Business Development Manager

Job Description Summary Bachelor's Degree and five plus (5+) years of outside Business to Business (B to B) sales and/or operational experience within the industry are absolute requirements for this position. Experience in contracted hospital support services is desired. Frequent travel required, at least 25%, as needed to perform essential job duties and responsibilities. The Business Development Manager will actively develop leads, as well as follow up on those generated through Marketing, telemarketing, participation in tradeshows, and other interactions with customers and prospects in providing EVS, housekeeping, and/or maintenance services to high-traffic public facilities. These facilities include, but are not limited to, airports, hospitals/healthcare facilities, arenas/stadiums/sports venues, concert/event venues, indoor/outdoor retail and lifestyle centers, educational facilities, hospitality venues, etc. The Business Development Manager must be self-motivating, and able to execute sales plans to meet and grow sales volumes nationwide. This position is responsible for developing and maintaining effective relationships with customers, key stakeholders, and business partners to create, maximize, and leverage opportunities to generate sales. This position may also participate in, and/or manage teams regarding mergers, acquisitions, and affiliations. This position reports to the President. Essential Duties and Responsibilities Includes the following, but other duties may be assigned- Frequent travel required, at least 25%, as needed to perform essential job duties and responsibilities. Conduct aggressive number of sales calls, event appearances, proposals, presentations, etc. Build and maintain strong relationships with existing customers and targeted accounts nationwide to meet sales goals and to grow sales volume. Identify and establish relationships that create sales opportunities through increased program awareness. Partner and coordinate with key stakeholders such as marketing, manufacturing partners, customer service and others to facilitate acquisition of new accounts. Continuously refine criteria and processes for identifying and successfully executing new business opportunities. Collaborate with Marketing to develop effective targeted communications campaigns. Attend bid walks and meetings to gain new partnerships and retain current partnerships. Coordinate with Marketing to develop proposals, presentations, etc. Attend events, tradeshows, and gather information to research sales opportunities nationwide. This includes evaluating and determining service needs by industry type. Utilize SalesForce to track and report sales activity, intelligence, and opportunities, for effective follow through and timely communication with management. Responsible for gaining knowledge of situation and status within each key prospect account and reporting on landscape through SalesForce. Execute sales plan focusing on both annual goals and long-term growth. This includes identification of new customer targets, conducting needs analysis, presentation of appropriate value proposition, and effective qualification of the prospect's potential. Works with billing department to finalize contract summary forms for new business and any changes with existing business. Works with the customer and SMS's Legal Department to finalize service agreements/contracts for new business, as well as working with Executive Leadership Team to negotiate and finalize the renewal of service agreements for existing accounts upon termination date or new agreements including any changes to existing or current contracts needed. Participates in the startup activities of new accounts to ensure contract build is followed. Monitors own business expenses and submits expense reports to CSC weekly. Must follow most recent travel expense policy and seek approval per the President's requirements in the policy. Attends required meetings or conference calls called by the President. Weekly reporting sales, travel, and other recaps to the President. Monthly required to attend corporate calls, provide recaps, Gain-Loss updates, and sales funnel updates. Quarterly required to provide Board Book recaps and reporting. Coordinates with key staff at our corporate headquarters regarding financial, safety, supply, equipment and human relations matters. May occasionally be required to travel to and assist with sister company support towards SMS Holdings' growth and total sales goals. Responds to and handles confidential and sensitive information with poise, tact, and diplomacy. Participates and contributes to brainstorming and Strategic Planning meetings and calls that directly correlate with the company's continued growth and success. Participates in required meetings or conference calls coordinated by Executive Leadership Team. Assist with identifying, researching and communicating cost-saving and innovative options for company. Assist in yearly budget preparation. Attends mandatory live training sessions and completes online training, as assigned. Requirements Qualifications To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. EDUCATION/EXPERIENCE: Bachelor's Degree and five plus (5+) years of outside sales and/or operations experience within the industry are absolute requirements for this position. Experience in contracted hospital support services is desired. COMPETENCIES: Professional communication skills (oral, written, presentation). Proven executive level interpersonal skills. Strong sales prospecting, qualifying, negotiating, and closing skills. Excellent organizational skills, detail oriented, and able to multitask in a fast-paced environment. Demonstrate industry-leading understanding of healthcare, housekeeping, and maintenance trends, drivers, and evolving alignment options utilizing market information to guide business development efforts and to inform strategy. Demonstrate strong understanding of company products or services as well as business position and competition to keep business competitive. COMPUTER SKILLS: Must be able to perform basic computer activities, including using Word and Excel, processing e-mails with attachments and receiving training via the computer. Knowledge of SalesForce is a plus, although not a requirement. Good PC skills (Excel, PowerPoint, Word, ). LANGUAGE ABILITY: Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers, the public, or employees of organization. MATH ABILITY: Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals. Ability to compute rate, ratio, and percent and to draw and interpret bar graphs, pie charts, and other reporting materials. CERTIFICATES AND LICENSES: No certifications needed. REASONING ABILITY: Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form. Supervisory Responsibilities This role does not have any supervisory responsibilities. Work Environment The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is frequently exposed to toxic or caustic chemicals and vibration. The employee is occasionally exposed to work in high, precarious places. The noise level in the work environment is usually moderate to loud. Physical Demands The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to stand; walk; use hands to finger, handle, or feel; reach with hands and arms and talk or hear. The employee is frequently required to stoop, kneel, crouch, or crawl. The employee is occasionally required to sit and climb or balance. The employee may frequently lift and/or move more than 50 pounds. Specific vision abilities required by this job include Close vision, Distance vision, Peripheral vision, Depth perception, and Ability to adjust focus. Travel Requirements Frequent travel required, at least 25%, as needed to perform essential job duties and responsibilities. Position also occasionally requires travel to the corporate office in Nashville, TN. Travel is normally either via privately owned vehicle, rental vehicle, or air. Operational responsibility may require travel for up to several weeks at a time. *This job description is not a contract for any specific period of time and may be adjusted at the employer's discretion based on changing or newly identified needs of the position.

Created: 2024-11-05