Business Development Manager

Communications Engineering Company•Charlotte, NC

20h•Onsite

About The Position

The Business Development Manager (BDM) at CEC is responsible for driving new enterprise-level accounts within an assigned vertical. The BDM identifies and develops prospects into new customers, utilizing a consultative selling model to determine the ROI for an account to switch to CEC for its security and communication technologies. They are expected to attend industry trade events, develop a deep understanding of their vertical to position themselves as an expert, and typically bring in at least two new enterprise-level accounts annually, while also expanding solutions to accounts that have become customers.

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)
Ability to define problems collects data, establish facts and draw valid conclusions.
The duties of this job require the employee to effectively talk and hear English language communications.
The employee is required to stand, walk, climb, sit and use hands and fingers.
Some light lifting of objects is required.
Reaching, grasping and carrying activities also required.
Specific vision abilities required by this job include close vision, distance vision, color vision, depth perception and the ability to adjust focus.
Above average intellectual ability and excellent judgment are needed to deal effectively with a wide range of problem solving and trouble shooting activities.

Nice To Haves

Technology Sales Background
Managed Services background
Knowledge of specific challenges within the assign 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 is preferred.
Salesforce.com knowledge.

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.
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. Understands 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.