Department: Sales
Position: Business Development Manager
Reports to: VP Sales & Marketing
Background:
IDEA’s mission is to assume a leadership position in facilitating the exchange of complete, high-quality, commercial grade transactional and eCommerce content, which includes serving as the electrical industry’s standards body by setting, facilitating, and monitoring data standards
IDEA is comprised of two for-profit businesses and is jointly owned by two non-profit Associations, NAED and NEMA:
- IDEA Connector – an industry product information platform which receives, validates, stores, secures and syndicates both transactional and eCommerce enhanced data/product content
- IDEA Exchange – a Value-Added Network (VAN) which enables electronic data to be passed between companies in a competitive, cost-efficient manner.
Key Accountabilities:
The Business Development Manager is responsible for lead generation/prospecting, opportunity assessment/qualify solution selection, proposal and closing phases of the sales process. This position will also be responsible for driving new business through consultative selling into new accounts and new markets. The Business Development Manager will be fully accountable for new customer revenue, product category growth, and total new customer acquisition goals and customer satisfaction.
Key Responsibilities:
- Displays adaptability, depth and breadth of successful sales experience, and experience selling technology services, selling to various sized accounts and selling to the ‘technophobic’.
- The incumbent must possess excellent oral and written communication skills, computer proficiency and familiarity with CRM tools.
- Demonstrates significant experience or proven ability to negotiate with, and sell to, top corporate and senior decision makers is required.
- Works with Account Management to follow through on closed accounts to ensure satisfactory implementation over a 60 – 90 day period.
- Prepares accurate and thorough sales activity reports (pipeline), forecast reports and expense tracking.
- Continues to pursue in-depth product and service knowledge and acquire deeper selling, technical and financial skills.
- Develop a full working knowledge of the operations of the business, including all product and service departments
- Develops and maintains the image of IDEA as a leader in the business-to-business eCommerce arena
- Develop a complete knowledge of company sales policies and procedures, and ensure knowledge of and adherence to those policies
- Monitor production of all top accounts and evaluate trends within your market
- Meet or exceed sales solicitation call goals as assigned by the EVP, Sales and Marketing
- Invite prospects to industry events or to IDEA HQ for sales briefings
- Assist in implementing special promotions and be proactive in development of such programs
- Other duties and projects as assigned by Vice President.
Education and Experience:
- Track record of high achievement in progressive strategic sales and business development with a minimum of 5 years of solution selling and consultative experience
- 5 years of electrical vertical experience
- Hardgoods Supply Chain experience preferred
- Experience with a major market-driven SaaS or enterprise sales companies
- Excellent written and verbal communication skills
- Previous successful hands-on product and software solutions sale experience
- The ability and desire to work in a fast-paced team-oriented environments
- The desire to meet and exceed measurable performance goals
- A naturally curious and passionate personality
- A keenly developed competitive nature
- A self-driven sense of motivation
- The ability to establish and maintain executive-level relationships
- Excellent business process design and analytical skills
Additional Requirements:
- Excellent project management, organizational skills and attention to detail.
- Excellent written and verbal communication skills and the ability to influence others.
- Excellent presentation and public speaking skills.
- Ability to work with a variety of individuals and/or groups in a collaborative manner
- Excellent decision-making and problem-solving skills.
- Occasional Travel required