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Business Development Manager
2 months ago
About the Role
This position is responsible for identifying, pursuing, and winning new business opportunities to drive sales growth in the region. The Business Development Manager will seek out new relationships with key stakeholders and decision-makers, such as government agencies, architects, designers, IT resellers, and end-users. You will already have a strong network and possess a formidable ability to seek out and forge strong client relationships to ensure Humanscale's inclusion in projects and successful outcomes.
Key Responsibilities
- Educate, market, and sell the value of ergonomic workplace solutions to end-users, dealers, architects, and designers in your territory.
- Maintain appropriate sales activity levels at all times; minimum 10 sales appointments per week.
- Achieve and exceed revenue, profitability, and product mix sales goals.
- Develop a business plan with management for weekly, monthly, and quarterly strategic sales objectives.
- Set up product tests or demos for end-users as necessary.
- Facilitate presentations for prospective clients.
- Complete sales activity and opportunity reports, CRM, installation assistance, and sales training, as well as maintain customer contact databases.
- Serve as a liaison between customer service and the customer on shipment and quality matters.
- Establish relationships and educate architects and design firms on ergonomic workplace solutions.
- Host showroom events, including breakfast meetings, lunch and learns, and evening events with A&D, workstation suppliers, PMs, etc.
- Schedule in-person meetings and virtual sales calls with the executive team for large potential opportunities.
- Identify and Pursue New Business Opportunities - Through utilization of personal networks, team networking, lead sharing, and information gathering tools and relationships, identify new business opportunities and focus on converting these from opportunities to product/consultancy sales.
- End-User Presentations - Schedule meetings and presentations to necessitate initial introductory meetings and subsequent meetings in working towards the promotion and marketing of Humanscale, their ethos, product sets, consultancy services, ultimately working to convert these opportunities to revenue with particular emphasis on product mix.
- Managing Information Flow on Projects - Co-Star, lead meetings, prospecting, quantify information, qualify/select major projects, apportion other projects to BDM managers/back to sales funnel.
- Managing Major Projects List - Managing a selected list of major projects which you have personally identified under the direction of your line manager. Ensure Humanscale is strategically placed for success. This includes working directly with the end-user, project managers, and cost consultants for each project while strategizing on price and product proposals and communicating this with the wider Humanscale team to ensure a consistent approach where strategy/pricing is enforced, communicated, and actioned with the shortlisted third parties in each project opportunity.
- Project Focus and Awareness - Ensure your pipeline and leads list is shared, qualified, and processed with your line manager along with up-to-date information on timeline, status, and further accompanying information. Ensure to keep your pipeline updated regularly on CRM.
- Expand Trusted Partners and Resources - End-user, project management where appropriate - Continue to build close relationships with key individuals in the above fields through real estate networking events.
- Education - Educate, market, and sell the value of ergonomic workplace solutions to new business accounts.
Qualifications
- Candidate will have 7-10+ years business sales experience.
- Bachelor's degree, business, marketing, or communications major preferred.
- Successful track record of sales planning and execution.
- Working knowledge of MS Office and associated applications are required.
Additional Qualifications:
- Knowledge and/or experience in office furniture or related industry, a plus.
- Excellent written and verbal communication skills.
- Skillful negotiation and presentation abilities.
- Aggressive follow-up and closing skills.
- Lifting up to 18 kg.
