Business Development Manager

Employment Type: Exempt

Location: Home-based with travel

Overview

The Business Development Manager (BDM) works to improve Technology Project Managers, INC organization’s market position and achieve financial growth. The BDM will assist in defining long-term organizational strategic goals, building key customer relationships, identifying business opportunities, negotiates and closes business deals and maintains extensive knowledge of current market conditions.. 

Responsibilities

  • Prospect for potential new clients and turn this into increased business.

  • Cold call as appropriate within TPM's market segments and geographic area to ensure a robust pipeline of opportunities. Meet potential clients by growing, maintaining, and leveraging growing network.

  • Identify potential clients, and the decision makers within the client organization.

  • Research and build relationships with new clients.

  • Set up meetings between client decision makers and company’s practice leaders/Principals.

  • Plan approaches and pitches.

  • Work with team to develop proposals that speaks to the client’s needs, concerns, and objectives.

  • Participate in pricing the solution/service.

  • Handle objections by clarifying, emphasizing agreements, and working through differences to a positive conclusion.

  • Use a variety of styles to persuade or negotiate appropriately.

  • Present an image that mirrors that of the client.

    Client Retention

  • Present new and enhanced services and enhance existing relationships.

  • Work with technical staff and other internal colleagues to meet customer needs.

  • Arrange and participate in internal and external client debriefs.

    Business Development Planning

  • Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.

  • Present to and consult with senior level management on business trends with a view to developing new services, products, and distribution channels.

  • Identify opportunities for proposal responses, project management and engineering services, and new distribution channels that will lead to an increase in sales.

  • Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.

  • RFP and proposal development and coordination.

    Management and Research

  • Submit weekly progress reports and ensure data is accurate.

  • Ensure that data is accurately entered and managed within the company’s CRM or other sales management system.

  • Forecast sales targets and ensure they are met by the team.

  • Track and record activity on accounts and help to close deals to meet these targets.

  • Work with technical staff to ensure that contract prerequisites are fulfilled within a timely manner.

  • Ensure all team members represent the company in the best light.

  • Present business development training and mentoring to technical staff and other internal staff.

  • Research and develop a thorough understanding of the company’s people and capabilities.

  • Understand the company’s goal and purpose so that will be continual to enhance the company’s performance.

  • Maintain library of past performances and testimonials..

Requirements and Qualifications

Education: 

Require a bachelor’s degree and 5-10 years of sales or marketing experience. An MBA or Engineering degree is a bonus.

Highly desired qualifications: 

  • Experience providing IT-centric PMO support in organizations with emphasis on international development, business, or trade.

  • Experience with ServiceNow.

Other Skills and Qualifications: 

Government contracting and contracts capture, NASA experience, Networking, Prospecting, Public Speaking, Research, Writing, Closing Skills, Motivation for Sales, Prospecting Skills, Sales Planning, Identification of Customer Needs and Challenges, Market Knowledge, Meeting Sales Goals, Professionalism, CRM, and Microsoft Office.

TPM is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status or disability status

Please send an email with cover letter, resume and salary requirements to jobs@techpromanagers.com.