Summary

Build, manage and close consistent pipeline of new consulting and services business for Heinz Marketing. The primary role of the Business Development Manager is to identify, engage and close new clients by networking, prospecting, engaging with inbound leads and other means of generating interest from potential clients. They must then plan persuasive approaches and pitches that will create value for prospective clients and find mutually-beneficial areas to work together.

Essential Functions

Business Development Manager Job Duties:

  • Identifies trendsetter ideas by researching industry and related events, publications, and announcements; tracking individual contributors and their accomplishments.
  • Follow-up with, engage and qualify inbound leads (approx. 40-50 per day currently)
  • Proactively engage target accounts and their internal decision-makers in early qualification discussions
  • Manage qualified lead and opportunity pipeline in Salesforce.com, with regular updates and follow-up/nurture/update engagement
  • Close new business deals by coordinating requirements; developing and negotiating contracts; integrating contract requirements with business operations.
  • Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations.
  • Enhances organization reputation by accepting ownership for accomplishing new and different requests; exploring opportunities to add value to job accomplishments.

The primary role of the Business Development Manager is to identify, engage and close new clients by networking, prospecting, engaging with inbound leads and other means of generating interest from potential clients. They must then plan persuasive approaches and pitches that will create value for prospective clients and find mutually-beneficial areas to work together.

The ideal candidate must develop a rapport with new clients and prospects, help set targets for sales and provide support that will continually improve the relationship. They are also required to grow and retain existing accounts by presenting new solutions and services to clients on occasion. The Business Development Manager works directly with senior management.  Srategic planning is a key part of the role, since it is the business manager’s responsibility to develop the pipeline of new business coming in to the company. This requires a thorough knowledge of the market, the solutions/services the company can provide, and of the company’s competitors.

The main duties of the Business Development Manager can be summarized as follows:

New Business Development

  • Prospect for potential new clients and turn this into increased business.
  • Cold call as appropriate within your market or geographic area to ensure a robust pipeline of opportunities. * Meet potential clients by growing, maintaining, and leveraging your 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.

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 campaigns, services, and 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.

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 marketing staff to ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner.
  • Research and develop a thorough understanding of the company’s people and capabilities.
  • Understand the company’s goal and purpose so that will continual to enhance the company’s performance.

Qualifications

Education

Business development management positions require a bachelor’s degree and 3-5 years of sales or marketing experience. An MBA is often requested as well.

Other Skills and Qualifications

Networking, Persuasion, Prospecting, Public Speaking, Research, Writing, Closing Skills, Motivation for Sales, Prospecting Skills, Sales Planning, Identification of Customer Needs and Challenges, Territory Management, Market Knowledge, Meeting Sales Goals, Professionalism, CRM, and Microsoft Office.

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