JOB SUMMARY
The major objective for this Business Development Specialist position is to 'hunt' and uncover new customers and new business for Heilind. Regular review will focus on the quantity and quality of these activities. Responsible for identifying opportunities for business growth and optimizing marketing strategies.
Ultimately, we expect increased profitable sales, customer engagement and customer count in your assigned territory through new account acquisition, emerging account development, and existing customer account growth. You will be following up on new potential customer leads, re-engaging with lost customers, contacting emerging OEMs/CMs and engaging with existing OEMs/CMs. Your goal is to nurture customers and potential customers to increase the count of regular Heilind Customers and take Heilind, our franchised Product Lines, our Manufacturer's Reps, and our Services deeper into the accounts and be the indispensable and trusted go-to source for our products.
A strong predictor of success for a Business Development Specialist is the ability to efficiently identify target prospect contacts, make effective contact, present the Heilind Value Proposition and via nurturing, identify matches to create long-term Heilind business partnerships. In addition, it is crucial that the BDS build relationships with our Suppliers and Manufacturer's Reps to partner in the identification of these accounts and markets/industries -- along with making proactive contact by phone/in-person/virtually and strategically crafted emails. All to draw interest, convey Heilind's Value Proposition and nurture the relationship to gain customer trust. All to the end of winning new customers, new business and securing print position for products on new designs.
You are the quarterback as you collaborate with your Branch Managers, the Field Sales team, and other key departments to identify where to 'hunt' to meet your key objectives and build solid relationships with our Customers and Suppliers built on Heilind's reputation of Performance, Trust, and Innovation. Utilize all the resources, services and personnel that are at your disposal to make you and Heilind indispensable to the Customer.
ESSENTIAL DUTIES AND RESPONSIBILITIES:Other duties as assigned.
- Before you start the journey, it's important that you have the roadmap. Within the first 2 weeks, take the initiative to meet with your branch leadership to understand the Company vision, key Company objectives and most important your individual objectives&expectations. Set up systems to measure your progress toward meeting or exceeding your objectives each month.
- Within the first 30 days... With the support of your Branch Services&Operations Manager (BSOM), learn the Heilind System and the Sales Tools you will be using daily to help organize, track, and follow up your sales activities. During this time, also with the assistance of your BSOM, you will identify 20 target customers to grow business. You will also identify 50 new customers to investigate. You will begin contacting the target and potential accounts introducing yourself and Heilind, qualifying them if they are new accounts, and building rapport with key contacts and qualifying opportunities to pursue. As you are making contact and gathering useful information, you will log calls into the call planner, reports, and data into the Customer Profile Tool (key contact info, DTAM, design opportunities etc.) and lead follow up in the sales funnel. Online training modules and in-office supplier trainings will be assigned for you to complete over the next 30-60 days.
- Within the first 60 days... You will continue to contact your target and potential customers increasing your number of customer contacts and relationships with them. Making at least 20 customer interactions per day. You will concurrently be researching for new accounts to engage with, as well. You should, at this point, be opening new accounts or reviving inactive accounts at a minimum of 5 per month. By this time, you should also be comfortable with the CRM, Call Planner, Customer Profile Tool, and sales funnel. You should continue to update profiles, logging calls, and entering notes on leads into the sales funnel daily.
- Within 90 days... You should have a solid flow to your day, continuing to make at least 20 customer interactions each day, working to uncover new accounts and creating an ongoing target list of accounts to qualify and develop. All assigned training modules should be completed by this time and your next trainings will be assigned. Also, you should be scheduling regular meetings with your supplier reps to discuss business opportunities, sharing account information, and developing strategies to pursue opportunities. You should be well on your way for at least 5 accounts to be in strong development and set for future deployment.
- Within the first 6 months... You will continue your cadence of product&sales training as assigned by your BSOM. You should be comfortable completing your monthly 1 on 1 meetings and proactively reviewing your sales progress monthly with your BSOM. You should, at this point, be regularly initiating new qualified accounts, at least 8 per month. By this time, you should have at least 3 accounts ready to deploy with at least 5 more close behind (within 60 days to deploy).
EDUCATION/EXPERIENCE:
- A 2-year associate degree in a business-related field is desired or an equivalent combination in education and experience.
- At least one year of proven work experience in business development/sales experience.
- Experience with CRM and/or sales tracking software.
- Microsoft Outlook, Word, Excel, and PowerPoint are also frequently utilized sales tools of which the BDS should have a working knowledge.
SKILLS AND REQUIREMENTS:
- To perform the position, you must be a U.S. Person as defined by ITAR. ITAR defines a US Person as a US Citizen, US Permanent Resident (I.e., 'Green Card Holder'), Political Asylee, or Refugee.
- Must be able to report to assigned office location during scheduled in-office workdays.
- Strong interpersonal and communication skills.
- Excellent customer service and negotiation skills.
- Skilled in identifying potential areas of growth.
- Ability to regularly meet set targets.
- Exceptional ability to analyze market trends.
- Ability to maintain a strong relationship with key clients to ensure a high rate of client retention.
- Exhibits strong motivation to make sales.
- Ability to close deals and achieve goals.
- Demonstrate strong organizational skills, ability to meet deadlines, and the ability to solve problems.
- Must be extremely flexible and adaptable self-starter.
PHYSICAL REQUIREMENTS:
While performing the duties of this job the employee is often required to stand, sit, use computers, read, write, type, use copy machines, file paperwork, use telephones, and utilize written and oral communication to interact with clients, co-workers, and customers. Reasonable accommodations may be made to enable individuals to perform the essential functions of this job.
Sedentary work. Exerting up to 10 pounds of force occasionally and/or negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects. Substantial movements (motions) of the wrists, hands, and/or fingers (paperwork, typing, using mouse/keyboard). The worker is required to have close visual acuity to perform an activity such as: preparing and analyzing data and figures; transcribing; viewing a computer terminal; extensive reading.
WORKING CONDITIONS:
Position is not substantially exposed to adverse environmental conditions (such as in typical office or administrative work.)
Equal Opportunity Employer
We are an Equal Employment Opportunity employer that values the strength diversity brings to the workplace. All qualified applicants, regardless of race, color, religion, gender, sexual orientation, marital status, gender identity or expression, national origin, genetics, age, disability status, protected veteran status, or any other characteristic protected by applicable law, are strongly encouraged to apply.
If this is a US based role the following applies. This position requires use of information or access to hardware which is subject to the International Traffic in Arms Regulations (ITAR). To perform the position, you much be a U.S. Person as defined by ITAR. ITAR defines a US Person as a US Citizen, US Permanent Resident (I.e. 'Green Card Holder'), Political Asylee, or Refugee.
Heilind offers a comprehensive benefits package to all full time, regular employees located in the United States which include:
- Comprehensive medical, dental and vision
- Vacation, sick time and holidays
- Accident, life, disability and critical illness insurance
- 401k retirement program with match
- Wellness programs
- Tuition reimbursement
- Referral bonuses
- Employee discount program
- Pet insurance
- And the day off for your birthday!