Business Development Manager | RACOM Corporation

Eastern Communications•Spokane, WA

2d•$85,000 - $120,000•Remote

About The Position

Eastern Communications, Ltd. is a critical communications provider based in Long Island City, Queens, NY. Founded in 1976, and acquired from original ownership in 2020, Eastern provides infrastructure, technical services, field replacement parts, and maintenance to a range of end users including public safety, transportation, utilities, and the federal government. The company has earned its exceptional reputation for delivering the highest quality products and services over its 45+ year history. In February 2023, we acquired Iowa-based RACOM Corporation, creating one of the largest nationwide mission critical communications companies in the United States. We are seeking a skilled Business Development Manager to join our nationwide team in with ownership over the Eastern Washington region. This role plays a crucial role in our organization, focusing on expanding our existing customer relationships. This position requires a strong sales-oriented individual with a "hunter" and "farmer" mentality, dedicated to deepening relationships with existing clients and expanding our geographic footprint with net new customers through effective customer relationship management. This role will utilize our existing service center footprint as the basis for customer retention, expansion, and growth.

Requirements

Bachelor's degree in Business Administration, Marketing, or a related field (or equivalent work experience).
Proven track record of successful sales and business development experience, with a minimum seven (7) years of complex solution selling experience in technology sales and/or selling to public safety agencies.
Demonstrated experience developing and executing complex sales strategies that require multiple months to close.
Strong understanding of sales principals , techniques and strategies.
Excellent communication, negotiation, and presentation skills.
Ability to develop and maintain effective relationships with customers at all levels.
Self-motivated, results-driven, and able to work independently.
Strong organizational and time management skills, with the ability to handle multiple priorities simultaneously.
Proficient in CRM software and Microsoft Office Suite
Willingness to travel extensively (50% or more) to meet with customers and attend industry events.

Responsibilities

Expand Existing Customer Relationships through utilizing a proactive approach to identify opportunities for upselling and cross-selling additional products and services to existing clients through a geographic territory management mentality around all service centers within your given service center region.
Identify and pursue new business opportunities through cold calling, networking, and market research.
Develop and maintain strong relationships with key decision-makers and influencers within customer organizations.
Collaborate with the Technical teams at each location to leverage their interactions with customers and identify opportunities for service expansion.
Within your geographic territory identify potential new customers and develop strategies to expand our customer base in the geographic footprint of our Service Centers.
Conduct market research and analysis to identify industry trends, customer needs, and competitive landscape in the assigned territories.
Develop and execute territory-specific sales plans and initiatives to achieve growth targets.
Engage and work closely with other Regional Account Managers and Business Development Managers on key, large strategic initiatives with specific requirements by complexity, total deal size, or other items as deemed necessary by the Head of Business Development.
Build and maintain a comprehensive customer database, including contact information, sales history, and customer preference to ensure consistent revenue growth.
Conduct presentations and product demonstrations to potential clients.
Provide exceptional customer service and act as a trusted advisor to clients, ensuring their needs are met and issues are resolved promptly.
Regularly engage with customers to assess their satisfaction, identify opportunities for improvement, and address any concerns.
Participate in local tradeshows, industry conferences, and networking events to promote our services and generate leads.
Collaborate with the Facilities Coordinator at each Service Center to identify strategic business development efforts and capitalize on local market opportunities.
Assist in the development of marketing materials, presentations, and proposals to support sales activities.
Set ambitious sales targets and objectives aligned with company goals and objectives.
Monitor sales performance and provide regular reports on progress, achievements, and challenges to the management team.
Utilize CRM tools and systems to track sales activities, manage leads, and generate accurate sales forecasts.
Negotiate contracts and close deals to achieve sales targets.