Manager of Business Development

About the role

The Manager of Business Development (Mid/Size) Sales Leader position at DMG is responsible for developing, implementing, and executing sales and operations strategies to increase market revenue and achieve gross margin. This role oversees and manages an Inside Sales team, ensuring they establish consistent sales and account management processes, build strong business relationships, and develop individual performance measures.

Responsibilities

• Provides strategic direction to an inside sales team while anticipating key business and marketplace dynamics.
• Responsible for delivering sales and operational excellence.
• Oversee and manage training, metrics, accountabilities, communicating goals and expectations, all tied to a customer-centric tactical business plan.
• Ensures forecasting and reporting of performance is accurate.
• Partners effectively with operations to build trust and confidence through the creation of strong working relationships.
• Ensure all customer expectations are met, and the Divisions value proposition is delivered.
• Establish and execute strategic business development initiatives and create documented key account plans for current and targeted customers.
• Look for new opportunities, product synergies, and partnerships.
• Maintain sales forecasting, deliver bi-weekly market and sales reports.
• Identify business needs and apply knowledge to develop and present world-class solutions.
• Prepare sales strategy, pre-sales resources, pricing, and negotiation for closure.
• Possess a "hunter" mentality and an energetic attitude to win new logos and grow business.
• Continuously develop and maintain a qualified opportunity pipeline.
• Hire and develop a variety of individual contributors in individual sales roles.
• Increase market share in the Mid-Size arena by building out executable processes and ensuring deliverables are met.

Requirements

• 7+ years' experience managing and leading local and regional inside sales organizations.
• Experience managing inside sales reps and aligning with operating teams.
• Experience and understanding of how to navigate small and mid-size organizations to gain access to key owners, management, and purchasing decision makers.
• Proven track record of achieving revenue targets and managing a successful sales team.
• Hands-on leader with solid understanding of sales operations processes, software pricing/discounting, contracting, and negotiation strategy.
• Excellent oral and written communication skills, multi-task oriented, and extremely strong public speaking skills.
• Experience working across business units to leverage resources and capabilities to accomplish department goals.
• Strong strategic thinker with proven ability to link strategies and objectives to tactics.
• Foster change, incorporate innovation, and implement sales strategies.
• Lead by example fosters an environment that reflects the values of the company.
• Able to work in an entrepreneurial environment and work collaboratively as part of a go-to-market team.
• Strong communication and project management skills are a must - the ability to understand and articulate complex challenges and obtain buy-in from stakeholders to drive towards a solution.
• Lives Divisions Basics.
• Bachelor's or Master's Degree in business, marketing, or a related field; MBA preferred.
• Working knowledge of all Microsoft Office applications (Word, SharePoint, Teams, PowerPoint, Excel, Outlook).
• Strong working knowledge of Salesforce.
• Valid Driver's License.
• Ability to travel - business travel when required to support accounts and new business growth.
• Ability to manage the stress of a fast-paced environment.
• Ability to meet the in-person requirements of the team and/or business needs.