Business Development Manager- K-12

About the role

Business Development Managers work to grow Performance Services by identifying business opportunities, strategically building relationships with clients, and winning business contracts. Business Development Managers provide a seamless process from the first meeting throughout the guaranteed period, providing sole accountability for all projects to clients.

Responsibilities

• Sales Planning and Execution
  • Builds sufficient pipeline to meet or exceed annual sales goal
  • Develops and uses strategies and pre-call plans to maximize sales call effectiveness
  • Qualifies early and disengages from deals that aren't a fit for PSI or client
  • Cultivates relationships to win new business and expand existing accounts
  • Orchestrates the appropriate PSI & client resources to take control of the deal
• Sales Knowledge
  • Tailors the sales message to resonate across multiple buying audiences
  • Conveys industry & technical expertise with decision makers and influencers
  • Educates clients on ways to improve their business ("Commercial Teaching")
  • Designs strategic and creative business solutions in collaboration with the team
  • Teaches for differentiation to justify PSI methodologies and to handle objections
• Client Interaction
  • Generates an emotional attachment to PSI's value with decision makers & influencers
  • Uses insightful discovery questions to identify and influence business needs
  • Challenges client's conventional thinking to create new opportunities
  • Crafts business justifications that address financial responsibilities to the community
  • Creates compelling events & navigates client through a committee buying process

Qualifications

• Bachelor's Degree required
• 5+ years of experience with working on project teams required
• 3+ years of experience with leading project teams required
• 3+ years of executive level sales experience required
• 5+ years of business development experience preferred
• Experience in working with K-12 school corporations, municipalities and/or higher education preferred

Competencies

• Core Competencies: Integrity, Continuous Learning, Exceed Expectations, Compassion, Accountability
• Position-specific Competencies: Results Oriented, Initiative, Decision Making, Results Driven, Communication, Adaptability

Work environment

• Office functions will primarily be performed at PSI's main business office or local branch
• Some overnight travel will be required
• Travel encompasses 20%-40% of the position