Business Development Executive

Location: Pittsburgh, PA
Date Posted: 09-15-2015
Business Development Executive:
Summary:

Are you a hunter looking to work with one of Pittsburgh’s 100 Fastest Growing Privately Held Companies? When you walk down the street do your cheeks hurt from smiling at all of the people who know you? Do you embrace challenges with the verve of a mountain climber? If so, BusinessForward has the perfect opportunity for you.

BusinessForward, a Pittsburgh, PA based management consulting company that helps organizations better use technology to serve their customers, needs a passionate, committed, highly-connected, energetic sales development individual to capitalize on our outstanding successes and reputation. As a hunter, this role delivers impactful, new client based revenues to BusinessForward, builds relationships with top executives and drives brand awareness.

This role is ideal for someone who is an incredibly capable pro and a high performance-driven team player who has proven business development, sales and networking experience with an IT professional services background. Successful candidates must thrive in a people-based culture and be passionate about identifying new client opportunities.

A little more about us.
BusinessForward professionals are not only the best and the brightest, but are the most empathy-driven, results-oriented and fun group that you will have the pleasure of working with. They have worked in some of the world’s largest companies like SAP and top global consulting firms. They come from business, engineering, high tech, retail, marketing, HR, sales and financial services backgrounds. They are volunteers, world travelers, parents, life coaches, writers, winemakers, folk dancers, pianists, native Pittsburghers and expats hailing from different countries, fluent in many languages. 
Most importantly, they have joined BusinessForward because they share our philosophy that the best place to work is one that cares about its people and customers above all else.

Basic Function and scope of Responsibilities:
  • Responsible for generating revenue through the development of new direct business (logos) via outbound sales activity
  • Develop target industries, companies and individual prospects utilizing own, extended and outside networks
  • Effectively utilize established marketing strategy and campaigns to continuously broaden prospect lists and BusinessForward audience
  • Open doors, develop rapport and continuously cultivate and maintain strong relationships with senior level IT executives or clients in medium to large organizations
  • Contact prospects, schedule and execute sales prospecting meetings that generate tangible and impactful sales opportunities
  • Assertively follow-up on action items and next steps
  • Act as key resource and respond effectively to pre-sale questions of prospects and/or internal staff to move the sales process forward
  • Demonstrate proficiency with a consultative sales methodology that focuses on developing a clear understanding of organizational and departmental business needs:
    • Qualify prospects and opportunities
    • Understand business context, client needs and personal pain points through asking probing questions
    • Identify decision makers and understand decision making process
    • Articulate BusinessForward’s service offerings and value proposition into specific customer benefits mapped to client’s opportunities
    • Understand budget and if client can or will afford proposed solution
    • Collaboratively develop proposals, prepare sales presentations including statements of work and effectively articulate business case
  • Accurately report prospecting activity, sales activity and opportunity progress through pipeline and sales forecast on an ongoing basis in SalesForce.
  • Establish and maximize effective working team relationships with BusinessForward colleagues that are there to help close business. Collaborate with:
    • Client Executives: to understand previous experience, deliverables and solutions to develop proposals and statement of work
    • Marketing: to develop and utilize case studies
    • Director of Operations: to understand pricing, profitability, resource needs and availability
  • Maintain proactive knowledge of the industry, assessing the competitive landscape, and keeping abreast of potential opportunities and trends, to assure competitive positioning within the industry
  • Meet and exceed assigned quota
 
Qualifications:
  • Large prospect network in the region (PA, OH, NY, DC, VA, WV)
  • 10+ years of overall sales and 5+years of IT Solutions/Services sales and/or delivery experience with demonstrated ability and maturity to sell and build relationships with Director, VP and C-Level executives of mid to large corporations
  • Demonstrable relationships in one or more of the following
  • Industry verticals: Retail, Financial Services, Higher Education, Healthcare, Consumer Goods
    Functional areas: Operations, HR, IT, Supply Chain
  • Proven track record of achieving sales targets and increasing revenues for a growing company
  • Strong track record of business-to-business sales
  • Consistent earnings of 100K+ in commissions during a calendar year
  • Must possess key entrepreneurial traits of confidence, an inquisitive nature, resiliency, tenacity, high energy, self-reliance, independent thinking, a sense of urgency, persistence, drive, determination and professionalism
  • Minimum 4 year college degree in a related field
 
Skills:
  • Must be tenacious in developing new business
  • Team player, facilitator, negotiator and most importantly, a closer
  • Exceptional customer facing experience including written, verbal and presentation skills
  • Direct, honest communication style with the highest level of integrity
  • Must have outstanding organizational and follow up skills
  • Ability to manage a number of complex sales opportunities simultaneously
  • Communication Skills: Ability to clearly communicate across all business functions and all levels of management in an impactful and inspiring way
  • Business Acumen: A sharp business sense and the ability to identify business opportunities – both for clients and for Business Forward
  • Results-focused: A focus on the desired end result and willingness to do what is necessary to deliver quality results effectively, efficiently and on schedule
 
Compensation:
Commensurate with experience. Salary + commissions
 
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