Business Development Manager

Job Overview
The Business Development Manager, reporting into the Sales Regional VP, member of the Gateway Sales Team and is primarily responsible for acquiring new business within an assigned territory. The Business Development Manager is responsible for planning and administration, monitoring, and optimizing the revenue potential of their territory. The Business Development Manager will work with staff from various departments to increase sales opportunities and maximize revenue.

The role will be responsible for providing prompt, courteous and knowledgeable service to clients and customers. He or she is expected to meet and exceed personal sales objectives by pursuing meetings with current and prospective customers. The Business Development Manager will also work with sales channels to raise awareness of company offerings and initiate new business ventures in order to increase market share and meet fiscal goals.

Duties & Responsibilities
Position Responsibilities:

• Aggressively sell Gateway services to prospective customers in a specific territory.
• Work with new prospects to achieve business sales goals and other objectives.
• Meet or exceed sales goals and expectations on a consistent basis.
• Meet or exceed minimum sales activity requirements.
• Makes effective use of sales tools, including adoption of Customer Relationship Management (CRM) tools.
• Understands the components of profitability in our business and views it as unethical to sell any account which we cannot realize a reasonable profit.
• Implement and demonstrate best practices to sell Gateway Services.
• Manages time and territory effectively.
• Keeps prospect information for the territory current and accurate on an ongoing basis.
• Identifies all prospects in the territory utilizing personal prospecting.
• Prepares sales activity reports accurately and meets deadlines as appropriate.
• Generates a high level of leads and referrals.
• Works with their direct Manager to develop a quarterly marketing and sales strategy for the territory.
• Organize sales activities to maximize the time spent with viable sales prospects and utilizes the 8:00 a.m. to 5:00 p.m. "Golden Hours" in the field.
• Monitors and anticipates competitive activity in the territory and provides prompt feedback to manager.
• Ensures competitive profiles are current and considered in sales strategies.
• Maintains a personal level of expertise of Gateway services and competitive solutions.
• Participates in all sales and other training.
• Incurs only necessary expenses and keeps accurate expense reports.

Customer Service Responsibilities:

• Liaises with customers to understand their requirements with respect to products and services that the business currently offers or is planning to offer.
• Handles and responds to all customer problems and inquiries expediently and in the best interest of both the customer and Gateway or Gateway affiliated company (s)
• Establishes personal relationships with current and potential customers in the assigned territory.
• Serves as a Helpful Expert in exceeding customer expectations on a regular basis.
• Promotes a positive and professional sales attitude in the branch and ensure adherence to high standards required by Shred-it for customer service, security, and environmental consequences.

Education, Training & Qualifications

• Post-secondary education, with a major in business or sales and marketing is preferred but not required.
• Minimum of three (3) years of account management experience.
• Proven account management skills required in order to create, maintain, and enhance customer relationships.
• Previous industry experience, including an understanding of veterinarian clinics or the vet industry.
• Experience with the Microsoft Office suite of products, and strong internet skills.
• Must be comfortable working towards Key Performance Indicators (KPI's).
• Has a good understanding of what it takes to maintain and develop the most productive client relationships.
• Must be results-oriented with a sense of urgency and motivated for success.
• Strong listening and questioning skills.
• Must have a clean driver's record and access to a vehicle.

Skills & Abilities
Communication Skills

• Oral Communication: Effectively expresses self in one-on-one and group situations and presentations.
• Written Communication: Effectively expresses ideas through a variety of written communications (e-mails, reports, memos, etc.), demonstrating strong writing skills.
• Listening: Demonstrates attentiveness and the ability to understand the oral communications of others through active listening skills.
• Personal Motivation
• Initiative: Self-starter who exhibits initiative and internal motivation to achieve goals, including those beyond standard expectations.
• Integrity: Maintains social, ethical, and organizational norms.
• Energy: Maintains a high level of activity and exhibits stamina, alertness, and sense of urgency.
• Stress Management: Handle all situations (e.g. time pressure, deadlines, task difficult) with dignity and poise.
• Commitment: Demonstrates commitment to perform above and beyond the essential functions of the job.
• Enthusiasm: Demonstrates an open mind and positive attitude, while affecting others in a positive way.
• Displays enthusiasm and treats all prospects with respect.
• Organization: Schedules and plans daily activities through proper time management and allocation of
• resources.
• Tenacity: Stay with a sales plan until the objective is achieved or is no longer reasonably obtainable.
• Resilience: Handle disappointment and rejection while staying effective.
• Independence: Must be able to work independently, think before acting and make sound judgments.
• Development: Constantly works on self-improvement through continuous learning. Analyzes personal
• performance and learns from mistakes. Reacts positively to evaluations, appraisals, and feedback, and works to improve development objectives. Stays current on sales techniques used by professional salespeople.
• Reads and studies available literature on professional selling.

Interpersonal Skills

• Teamwork: Works well in a team environment, always willing to assist other partners. Reacts positively to evaluations, appraisals and feedback, while working to develop and improve as a professional. Follows written and verbal instructions.
• Sensitivity and Empathy: Takes into consideration the feelings and needs of others in plans and actions.
• Organization: Schedules and plans daily activities by utilizing proper time management and allocation of resources.
• Persuasion: Gains agreement and acceptance of ideas, plans, activities, and recommendations.
• Reliability: Can absolutely be counted on to meet deadlines, carry out tasks, and keep commitments. Works independently and with minimal oversight or supervision.
• Impact: Creates a good first impression, commands attention and respect, and shows an air of confidence. Portrays an approachable image, acts in a friendly manner with people and put them at ease.
• Resilience: Handle disappointment and rejection, while staying effective.
• Judgment: Utilizes sound decision-making ability based on the policies and procedures of the organization.
• Fact Finding: Effectively gathers information for decision-making through questioning and active listening.
• Decisiveness: Ready to make decisions, render judgments, and take action.
• Creativity: Generates and recognizes imaginative, creative solutions.
• Appearance: Displays professionalism in appearance and mannerisms at all times. Sales tools and personal grooming are always neat, clean, and fresh-looking. Automobile is kept neat, clean, and in good repair.

Working Conditions

• Prolonged periods of sitting at a desk and working on a computer.
• Mobility to drive a motor vehicle throughout the day for business needs.
• Ability to sit for up to eight (8) hours per day.
• Ability to walk in the course of business up to four (4) hours per day.
• Ability to talk regularly over the phone with customers and co-workers up to eight (8) hours per day.
• Travel will be required up to 50% of the time.
• May occasionally be exposed to elevated noise levels, such as from office equipment or when visiting a Care Center
• May occasionally be exposed to elevated heat levels when visiting a Care Center
• Lifting or moving up to 50 lbs. may be required.
• Some weekend work to meet hard deadlines and attend industry conferences.