Senior Business Development Manager (Outside Sales) - Cheltenham, PA.
Changing Lives One Day at a Time
We're looking for a dynamic, savvy sales professional to join our rapidly growing team!
This position pays a competitive base salary, commission opportunity, a comprehensive benefits package, and excellent growth potential!
Who We Are
As the United States' largest light industrial staffing company and the first workforce-as-a-service provider, our
digital-first approach to staffing is rooted in a rich history of delivering high-quality, scalable workforce
solutions to the organizations driving the American supply chain. Our colleagues are guided by our purpose of
Championing People, Unlocking Potential and bring this to life every day as they help put hundreds of
thousands of people to work at tens of thousands of companies across the country. The foundation of our
culture is built upon a bridge to better, offering our colleagues rewarding and growth-oriented experiences that
positively impact lives and businesses in innovative and meaningful ways.
The Senior Business Development Manager expands market share through sales to net new clients generally between $1 million - $5 million in annual revenue. This role generates new business through outside sales activities such as cold calls, prospecting, territory planning, and relationship building. A successful Senior Business Development Manager is resilient in the face of obstacles and driven to achieve sales goals. Core metrics include but are not limited to New Client $GP achieved.
Your Role & Responsibilities:
Closes and handles complex, large-scale accounts and high-value contracts between $1M-5M in revenue.
Develops sales goals and strategies to grow net new business within assigned territory, including the right
market verticals and companies.
Conducts pre-call planning and market research to qualify new leads and identify the appropriate decision makers and influencers.
Sells to multiple buyer levels within an organization, including the C-Level.
Identifies new quality prospects/leads to expand the funnel and build a robust sales pipeline that delivers
expected sales results. Successfully uses communication methods such as phone, social media, face-to-face meetings, market networking meetings, and email.
Contacts and converts prospects by understanding prospect needs, developing a compelling elevator pitch, overcoming objections, securing appointments, and developing compelling introductory sales presentations.
Develops needs and how all Employbridge solutions could address and solve those needs.
Develops consultative sales proposals thorough pre-call planning and market research, analysis of the prospect, identifying their unmet needs, articulating overcoming potential objections, etc.
Leverages resources to build final proposals, including approved pricing, terms, conditions, etc.
Understands and leverages data to aid in the solutions process.
Delivers formal presentations to the executive leadership of large and sometimes enterprise organizations.
Overcomes objections and leads negotiations from proposal to contract signature.
Effectively on-boards new clients and manages the transition from the sales process to the fulfillment process.
Partners with account management counterparts to meet on-going needs of existing client base.
Provides strategic market thought leadership to client base, becoming their go-to workplace staffing resource.
Preferred Education & Experience
7+ years (larger than $1M in annual revenue) required; demonstrated career progression preferred experience selling large complex deals
Demonstrated track record of delivering and exceeding quarterly targets with exceptional sales achievement and recognition
Staffing experience is a plus
Prospecting and Pipeline Management:
Applies an understanding of the number of prospects required to develop a successful pipeline and achieve objectives. Leverages multiple prospecting methods to identify, contact and schedule appointments in line with pipeline goals. Converts prospects to high-potential appointments through persuasive cold calling techniques, communicating the right message and actions to drive the next meeting. Exemplifies a hunter mentality in prospecting and pipeline management activities. Utilizes appropriate systems and tools to enable and document prospecting and pipeline management work.
Strategic Discovery:
Leverages understanding of major business functions, industry trends, market insights and and how they relate to prospect needs. Asks the right strategic questions in prospect discovery to enable effective solution determination and selling. Completes discovery with an eye to total facility selling. Possesses a strong understanding of business nuances that can occur within staffing and relevant business verticals, enabling quick assessment of risk and opportunities. Leverages growth partners to enable the discovery process. Documents discovery findings in company CRM (e.g., Salesforce).
Consultative Selling:
Applies selling process, handling objections, negotiation and other selling techniques to close sales with customers. Effectively plans for customer selling opportunities, customizing presentation materials to customer needs. Leverages an understanding of customer decision makers and influencers to improve selling efforts. Updates systems and tools to help drive the sales process.
Account Retention and Expansion:
Completes an effective client handoff to others in EB to include a detailed and accurate job order for Operations actioning. Effectively grows client opportunities over time, gaining wallet share, attacking the gap and partnering with account management to continue to expand the business. Drives and leads regular business reviews with clients to ensure satisfaction and enable broadened reach within the client. Provides thought leadership and collaborative planning that grows the customer and EB business. Ensures the customer is the driving force behind decisions and activities.
Travel Requirements
30-50% travel time expected for the position.
MVR Requirements
and at all times remain eligible to drive a motor vehicle under applicable laws and regulations.
EmployBridge is an Equal Opportunity Employer committed to diversity and inclusion. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, marital status, disability, military or veteran status, genetic information, or any other characteristic protected by federal, state or local laws.
