Fresh Consulting
Senior Business Development Manager (Digital Products Development)
Fresh Consulting, Bellevue, Washington, United States, 98004
Fresh Consulting Business Development Professional
At Fresh, we're not just a consultancy. We're a collective of industry professionals, uniting our expertise in software, hardware, strategy, and design to craft the future we envision. With our partners and clients, we delve into strategy, design, development, and engineering, leveraging technology's power to pioneer what's next. Fresh was founded in 2007 with the vision of pairing design and technology to drive innovation in the emerging digital economy. Our founders imagined multi-disciplinary teams coming together to solve challenges for today and tomorrow, leveraging the best talent and technologies in the process. Today, over 400 Fresh team members come from around the world to bring together a wide range of skill sets, experience, and backgrounds to help some of the world's largest companies stay on the cutting edge of innovation. From creative strategists to robotics engineers, our interdisciplinary teams work together to solve complex challenges. Our collaborative culture celebrates diverse perspectives, which leads to an engaging work experience and stronger solutions for our clients. We pride ourselves on our inclusive workforce, reflecting the diverse communities we serve. We champion diversity and foster an inclusive environment where every individual can flourish. What We Need
You are a business development professional with a solid foundation in selling consulting services to medium and large companies by building long-term relationships. You have experience working for a design consultancy, creative agency, or design studio in the past and are a fan of design in some capacity. You understand the vital role that design can play for a company and can speak to all kinds of clients about the value of design, design research, design processes, and highly capable design teams. What You'll Do
As part of our Business Development team, you understand how design services can pave the way for larger software, hardware, or robotics engagements with relevant clients and will actively seek to build that pipeline. You are looking to enrich the quality of a potential client's product or service through design and are keen on demonstrating a clear return on their investment. You will be surrounded by talented, sophisticated, and creative colleagues who will partner with you to drive success for you and the team. Your core responsibilities will include lead generation and qualification, building strong client relationships, collaborating on solution development, crafting and presenting compelling proposals, leading contract negotiations, conducting market analysis, tracking sales, ensuring internal alignment, and representing Fresh Consulting as an industry thought leader. To succeed in this role, you'll need proven business development and sales skills, exceptional client relationship management abilities, expertise in proposal development and contract negotiation, strong market research and analytical skills, technical acumen in robotics, excellent communication and presentation skills, strategic thinking capabilities, a collaborative team spirit, CRM proficiency, and active networking skills. Core Responsibilities
Lead Generation and Qualification: Identify, pursue and qualify new business opportunities for Digital Product Consulting Services in strategy, design and software development (web, software, mobile applications, enterprise applications). Create a pipeline of digital opportunities with a total value of 3x the revenue target. Client Relationship Management: Develop and maintain strong partnerships and long-term relationships with key decision makers at client organizations, understanding their business needs and challenges. Solution Development: Collaborate with internal Studio/Practice teams to develop tailored solutions that address specific client challenges and objectives. Proposal Creation and Presentation: Own and manage the proposal process and Studio pursuit team to develop compelling project proposals and presentations that showcase our capabilities and clearly articulate the value proposition of Fresh Consulting's Digital Services. Drive all aspects of the Sales Process: From prospecting and lead generation to contract negotiation. Contract Negotiation: Lead contract negotiations and ensure mutually beneficial agreements with clients. Sales Forecasting and Reporting: Track sales activity, maintain accurate records, and provide regular reports on business development progress and forecasts. Maintain up-to-date status details for opportunities in the sales pipeline, and provide reporting status updates in weekly sales cycle meetings. Industry Thought Leadership: Represent Fresh Consulting at industry events, conferences, and workshops, and contribute to thought leadership initiatives related to our services. Maintain knowledge and understand challenges for our clients, stay abreast of design trends, industry trends, and emerging technologies to offer innovative solutions to clients. Collaboration and Internal Alignment: Work closely with internal teams and document meetings and actions during the sales cycle, including client feedback and internal decisions, and communicate them in a timely manner to the Studio pursuit team briefs. Develop and maintain up-to-date account plans, and partner with Studio Leadership to enhance account strategies. Provide thorough opportunity briefs to provide the Studios pursuit team full context on client landscape, needs and challenges. Partner with the Studio Leadership to align on business model approach, rates and pricing structure for each opportunity. Draft contracts and partner with Studio leaders and Operations to ensure thorough details are included for scope, assumptions and terms. What You'll Bring
