Business Development & Client Manager

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Summary:

The position operates throughout the U.S. and Canada, and reports directly to SVP of Service Business Development. This position has overall responsibility for evaluating business opportunities to optimize solution and service offerings through understanding of targeted markets, market trends, new technology, customer business issues, and the competitive environment. This position requires use of their solid overall business acumen, along with technical expertise and industry experience to formulate strategies and identify new business opportunities including managing service agreements and outsourcing solutions. This position works with the SVP of Service Business Development and Home Office supporting departments in defining, identifying, and establishing programs, long and short-term strategies, and tactics for selling Company solutions and services.

Job Responsibilities:

  • Assess potential application of offerings to meet customer needs and prepare detailed solution specifications.
  • Manages and develops the sales booking/revenue pipeline to achieve assigned quota.
  • Grows solution and service revenue within existing customer accounts in assigned territory by acting as the primary account customer advocate and interface within the Company.
  • Establishes relationships with accounts to thoroughly understand customer’s business, mission, strategy, and opportunities.
  • Identifies and establishes relationships with potential new OEM/MVS customers or with similar corporate customers.
  • Creates customer value by acting as business consultant to customers’ key management, analyzing customer strategic plans, and requirements; advising customers on best practices and service applications to accomplish their objectives; recommending custom solutions, and/or special considerations.
  • Achieves annual sales quotas by working with Service Business Development team members and Regional Service Management, to analyzing customer requirements, strategic plans, and objectives, and recommending solutions aligned with Company service market direction.
  • Ensures customer satisfaction by coordinating with Sales Support Team and Service Management to meet all requirements for quotes on proposed contracts for assigned accounts, recommending changes, appropriate pricing, or other special considerations.
  • Monitors the sales order process from data collection through order acceptance to delivery, monitoring sales activity, and service performance levels to ensure compliance with contractual agreements.
  • Identifies and resolves customer complaints.
  • Recommends changes in services by evaluating service results, communicating customer requirements not currently offered by Company to Marketing.
  • Maintains ongoing understanding of current and future business conditions and sales offerings of industries, competitors, and related companies.

Supervisory Responsibilities: N/A

Competencies (Skills, Knowledge and Abilities):

  • Ability to reason logically and make sound decisions along with considering alternative and diverse perspectives.
  • Ability to implement strategic plans.
  • Strong analytical, problem-solving, quantitative, organizational, and time management skills.
  • Strong negotiation, project management and prioritization skills.
  • Ability to communicate effectively both orally and in writing.
  • Ability to understand, remember and follow verbal and written instructions.
  • Basic computer and Microsoft Product skills – Word, PowerPoint, Excel
  • Strong interpersonal/customer relation skills.
  • Ability to work with others to accomplish results.
  • Ability to work under minimal supervision.
  • Ability to work as an integral part of a team.

Education and Experience:

  • Bachelor’s degree in Business or related field and 5+ year’s sales/service business development experience or equivalent combination of education and experience required.
  • Experience in the Technical Service, Outsourcing, and emerging markets strongly preferred.
  • Experience in service operations. Experience managing major accounts preferred.
  • Experience with Salesforce.com (SFDC) strongly preferred.

Travel:

  • This position requires roughly 40-50% travel in the United States and Canada.

Physical Requirements:

  • Ability to remain in a stationary position 75% of the time.
  • Ability to type on a keyboard.
  • Ability to hear and talk.
  • Ability to move about inside the office to access file cabinets, office machinery, etc.
  • Ability to operate a computer and other office productivity machinery, such as a calculator, copy machine, and computer printer.
  • Requires close vision for computer work and reviewing correspondence.
  • Work is performed in a controlled office and manufacturing environment, noise levels within acceptable safety levels, paper dust, etc.

 

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