Business Development Manager

Communications Engineering Company•Charlotte, NC

23h•Onsite

About The Position

The Business Development Manager (BDM) at CEC is responsible for driving new enterprise-level accounts into their assigned vertical. This involves developing prospects into new customers by utilizing a consultative selling model to determine the ROI for switching to CEC's security and communication technologies. The BDM is expected to attend industry trade events and develop a deep understanding of their vertical to position themselves as an expert. Annually, the BDM aims to bring in at least two new enterprise-level accounts and expand solutions to existing customer accounts. They work closely with the marketing team for strategic campaigns and with the Enterprise Account Manager for smooth customer handoffs. After securing a new logo, the BDM collaborates with the Enterprise Account Manager to create a five-year technology roadmap and remains strategically engaged to expand technologies within the account.

Requirements

High school graduate
History of leadership in sports, civic clubs, or academic organizations.
At least three years of successful sales experience in enterprise sales.
Strong interpersonal skills, ability to communicate and lead well at all levels of the organization and with staff at remote locations essential.
Strong problem solving and creative skills and the ability to exercise sound judgment and make decisions based on accurate and timely analyses.
Excellent Presentation Skills, large and small groups.
High level of integrity and dependability with a strong sense of urgency and results-orientation.
Willing to work hard to reap financial and career rewards.
Will not quit attitude.
Self Motivated.
Strong knowledge of communications systems, including audio, video, security, fire alarm, wireless, and data networks.
PC proficiency is essential (Windows environment).

Nice To Haves

Technology Sales Background.
Managed Services background.
Knowledge of specific challenges within the assigned vertical.
At least 3 years of selling in the assigned vertical.
History of managing a sales cycles in excess of one year.
Strong working knowledge of Excel.

Responsibilities

Moves New Enterprise Logos through the Sales Process: The BDM drives new presentations, assessments, and ROI analysis conversations in an effort to get an enterprise-level account to switch to CEC.
Prospects in the vertical: Actively seek out new sales opportunities through cold calling, networking and referral-based strategies.
Utilizes consultative selling model to create new opportunities.
Marketing Collaboration: Works with the marketing team to develop strategic campaigns to support prospecting work in the assigned vertical.
Customers: Works closely with the Enterprise Account Manager to ensure great hand offs as a new logo comes into CEC.
Build strong customer relationships, personally and as a group.
Understand customer's business and leverages technologies to assist in optimization.
Develop and submit comprehensive proposals based on individually or team assessed needs of potential clients.
Develop a deep understanding of the assigned vertical.
Attend relevant trade shows, work with existing accounts to understand the challenges of the vertical, help to create solutions that meet the verticals demands.
Value Selling: Using a consultative selling approach to properly qualify and align the needs of the customer with the value of CEC services.
Image: Presents the highest level of professionalism and passion through presentations, marketing material/events, quotes & proposals.
Weekly Account Planning Sessions: Develops and presents an action plan on all of their targeted enterprise prospects to their Sales Director.
Holds the CEC Experience to the highest regard: Promote the full CEC Experience to provide the maximum value to our customers. Our goal is to engage with our customers to support the entire lifecycle of their safety, security, and AV systems.
Strong CRM management rhythm: The BDM interacts with a vast amount of accounts and contacts each week and it is critical to the customer experience that those interactions are documented through SalesForce.
Creates strategic plans for logos that they bring in: After bringing in a new logo, the BDM works with the Enterprise Account Manager to develop a five-year road map for technology within the account. They stay engaged at a strategic level with each account they bring in and continue to expand the different technologies within the account.
Other duties as assigned.