Positions Avaliable

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Business Development Manager

Business Development Manager- Government

How to Apply

Please e-mail (1) your resume and (2) a narrative letter (addressing the questions below) in MS Word format to This e-mail address is being protected from spambots. You need JavaScript enabled to view it . We recognize that we are asking you to give considerable information about your suitability for this position.  We want to make sure the person we hire understands our needs and that the business relationship with our firm is truly a win-win. Answering the following questions below in your narrative letter will help us ensure this position is right for you.

In your narrative letter, please address all of the following questions:

1. Growing Your Account Base

Describe your most successful sales/government sales position in which you were able to grow your account base over a 12-month period.  Tell us what the results were and what you did to achieve those results.

2. Engaging Clients

We would like to get an idea of your ability to engage prospects over the phone.  Choose a product that you have sold in the past, and give us the 2-to-5 sentences you would use if you were contacting a prospect for the first time about that product.  How would you get the conversation started?  What would you say?

3. Thinking Strategically

We are seeking to understand your ability to help clients think strategically. Tell us about an example where you were able to grow a client who started with just one product to use additional products.  What did the client start with?  What additional products did they purchase?  What did you do to get them to make the additional investment?

4. Experience

Explain your experience (where applicable) in each of the areas below.  Please provide adequate detail (e.g., dates of experience, quota, performance, etc.) for us to recognize that you meet each requirement.  Bullet points are adequate for this section.

Mandatory

• At least three years of direct sales/government sales experience
• At least one year in a position requiring heavy prospecting activity

Highly Desirable (But Not Mandatory)

• At least one year selling in a service industry
• At least one year experience utilizing CustomerCentric Selling, Solution Selling, or some other structured consultative sales methodology
• At least one year selling training, soft skills, or consulting services
• At least one year in a small business with less than $10 million in revenue

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Position Overview

The Business Development Manager’s ultimate objective each month is to achieve the highest sales volume possible while maximizing commissions, satisfying client needs and meeting internal support requirements.  In achieving this objective, the Business Development Manager is responsible for a number of activities such as (but not limited to) the following:

• Establishing, maintaining and executing a business plan to maximize the revenue generated from your accounts.
• Following up on all leads with a professional consultative and customer-focused sales approach.
• Following up with private class/consulting clients and public class attendees to review facilitator performance and seek other opportunities and referrals.
• Keeping in contact with accounts on a regular basis to generate additional revenue and seek out enterprise level sales.
• Prospecting and performing mailings/telephone follow-up to a targeted list of at least five prospects per month.

Skills Needed

In order to be successful, the Business Development Manager must be able to:

1. Diagnose a customer’s need and compare to our product capabilities to develop a specific solution for that customer.
2. Engage clients and prospects in meaningful discussion to help them envision how our services will address their needs.
3. Gain a customer’s trust, establish expectations, and follow through on those expectations.
4. Think strategically by taking what might appear as a small opportunity and identifying and connecting to the bigger solution.
5. Demonstrate business acumen.
6. Possess the following characteristics:

• Excellent written and oral communication skills
• Enthusiastic, energetic, and proactive attitude
• Professionalism
• Team orientation
• Able to juggle many priorities at once

Experience

Mandatory:

• At least three years of B2B sales experience
• At least one year in a position requiring heavy prospecting activity

Highly Desirable (But Not Mandatory):

• At least one year selling in a service industry
• At least one year experience utilizing CustomerCentric Selling, Solution Selling, or some other structured consultative sales methodology
• At least one year selling training, soft skills, or consulting services
• At least one year in a small business with less than $10 million in revenue

Compensation

Each month, our business development managers are paid their commissions or a $4,000-$4,500 guarantee, whichever is higher.  The guarantee is a non-recoverable draw. At goal, a business development manager’s income is expected to exceed $100K/annually. Our veteran business development managers range from $125K to $175K/annually.

Please e-mail (1) your narrative letter in MS Word format along with (2) your resume to This e-mail address is being protected from spambots. You need JavaScript enabled to view it . Your application will not be considered without both requirements. See How to Apply for more details.