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Business Development Manager
3 months ago
POSITION DETAILS POSITION TITLE:Business Development ManagerLOCATION/BRANCH:REPORTS TO:Branch Sales Manager / Area Sales ManagerPOSITION PURPOSEThe Business Development Manager is responsible and accountable for the achievement of net revenue growth through the generation of new business through the identification, targeting and closing of sales opportunities of new clients.JOB DUTIES Marketing & Market Strategy Maintaining awareness of the local market as a means of identifying new business opportunities.Assisting in the planning, preparation, and implementation of marketing plans for the development of new and existing business. Working with the Marketing Department and appropriate subject matter experts to provide clients with respective collateral.New Business Development Identify, secure, and manage new clients and sales opportunities through effective management of vertical priorities and the Drake sales workflow. Ensuring that key influencers and decision makers in existing and potential accounts are identified and targeted through diverse personal and business networks as well as proactive research. Approaching key influencers and decision makers, making presentations, networking, and actively pursuing sales leads. Emphasis on targeting C-level and director-level contacts. Working with Proposal Team to identify potential RFP and/or proactive proposals. Assist proposals in client gathering information and providing market information. Maintaining an acceptable public relations image with our clients, the general public, and government agencies within the framework of Corporate Policies and ethics. Ensuring adherence to pricing / Standard Net Margin guidelines as determined from time to time by relevant authorities such as the Branch and Area Sales Manager.Positioning Drake as a trusted, expert adviser on all HR and productivity problems through our “One Drake” talent management approach.Account Management (CATM: Controlled Account Territory Management) Adhering to the principles through which CATM accounts are assigned and ensuring that Drake established procedures and policies are maintained and monitored for effective functioning.Following client/prospect communication protocols set out in service line procedures.Maintaining a system of regular review by individual account, to measure the effectiveness of sales activity and marketing strategies, and implementing corrective action on any accounts not achieving the revenue objectives.Client Service & Delivery Proactively maintaining knowledge of clients (CATM) and developing close, long-term relationships with client contacts.Completing all projects, proposals, and other assignments by the agreed deadline.Supervising major applications and projects as required.Conducting Risk Assessments on client sites as per provincial Workplace Health & Safety Acts.Providing client education in the areas such as: benefits of Drake products and services, productivity improvement techniques and technologies, Trading Terms and Conditions, Rate Calculations and Award Structures, Servicing Standards and Expectations, Drake’s network of services.Reviewing client order activity on a daily basis, paying particular attention to replacement and open orders, regular and recurring orders.Ensuring special client requests, such as specific billing procedures, department codes etc., are being followed and that the client's instructions are being adhered to rigidly.Ensuring there is quick action taken on all client complaints. Complaints are to be actioned within 24 hours and must be reported to the One Level Up immediately or as soon as it is practical to do so.Conducting service audits on major client users approximately every six months and raising corrective action on any discrepancies.Following up on New Account / Cancelled Orders within 24 hours, with clients where orders have been open for one day or more, temporary placements where the order is of a lengthy duration, regular and recurring or of a multiple nature. Finance & ReportingEnsuring Client Account History Files are completed and updated accurately in the appropriate platform for every contact made and planned with the client.Submitting complete and accurate weekly reports, plans, expense reports, etc., as required.All other reports as required are submitted.Improve the bottom-line profitability of Drake and our partners.Achievement of budgeted objectives, goals, and Drake standards of performance for Business Development Managers.Analyzing financial statement detail through the various control and operating reports. Conducting problem and decision analysis and appraising operating results in terms of cost, variance from budgets, trends, and increased profit possibilities.Quality, Compliance & OH&SEnsuring Corporate Policies are being adhered to and upholding the reputation and standards of the Company, including the security of Drake assets and records.Ensuring adherence to all local laws, privacy laws and the Workplace Health and Safety Act.Ensuring compliance with standard operating procedures and training manuals and the complete standardization of all forms, reporting systems and operating procedures.Ensuring that all documentation, systems, policies, and procedures relating to Quality Control are strictly adhered to.Referring all Government, legal, contract and insurance matters to the appropriate corporate officer.Contributing to a healthy corporate/team environment that is conducive to high morale and satisfactory interaction between all Drake employees.SKILL REQUIREMENTS 5+ years of business development experience relevant to the area of responsibility (Business Administration, Marketing, Sales Management, Communications, Information Technology, Hospitality, etc.).Experience developing new business within the major accounts segment would be an asset. Experience with the formulation and documentation of tenders and proposals (RFP’s) would be an asset. Ability to develop long-term client relationships with an emphasis on total quality management. Focus on prospecting, negotiating and proactively closing business with C-level and director-level contacts.Ability to deliver on core sales metrics and activities on a daily, weekly, and quarterly basis.Ability to plan and organize in a time-sensitive environment to deliver on deadlines.Proficient computer literacy in Microsoft programs.Experience with any CRM and/or ATS software would be an asset. EDUCATION REQUIREMENTS Post-secondary education in related area of responsibility (Business Administration, Marketing, Sales Management, Communications, Information Technology, Hospitality, etc.)INDHalifaxFlex
