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Senior Business Development Professional, Dynamic Business Services firm
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The Morosini Group has been retained to find a business development professional for a dynamic business services firm. Our client is a San Francisco based company, focused on providing Contingent Workforce Compliance solutions to companies throughout California.
The VP, Business Development - hereafter referred to as BDM has primary responsibility for creating new business and developing on-going profitable relationships with new clients and selected targeted clients. As the BDM, you will make sales calls and develop business relationships with senior managers and purchasing executives of mid size corporations. The goal is to build their independent contractor compliance and senior consultant payroll service product.
The BDM will be responsible for sales, contract negotiation and pricing in accordance with established guidelines. The BDM will call on clients that fit the ideal customer profile to develop new business prospects and close contract sales. In addition, the BDM will work with and through our client’s internal channel of executive talent placement professionals.
The BDM will work with the finance and operations team in developing pricing quotes. S/he will provide current information on client needs and competitive benchmarks to ensure the highest quality of competitively priced products and services. The BDM will be responsible for developing an annual business plan, individual account plans, strategically positioning their services to meet individual client needs.
The Essential Duties and Responsibilities of this job include the following. Others may be assigned.
Essential Job Functions
1. Senior Level sales: Identify and develop prospects personally and/or through the account referrals from other BDMs working on joint accounts. Collectively these efforts would grow the BDM’s business in profitable sales a minimum of $2M+ in the first year, 2009.
2. Contract Negotiation. The BDM has primary responsibility for negotiating and closing deals. This includes proposals, RFP preparation and response, negotiations with client personnel from purchasing to senior level executives, employing the process, programs and guidelines established by the GM.
3. Strategic Planning: Define the key account targets for services and develop the appropriate strategy, message and tactics to build the business.
4. Highly Desirable: Subject matter expertise: Demonstrated fluency with independent contractor compliance and payroll services.
5. Operational Excellence: Develop a working knowledge of our service flow and recommend ways to address new and evolving client needs. Work in partnership with our operations group to price our services and/or identify opportunities for service enhancement to address new client needs or to maintain committed level of service agreements.
6. Report regularly:
a. Monthly forecasts: sales activity, prospect pipeline, revenue, consultants on payroll
b. Quarterly Action Plans
c. Annual Business Plan
7. Attend regularly scheduled staff and company-wide meetings.
8. Participate in appropriate marketing efforts i.e., trade shows, Chambers of Commerce event business, roundtable and networking events, etc.
9. Collaborate with the GM to develop collaterals, marketing materials, proposal templates, and prospecting / selling tools for our client’s internal channel of executive placement professionals.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the minimum levels of knowledge, skill, and/or ability necessary. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Essential Job Requirements
Strong, senior-level sales in a business-to-business environment for a minimum of five years. Solid track-record of success in a senior sales/business development role, selling services. Demonstrated understanding of complex and strategic account sales: sales process and relationship building (references from your past clients regarding the range of services you provided would be a plus).
Excellent listening and writing skills. Professional, accurate, thorough communications are a key success factor in developing proposals and responding to RFPs. The BDM will be interacting with a range of levels within the client staff, in some cases purchasing managers, in others CFO’s. The individual must be able to communicate effectively across those segments.
Strong financial skills in terms of business analysis and planning as well as complex pricing negotiations is required. P&L management experience a plus.
An operational orientation is essential for developing client solutions and continual enhancement of service quality. Demonstrated experience with process improvement, re-engineering or other operationally focused efforts would be a plus.
A strong facility for, and consistent use of, technology as a fundamental communications and operational tool is essential. A solid familiarity the Internet, sales contact management software, Excel, PowerPoint and email are minimum requirements.
Desired Job Requirements
Sales experience with large companies where revenue produced was approx $2 M per year. Sales experience in payroll services or business process outsourcing would be a plus.
• A track record in developing new client business with a services product.
• A pattern of repeat business and client partnerships.
• A history of success (over-achievement of budget) in challenging sales assignments.
• Daily, effective use of technology as a fundamental business tool.
• A bias for teamwork and collaboration.
• Strong written and verbal communication skills.
• Business and finance acumen with a strong grasp of pricing.
Compensation package
Competitive salary, benefits and incentive program.
In addition to a competitive salary and bonus based on performance, we also offer an excellent benefits package that starts after only 30 days on the job. This includes a 401K plan with 25% match, Medical, Dental, Vision, three weeks paid time off, Short and Long Term Disability Insurance, Life Insurance, Section 125 Flexible Spending Accounts, tuition reimbursement and a sabbatical leave after six years of service.
Interested candidates can apply in confidence to INFO at Morosini-group.com
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Job Type : Permanent Placement
Client : Dynamic Business Services firm
Compensation : $100K base, plus unlimited commission potential, plus excellent benefits
Location : San Francisco or Silicon Valley
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