Business Development Executive

Location: Pittsburgh, PA
Date Posted: 09-14-2017
Summary:
The successful candidate will be an incredibly capable and driven pro that is a team player. Someone who has proven business development, sales, and networking experience with an IT professional services background. and who thrives in a people-based culture and is as passionate about people, process, and technology as we are.


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: IT, HR, Operations, Supply Chain
  • Proven track record of achieving sales targets and increasing revenues for a growing company
  • Strong track record of solution and services 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, Masters degree preferred

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, HR and Business Unit 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
  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 BusinessForward
  • 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:
Salary + a motivating multi-layered commissions structure

 
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