Business Development Manager – Municipal

Position Purpose

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.

Duties, Tasks and 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

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

• 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.

Physical Demands

• Occasionally required to sit; climb or balance; and stoop, kneel, crouch or crawl.
• Frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds.
• Specific vision abilities required: close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.
• Travel requirements include the ability to travel via airplane and drive an automobile up to 30,000 miles/year.