8-10 years of proven business development experience A strong working knowledge of the fundamentals of user-centered experience design, and development Ability to keep up with the new platforms and technologies in the digital space A proven track record of driving and closing SMB and enterprise deals In-depth knowledge of the sales process from prospecting to strategic account planning. Proven ability to build and maintain strong client relationships that generate repeat business. Phenomenal storytelling skills, translating a client's needs plus Fresh's skillsets to emerge into a potent story about the shared consulting experience Exceptional creative and strategic thinking, with the ability to translate ideas into actionable plans Excellent communication and interpersonal skills to build and maintain relationships with clients, consultants, and internal teams Passion and commitment to customer success and delivery excellence An existing book of businesses hungry for cutting-edge innovation and solutions Goal oriented, self-motivated, self-starter. Proven ability to exceed personal goals and client expectations. We're big believers in empowering our team to do their best work by offering: High integrity, values-driven Executive Leadership Team Competitive salary and benefits plan HSA / HRA Options to Medical Plans Employee Insurance premiums paid by Fresh Competitive time-off plans Wellness program 401K with partial matching Training and development programs Daily catered lunch Partnerships with interesting and engaging clients who align with our values Fun and collaborative work environment with a focus on growth Core Leadership Skills
At Fresh, we are all Leaders. There are foundational responsibilities common to all who lead on the Sales Team. These Core Leadership Skills are as important as person's specific role within the organization: Entrepreneurial & Initiative Driven: Recognize and seize opportunities Perform beyond what job requires Make decisions and set priorities based on considerations of potential financial impact Take calculated entrepreneurial risks Anticipate and prepare for a specific opportunity or problem that is not obvious to others Persist; do not give up easily when faced with obstacles or rejection Conceptual & Critical Thinker: See and think "around the corner" to anticipate situations, stay ahead of trends and develop novel, elegant client solutions Use "rules of thumb," common sense, and past experiences to identify problems Break down a complex task into manageable parts in a systematic way Anticipate obstacles and thinks ahead about next steps Build Relationships, Attract and Inspire: Consciously build connections and trust, creating a common ground or rapport Encourage and inspire others Value people and develop high-trust working relationships with both clients and co-workers Show authentic passion, drawing people in and sparking new possibilities Inspire others to engage and participate, instilling a sense of pride and belonging Put people first by drawing people in, evoking connection and trust, including and supporting others, empowering strong performers, and promptly address problems Present a "can-do" and "will-do" attitude within the leadership team and most importantly when working with consultants within our organization Team Leadership:
At Fresh, we're not just a consultancy. We're a collective of industry professionals, uniting our expertise in software, hardware, strategy, and design to craft the future we envision. With our partners and clients, we delve into strategy, design, development, and engineering, leveraging technology's power to pioneer what's next. Fresh was founded in 2007 with the vision of pairing design and technology to drive innovation in the emerging digital economy. Our founders imagined multi-disciplinary teams coming together to solve challenges for today and tomorrow, leveraging the best talent and technologies in the process. Today, over 400 Fresh team members come from around the world to bring together a wide range of skill sets, experience, and backgrounds to help some of the world's largest companies stay on the cutting edge of innovation. From creative strategists to robotics engineers, our interdisciplinary teams work together to solve complex challenges. Our collaborative culture celebrates diverse perspectives, which leads to an engaging work experience and stronger solutions for our clients. We pride ourselves on our inclusive workforce, reflecting the diverse communities we serve. We champion diversity and foster an inclusive environment where every individual can flourish. What We Need
You are a business development professional with a solid foundation in selling consulting services to medium and large companies by building long-term relationships. You have experience working for a design consultancy, creative agency, or design studio in the past and are a fan of design in some capacity. You understand the vital role that design can play for a company and can speak to all kinds of clients about the value of design, design research, design processes, and highly capable design teams. What You'll Do
As part of our Business Development team, you understand how design services can pave the way for larger software, hardware, or robotics engagements with relevant clients and will actively seek to build that pipeline. You are looking to enrich the quality of a potential client's product or service through design and are keen on demonstrating a clear return on their investment. You will be surrounded by talented, sophisticated, and creative colleagues who will partner with you to drive success for you and the team. Your core responsibilities will include lead generation and qualification, building strong client relationships, collaborating on solution development, crafting and presenting compelling proposals, leading contract negotiations, conducting market analysis, tracking sales, ensuring internal alignment, and representing Fresh Consulting as an industry thought leader. To succeed in this role, you'll need proven business development and sales skills, exceptional client relationship management abilities, expertise in proposal development and contract negotiation, strong market research and analytical skills, technical acumen in robotics, excellent communication and presentation skills, strategic thinking capabilities, a collaborative team spirit, CRM proficiency, and active networking skills. Core Responsibilities
