Performance Services
Business Development Manager – Municipal
Performance Services, Florida, New York, United States
Business Development Manager – Municipal
Overview
Purpose: Business Development Managers work to grow Performance Services by identifying business opportunities, strategically building relationships with clients, and winning business contracts. Business Development Managers provide a seamless process from the first meeting throughout the guaranteed period, providing sole accountability for all projects to clients.
Position Purpose: Business Development Managers work to grow Performance Services by identifying business opportunities, strategically building relationships with clients, and winning business contracts. Business Development Managers provide a seamless process from the first meeting throughout the guaranteed period, providing sole accountability for all projects to clients.
Responsibilities
Sales Planning and Execution: Builds sufficient pipeline to meet or exceed annual sales goal
Develops and uses strategies and pre-call plans to maximize sales call effectiveness
Qualifies early and disengages from deals that aren’t a fit for PSI or client
Cultivates relationships to win new business and expand existing accounts
Orchestrates the appropriate PSI & client resources to take control of the deal
Sales Knowledge: Tailors the sales message to resonate across multiple buying audiences
Conveys industry & technical expertise with decision makers and influencers
Educates clients on ways to improve their business ("Commercial Teaching")
Designs strategic and creative business solutions in collaboration with the team
Teaches for differentiation to justify PSI methodologies and to handle objections
Client Interaction: Generates an emotional attachment to PSI’s value with decision makers & influencers
Uses insightful discovery questions to identify and influence business needs
Challenges client’s conventional thinking to create new opportunities
Crafts business justifications that address financial responsibilities to the community
Creates compelling events & navigates client through a committee buying process
Competencies
Core Competencies: Integrity, Continuous Learning, Exceed Expectations, Compassion, Accountability
Position-specific Competencies: Results Oriented, Initiative, Decision Making, Results Driven, Communication, Adaptability
Working Conditions
Office functions will primarily be performed at PSI’s main business office or local branch.
Some overnight travel will be required.
Travel encompasses 20%-40% of the position.
Minimum Qualifications Education/Experience
Bachelor’s Degree required.
5+ years of experience with working on project teams required.
3+ years of experience with leading project teams required.
3+ years of executive level sales experience required.
5+ years of business development experience preferred.
Experience in working with K-12 school corporations, municipalities and/or higher education preferred.
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. The employee is occasionally required to sit; climb or balance; and stoop, kneel, crouch or crawl. The employee must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus. Travel requirements include the ability to travel via airplane and drive an automobile up to 30,000 miles/year. This job description in no way states or implies that these are the only activities to be performed by the individual occupying this position. While this job description is intended to be an accurate reflection of the job requirements, management reserves the right to modify, add or remove duties and assign other duties as necessary.
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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. Business Development Managers provide a seamless process from the first meeting throughout the guaranteed period, providing sole accountability for all projects to clients.
Position Purpose: Business Development Managers work to grow Performance Services by identifying business opportunities, strategically building relationships with clients, and winning business contracts. Business Development Managers provide a seamless process from the first meeting throughout the guaranteed period, providing sole accountability for all projects to clients.
Responsibilities
Sales Planning and Execution: Builds sufficient pipeline to meet or exceed annual sales goal
Develops and uses strategies and pre-call plans to maximize sales call effectiveness
Qualifies early and disengages from deals that aren’t a fit for PSI or client
Cultivates relationships to win new business and expand existing accounts
Orchestrates the appropriate PSI & client resources to take control of the deal
Sales Knowledge: Tailors the sales message to resonate across multiple buying audiences
Conveys industry & technical expertise with decision makers and influencers
Educates clients on ways to improve their business ("Commercial Teaching")
Designs strategic and creative business solutions in collaboration with the team
Teaches for differentiation to justify PSI methodologies and to handle objections
Client Interaction: Generates an emotional attachment to PSI’s value with decision makers & influencers
Uses insightful discovery questions to identify and influence business needs
Challenges client’s conventional thinking to create new opportunities
Crafts business justifications that address financial responsibilities to the community
Creates compelling events & navigates client through a committee buying process
Competencies
Core Competencies: Integrity, Continuous Learning, Exceed Expectations, Compassion, Accountability
Position-specific Competencies: Results Oriented, Initiative, Decision Making, Results Driven, Communication, Adaptability
Working Conditions
Office functions will primarily be performed at PSI’s main business office or local branch.
Some overnight travel will be required.
Travel encompasses 20%-40% of the position.
Minimum Qualifications Education/Experience
Bachelor’s Degree required.
5+ years of experience with working on project teams required.
3+ years of experience with leading project teams required.
3+ years of executive level sales experience required.
5+ years of business development experience preferred.
Experience in working with K-12 school corporations, municipalities and/or higher education preferred.
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. The employee is occasionally required to sit; climb or balance; and stoop, kneel, crouch or crawl. The employee must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus. Travel requirements include the ability to travel via airplane and drive an automobile up to 30,000 miles/year. This job description in no way states or implies that these are the only activities to be performed by the individual occupying this position. While this job description is intended to be an accurate reflection of the job requirements, management reserves the right to modify, add or remove duties and assign other duties as necessary.
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