Business Development Manager
3 weeks ago
The **Business Development Manager** will report directly to the President. This role specializes in providing full service account coverage and development of new business. Success will require a strong sales acumen in account management, sales and sales planning_. _The Business Development Manager must be a bold purser of sales. Through effective networking, cold calling, and business referrals, they are highly capable of closing new business and growing an existing customer portfolio. They must be adept at forming strong relationships and be seen as a professional resource guide.
**Key Responsibilities**:
**Customer Relationship Management**:
- Developing our customer relationships to ensure that STM Display Sales Inc. is recognized as a global leader of display, fixtures solutions.
- Identify, capture, maintain, and foster key accounts across all industry segments.
- Actively maintain STM Display Sales Inc. CRM database; support the improvement of STM’s CRM utilization.
**Pipeline generation**:
- Responsible for developing leads, lead maturation, and opportunity conversion.
- Develop pipeline process for high growth target customers.
- Look for opportunities for new products and processes.
**General Responsibilities**:
- Respond to RFI's/RFP's in a timely manner, ensure that we submit well-structured proposals demonstrating our value proposition; involve cross functional team to validate that we can meet customer requirements.
- Manage a portfolio of accounts and develop sales plans to nurture and grow existing relationships.
- Actively seek feedback on quotes/proposals; re-position proposals to improve capture of profitable business.
- Develop pricing models with President to evaluate opportunities, drive market capture, drive profit margin growth, and ensure that our margins are understood and agreed with senior team
- Attend/work North American trade shows/technical conferences to expand sales pipeline
- Meet potential clients by leveraging your network connections
- Cold call as appropriate within your market or geographic area to ensure a robust pipeline of opportunities
- Resolve customer questions and concerns and look for ways to enhance the customer experience.
- Demonstrate market intelligence, business acumen and customer trust to close sales deals on new business as well as upselling ventures to existing customer accounts
- Stay informed about industry trends, market conditions, and competitor activities
- Identify potential clients, and the key decision makers from within those organizations
- Handle objections by clarifying, emphasizing agreements, and working through differences to a positive conclusion
- Ensure that date is accurately entered, and sales properly managed within the company’s CRM by tracking and recording activity on both customer and prospect engagement to generate sales reports for weekly sales meeting
- Complete monthly SCOTA Reporting outlining Successes, Challenges, Opportunities, Threats and Action Plan
- Work with technical staff and other internal colleagues to develop how best to meet customer needs
- Arrange and participate in internal and external client briefs
**Key Competencies Required**:
- A minimum of 10 years related B2B sales experience in a store fixture or display company
- Post-Secondary education Business-related field
- Industry specific knowledge in retail merchandising and store fixtures etc.
- Proven ability to negotiate new business and close sales deals
- Proven sales ability, consultation and presentation skills
- Proven ability to build strong relationships with internal customers, external customers, distributors, and other stakeholders.
- Excellent organizational skills: ability to work under pressure, prioritize and manage time efficiently.
- High Proficiency in Microsoft Office (Word/Excel/PowerPoint/Outlook)
- Strong ability to collect, organize, analyze, and disseminate data with attention to detail and accuracy
- Ability to develop cost/benefit analysis and provide forecasts in granular detail
- Knowledge of marketing strategies, forecasting tactics
- Experience in a B2B customer facing role for recognizable organizations and brands
- Excellent written and oral communication skills in English is essential.
- Proficient using CRM Tools to help achieve business results
- Demonstrated experience in business case development
**Personal qualifications**:
- Influencing and leading; highly engaging personality
- Critical thinking and problem-solving competencies
- Self-motivated and driven to achieve targets
- Results-oriented with a track record of achieving and exceeding sales targets
- Desire to succeed and deliver exceptional output
- Problem-solver who takes ownership and will chase down problems to resolution
- Strong interpersonal skills including communication and negotiation
- Team player but adept self-thinker
- Clearly communicate the features, benefits and value proposition to meet client needs
- Ambitious, passionate
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