Business Development Manager

Position Summary

The Business Development Manager is responsible for generating sales that meet or exceed targeted revenue and profit objectives.

Duties/Responsibilities

• Create and successfully execute marketing and business development strategies that drive the generation of new business revenue that meets company and regional growth and financial objectives.
• Understand the security market for which BDM is responsible including, market size, competitors, status of all security contracts.
• Have an intimate knowledge of all competitors including size, strengths, weaknesses, opportunities, threats, their value proposition (in comparison with SecurAmerica), changes in management, new clients acquired, clients lost due to service or other reasons, marketing efforts and pricing strategies.
• Generate sales leads, coordinate site visits, attend bid conferences and respond to requests for proposals using customized and established templates.
• Utilize SecurAmerica’s pricing model in submitting cost estimates for new business opportunities.
• Actively participate in customer business associations, attend trade shows and similar events and serve on local security and business committees.
• Maintain active data base of prospects (including grading each prospect and value of prospect/contract), sales calls, face-to-face meetings, breakfast/lunch/dinner meetings, status of security contracts and status of all submitted information and RFPs using SecurAmerica’s web-based client management system.
• Develop close relationships with existing customers; make frequent contact to gauge satisfaction, identify any clients in jeopardy due to service failures (and if so, work with operational staff to quickly remedy the problems that have placed the account in jeopardy) and determine any immediate or medium range plans to put their contracts out to bid.
• Finalize and close all new business opportunities; negotiate and finalize services agreement/contract; ensure operating team understands contract specifications so operating model meets all standards and requirements.
• Assist regional staff in transitioning new business.

Position Qualifications

EXPERIENCE

• Five to seven years sales experience in the contract security services or related human capital field
• Strong and proven track record of sales leadership in meeting/exceeding sales targets
• Experience in building and maintaining long-term customer partnerships and client satisfaction

EDUCATION

• Bachelor’s Degree; MBA a plus

COMPETENCIES

• Energetic, highly driven personality with an unrelenting passion to succeed and deliver results
• Creative and innovative thinker
• Strong analytical, financial and organizational skills
• Expert in Work, Excel and Powerpoint
• Superior writing and presentation skills

GENERAL REQUIREMENTS

• Mature, polished demeanor
• Exemplary work and personal ethics
• Ability to successfully pass a thorough background investigation and drug test
• Must have a valid driver’s license and a vehicle

Working Environment

• Position holder generally works in an office environment
• Will be required to visit regional prospects and clients with varied environments and hazards depending on the vertical markets served
• Some travel (vehicle and air) will be extensive depending on size of region

Physical Requirements

• Able to bend, crouch and reach overhead in support of constructing SecurAmerica’s trade show booths
• Occasional lifting of marketing materials and trade show booth containers
• Must be able to perform the essential duties of position with or without a reasonable accommodation

Job Type: Full-time

Experience:

• sales: 6 years (Preferred)

Education:

• Bachelor’s (Preferred)

Location:

• Reston, VA (Preferred)

Work authorization:

• United States (Preferred)

Required travel:

• 25% (Preferred)

Work Location:

• Multiple locations

Benefits:

• Health insurance
• Dental insurance
• Vision insurance

This Job Is Ideal for Someone Who Is:

• Dependable — more reliable than spontaneous
• People-oriented — enjoys interacting with people and working on group projects
• Adaptable/flexible — enjoys doing work that requires frequent shifts in direction
• Detail-oriented — would rather focus on the details of work than the bigger picture
• Achievement-oriented — enjoys taking on challenges, even if they might fail
• Innovative — prefers working in unconventional ways or on tasks that require creativity
• High stress tolerance — thrives in a high-pressure environment

This Company Describes Its Culture as:

• Detail-oriented — quality and precision-focused
• Aggressive — competitive and growth-oriented
• Stable — traditional, stable, strong processes
• People-oriented — supportive and fairness-focused
• Team-oriented — cooperative and collaborative

Schedule:

• Monday to Friday