Lead Generation and Qualification: Identify, pursue and qualify new business opportunities for Digital Product Consulting Services in strategy, design and software development (web, software, mobile applications, enterprise applications). Create a pipeline of digital opportunities with a total value of 3x the revenue target. Client Relationship Management: Develop and maintain strong partnerships and long-term relationships with key decision makers at client organizations, understanding their business needs and challenges. Solution Development: Collaborate with internal Studio/Practice teams to develop tailored solutions that address specific client challenges and objectives. Proposal Creation and Presentation: Own and manage the proposal process and Studio pursuit team to develop compelling project proposals and presentations that showcase our capabilities and clearly articulate the value proposition of Fresh Consulting's Digital Services. Drive all aspects of the Sales Process: From prospecting and lead generation to contract negotiation. Contract Negotiation: Lead contract negotiations and ensure mutually beneficial agreements with clients. Sales Forecasting and Reporting: Track sales activity, maintain accurate records, and provide regular reports on business development progress and forecasts. Maintain up-to-date status details for opportunities in the sales pipeline, and provide reporting status updates in weekly sales cycle meetings. Industry Thought Leadership: Represent Fresh Consulting at industry events, conferences, and workshops, and contribute to thought leadership initiatives related to our services. Maintain knowledge and understand challenges for our clients, stay abreast of design trends, industry trends, and emerging technologies to offer innovative solutions to clients. Collaboration and Internal Alignment: Work closely with internal teams and document meetings and actions during the sales cycle, including client feedback and internal decisions, and communicate them in a timely manner to the Studio pursuit team briefs. Develop and maintain up-to-date account plans, and partner with Studio Leadership to enhance account strategies. Provide thorough opportunity briefs to provide the Studios pursuit team full context on client landscape, needs and challenges. Partner with the Studio Leadership to align on business model approach, rates and pricing structure for each opportunity. Draft contracts and partner with Studio leaders and Operations to ensure thorough details are included for scope, assumptions and terms. What You'll Bring
8-10 years of proven business development experience A strong working knowledge of the fundamentals of user-centered experience design, and development Ability to keep up with the new platforms and technologies in the digital space A proven track record of driving and closing SMB and enterprise deals In-depth knowledge of the sales process from prospecting to strategic account planning. Proven ability to build and maintain strong client relationships that generate repeat business. Phenomenal storytelling skills, translating a client's needs plus Fresh's skillsets to emerge into a potent story about the shared consulting experience Exceptional creative and strategic thinking, with the ability to translate ideas into actionable plans Excellent communication and interpersonal skills to build and maintain relationships with clients, consultants, and internal teams Passion and commitment to customer success and delivery excellence An existing book of businesses hungry for cutting-edge innovation and solutions Goal oriented, self-motivated, self-starter. Proven ability to exceed personal goals and client expectations. We're big believers in empowering our team to do their best work by offering: High integrity, values-driven Executive Leadership Team Competitive salary and benefits plan HSA / HRA Options to Medical Plans Employee Insurance premiums paid by Fresh Competitive time-off plans Wellness program 401K with partial matching Training and development programs Daily catered lunch Partnerships with interesting and engaging clients who align with our values Fun and collaborative work environment with a focus on growth Core Leadership Skills
At Fresh, we are all Leaders. There are foundational responsibilities common to all who lead on the Sales Team. These Core Leadership Skills are as important as person's specific role within the organization: Entrepreneurial & Initiative Driven: Recognize and seize opportunities Perform beyond what job requires Make decisions and set priorities based on considerations of potential financial impact Take calculated entrepreneurial risks Anticipate and prepare for a specific opportunity or problem that is not obvious to others Persist; do not give up easily when faced with obstacles or rejection Conceptual & Critical Thinker: See and think "around the corner" to anticipate situations, stay ahead of trends and develop novel, elegant client solutions Use "rules of thumb," common sense, and past experiences to identify problems Break down a complex task into manageable parts in a systematic way Anticipate obstacles and thinks ahead about next steps Build Relationships, Attract and Inspire: Consciously build connections and trust, creating a common ground or rapport Encourage and inspire others Value people and develop high-trust working relationships with both clients and co-workers Show authentic passion, drawing people in and sparking new possibilities Inspire others to engage and participate, instilling a sense of pride and belonging Put people first by drawing people in, evoking connection and trust, including and supporting others, empowering strong performers, and promptly address problems Present a "can-do" and "will-do" attitude within the leadership team and most importantly when working with consultants within our organization Team Leadership: