Employment Opportunities
Business Development Manager
Job Summary
Responsible for the composition, development, and management of client
prospects; develop and extend business relationships with acquired clients
as a part of the plan to build future business opportunity and maintain
customer satisfaction and loyalty.
Participate in all sales-based assignments and tasks; contribute to and/or
review estimates and project plans for client proposals. Work with Senior
Management and Project Managers to coordinate staff requirements for new
clients. Is involved with reviewing key project work before submission to
client for business/marketing insight.
Desired Job Outcome
Proposals are developed within Campos Inc specifications, profitability
parameters, and client critical input. Work is so satisfying that Campos Inc
receives repeat orders; the project team perceives that the work was a
satisfying or developmental experience; continual improvement occurs in the
processes Campos Inc uses to execute projects and to sell new jobs. Mediates
the process by which the client has a single point of contact for future
project issues. Focus efforts on consultative and new business management
roles; focus on account relationship building; regularly reviews content and
delivery of projects.
Job Duties
To meet prospective client requirements and fulfill contractual work product
obligations, the Business Development Manager performs some combination of
the following tasks:
- Identify areas of business opportunity and growth, with both current opportunity clients and targeted prospects, by furthering business relationships with current opportunity clients, cross-selling and introducing new services to targeted clients.
- Maintain and expand the firm’s prospect list, conduct fact-finding and ensure that each targeted prospect meets the firm’s criteria as an appropriate client.
- Increase company exposure and obtain sales leads through participation in professional organizations’ activities by being an advocate for the firm and presenting case studies, market research trends, etc.
- Extract new approaches from current client projects, to be communicated and to be reapplied on other potential projects for prospects or opportunity clients.
- Work with assigned/targeted clients, at any applicable level and function of their organization, to meet and surpass their expectations by providing product solutions and benefits to client business issues and opportunities.
- Participate in the management and conduct of assigned research projects (from newly acquired clients), including setting project goals, leading or facilitating client kick-off and/or team meetings, selecting and performing appropriate market analyses and related research, and preparing, approving and delivering proposals, reports and presentations.
- Monitor performance continually, in order to achieve agreed plan outcomes and target success.
- Provide quotations and advice/consultancy to prospects to deliver the best possible work product to potential /opportunity clients.
- Follow up on sales leads generated either individually or from other staff members, corporate inquiries, marketing campaigns, advertisements, networking, referrals, etc.
- Set up meetings and/or conference calls with targeted prospects by using examples, presentations, case studies and a variety of marketing tools to demonstrate how prospects can benefit.
- Close deals both with and without assistance from other team members.
- Effectively track all activities during the sales cycle (e.g., contacts, follow-ups, leads, tests, closes, etc.)
- Report sales activities and accomplishments to CEO/President on a bi-monthly basis and accurately forecast future demand potential.
Limits of Authority
Work within a pre-assigned and approved annual budget limited to new
business development and prospecting activities expense.
Knowledge, Skills and Abilities
- Strong business development and client service skills with a proven track record in managing prospects and winning new business.
- Strong financial management budgeting skills.
- Excellent communication skills, both written and verbal.
- Excellent interpersonal skills to develop and nurture client relationships.
- Ability to exercise professional judgment and assume responsibility for decisions which impact quality of service.
- Excellent organizational and project management skills.
Education and Experience
- College degreed required (MBA or graduate degree a definite asset).
- Business Consulting or Market Research training preferred (either formal or on-the-job) with minimum of 4 years marketing/research industry sales experience.
- Functional competence and knowledge of the market research and strategic planning and consulting industries.
- Experience selling market research or consulting services to businesses.
- Experience conducting consulting or market research analysis.
- Consulting or professional services experience.
- Experience selling to professional service firms.
- Experience with solution/services selling.
- Self-motivated personality.
- Goal-oriented.
- Problem-solving skills.
- Experience working with or calling on Managers, Directors, Partners, VPs, and/or Marketing Directors of Leading Companies and Professional Services Firms.
- Working knowledge of market research or consulting industry.
- Sales/Marketing skills and knowledge.
- Moderate to Advanced Computer/Internet skills.
Other Requirements
- Regular regional/local (up to 100 miles) business travel required (up to 50% of time).
- Moderate distance business travel required (up to 25% of time).
Attributes preferred
Originality, arithmetic and numerical reasoning, verbal
comprehension, oral communications, problem solving,
aesthetic judgment, ability to plan/organize/direct/
control, ability to deal with ambiguous/conflicting
priorities or information, ability to manage and influence
people.
To apply:
Immediate opening, send your resume to
campos@campos.com with
Business Development Manager Position in the
Subject Line e-mail, fax (412) 471-8497 or mail submissions only to
Campos Inc, Attn: HR, 216 Blvd. of the Allies, Pittsburgh, PA 15222.
Please indicate salary requirements in your cover letter. Benefits
will be discussed with qualified candidates.
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© 2006 Campos Inc, 216 Boulevard of the Allies, Pittsburgh, PA 15222
Phone: 412-471-8484. info@campos.com
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