic goals, building key customer relationships, identifying business opportunities, negotiating, and closing deals, and maintaining extensive knowledge of current market conditions in the region.
JOB RESPONSIBILITIES
New Business Development
- Prospect for potential new clients and convert them into increased business.
- Using various ways of exposure as appropriate including but not limited to cold calls, attending industry conferences, and participation in industry associations, to ensure a robust pipeline of opportunities.
- Meet potential clients by growing, maintaining, and leveraging a network.
- Identify potential clients and the decision-makers within the client organization.
- Research and build relationships with new clients.
- Set up meetings between client decision-makers and the company's professional staff and leadership.
- Plan approaches and pitches around knowledge and understanding of the company's value proposition and legacy projects.
- Work with the team to develop proposals that speak to the client's needs, concerns, and objectives.
- Participate in pricing the solution/service.
- Handle objections by clarifying, emphasizing agreements, and working through differences to a positive conclusion.
- Use a variety of styles to persuade or negotiate appropriately.
- Present a professional, problem solver, can-do image.
- Present new products and services and enhance existing relationships.
- Work with technical staff and other internal colleagues to meet customer needs.
- Arrange and participate in internal and external client debriefs.
- Establish a strong connection to form repeated clients or positive client referrals.
- Ability to mediate the relationship between the client and the internal design team if there is a need.
- Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
- Present to and consult with mid and senior-level management on business trends with a view to developing new services, products, and distribution channels.
- Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
- Using knowledge of the market and competitors, identify and develop the company's unique selling propositions and differentiators.
- Submit weekly progress reports and ensure data is accurate.
- Ensure that data is accurately entered and managed within the company's CRM or other sales management system.
- Forecast sales targets and ensure they are met.
- Track and record activity on accounts and help to close deals to meet these targets.
- Work with marketing staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled in a timely manner.
- Ensure all team members professionally represent the company.
- Present business development training and mentoring to other internal staff.
- Research and develop a thorough understanding of the company's people and capabilities.
- Understand the company's goals and objectives so that the company's performance is improved and enhanced.
- Bachelor's degree or higher in business, marketing, design, or a related field.
- Minimum of 5 years of experience in business development, sales, or marketing, preferably in the architecture design or construction industry.
- Proven track record of generating new business and maintaining client relationships.
- Knowhow of contract negotiation, project management, and general legal awareness.
- Strong contacts in California and adjacent regions, including Las Vegas.
- In-depth knowledge and connections with industry organizations such as ULI, AIA, ICSC, TEA, IAAPA, etc.
- Deal-maker with self-motivation and excellent problem-solving skills.
- Resourceful with the ability to orchestrate company resources to achieve the goal of closing deals with an attitude of "whatever it takes".
- Strategic and tactical-minded with strong relationship-building abilities.
- Confident and persuasive presenter with excellent communication, presentation, and negotiation skills.
- People-oriented with a good affinity for communication. Ability to work independently and as part of a team.
- Proficient in Microsoft Office and CRM software.
- Ability to travel as needed.
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