Business Development Manager (IT) - Two Positions

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My business is growing and I need two additional sales people for deeper penetration in existing accounts.

 

POSITION: Business Development Manager – Named Accounts

 

ROLE: This position is to strengthen relationships and enhance revenue and market share at specific named accounts by conducting day to day sales activities within the named account.

 

Specifically, the BDM will meet with hiring managers to introduce Experis and our services, understand the hiring manager’s organization and challenges, and develop and market solutions to help the hiring manager meet their needs. The solutions involved will generally center around staff augmentation needs; however as relationships are developed understanding is gained, opportunities to propose and sell higher level solutions (projects, SOW business, specialized / niche services, etc.) will evolve.

 

KEY RESPONSIBILITIES / DUTIES:

 

• From a sales perspective, manage the transactional staff augmentation requests received from the client through their VMS tool / process. Work with Experis branch recruiters to generate and submit candidates for these needs. Meet with / talk to hiring managers to clarify needs for specific positions. Prepare candidates for interviews with client hiring managers, etc. Influence and close deals where ever possible.

 

• Set appointments and meet with hiring managers at the named account to establish relationships and introduce Experis. Gain an understanding of how the hiring manager likes to work, their major projects and initiatives, the types of candidates that work well in their environment, etc. Identify upcoming projects and staffing needs, and position Experis as the preferred provider to address these needs.

 

• Monitor quality delivery of services provided to hiring managers through follow up post sales to ensure client satisfaction. Meet with consultants on assignment to ensure consultants are satisfied on assignment and meeting needs. Address performance / assignment issues.

 

PERFORMANCE MEASURES:

 

• Activity based metrics:

o Face to face client meetings per week

o New hiring manager relationships established

o Number of pro-active needs uncovered

 

• Result based metrics:

o Win ratio

o Headcount / revenue / gross profit growth

o Market share / competitive position within client account.

 

SKILLS / KNOWLEDGE / EXPERIENCE:

 

• Basic understanding of information technology, software / hardware platforms, tools, and positions within this segment.

 

• Previous experience in IT delivery or IT sales / recruiting desirable.

 

• Ability to quickly develop positive relationships with clients and prospects. Orientation towards long term relationships.

 

• Demonstrated poise, focus, and versatility in interactions with a wide range of people. Ability to adapt style and method of communication for maximum effectiveness with specific clients.

 

• Adept at guiding others to choose solutions and services aligned with Experis. Ability to control the sales process and drive opportunities to the next step and eventual closure.

 

• Previous experience in the IT staffing / IT consulting industry a plus.

 

• High ambition and drive. High desire to succeed and demonstrated ability in doing so. Ability to overcome or avoid obstacles in order to achieve goals.

 

• Demonstrated skills in managing a high amount of activity and tasks, adjusting priorities as required to meet needs.

 

• Bachelors degree, preferably in a technical discipline. Successful related work experience may substitute

 

COMPENSATION:

 

Total compensation is a combination of base salary and commissions. Base dependent upon relevant skills and experience. Commissions are percentage based on monthly gross profit for each consultant and sales productivity as measured by number of starts in a month (ie, higher gross profit has higher commission percent, more starts yields higher commission percent). No limit on commissions.

 

Experis offers all of the advantages you would expect from an industry leader including a competitive salary and comprehensive benefits package including medical, dental, vision, and life insurance, holiday and vacation pay, 401K, stock purchase plan, and much more.

 

email: richard.grunenwald@experis.com