Business Development Manager- K-12

Duties, Tasks and Responsibilities

• Buils 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
• Edits 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

Behavioral Competencies

• Core Competencies:
  • Integrity - We act with integrity; truthful, fair and honest.
  • Continuous Learning – Is a continuous learner focused on constant improvement; embraces new technologies.
  • Exceed Expectations - Work hard to exceed client expectations.
  • Compassion – We are stewards of PSI supporting its growth & ability to help those in need.
  • Accountability – We take responsibility for our actions and decisions.
• Position-specific Competencies:
  • Results Oriented – Puts direction on achieving results which are aligned with the larger picture of the organization and its strategic goals. Demonstrates assertiveness in achieving personal and team goals.
  • Initiative – Stays focused on results and objectives, despite environmental and organizational changes. Exhibits executive polish when presenting with decision makers and influencers.
  • Decision Making – Makes decisions that are practical, timely, and aligned with the beliefs and values of the company. Decisions are action-oriented and collaborative.
  • Results Driven – Possesses the confidence to purposely drive toward results while constantly problem-solving and engaging the commitment of others. Fosters win-win relationships through collaboration and consensus building.
  • Communication – Collaborates in a way that is goal oriented, yet motivates and engages others in an enthusiastic way. Puts emphasis on building rapport and relationships with individuals and groups in a persuasive and poise communication style. Earns trust by keeping promises and living up to commitments.
  • Adaptability – Recognizing and adapting to changing conditions. Achieves balance between working independently and being a good teammate.

Working Conditions

• 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.

Minimum Qualifications

• Education/Experience:
  • 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.