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Purpose
Business Development Managers work to grow Performance Services by identifying business opportunities, strategically building relationships with clients, and winning business contracts. They provide a seamless process from the first meeting through the guaranteed period, with sole accountability for all projects to clients.
Responsibilities
Sales Planning and Execution:- Builds sufficient pipeline to meet or exceed annual sales goals.
- Develops strategies and pre-call plans to maximize sales effectiveness.
- Qualifies early and disengages from deals that aren't a fit.
- Cultivates relationships to win new business and expand existing accounts.
- Coordinates PSI & client resources to control deals.
Sales Knowledge:- Tailors sales messages to different audiences.
- Conveys industry & technical expertise.
- Educates clients on business improvements.
- Designs strategic business solutions collaboratively.
- Handles objections by differentiating PSI methodologies.
Client Interaction:- Builds emotional attachment to PSI's value.
- Uses discovery questions to identify needs.
- Challenges conventional thinking to create opportunities.
- Creates business justifications addressing financial responsibilities.
- Navigates clients through committee buying processes.
Behavioral Competencies:- Core: Integrity, Continuous Learning, Exceed Expectations, Compassion, Accountability.
- Position-specific: Results Oriented, Initiative, Decision Making, Results Driven, Communication, Adaptability.
Working Conditions:- Primarily office-based at PSI's main or local branch.
- Some overnight travel, 20%-40% of the time.
Minimum Qualifications:- Bachelor's Degree required.
- 5+ years project team experience.
- 3+ years leading project teams.
- 3+ years executive sales experience.
- Business development experience preferred.
- Experience with K-12, municipalities, or higher education preferred.
Physical Demands: Ability to sit, climb, stoop, lift up to 25 lbs., and travel as required.Additional Details
- Seniority level: Mid-Senior level
- Employment type: Full-time
- Job function: Business Development and Sales
- Industries: Construction
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