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Director of Business Development
IL - Chicago
This position is responsible for sales of non-cash consumer loyalty programs, employee engagement reward & recognition programs, and sales channel incentive programs to targeted key corporate enterprises through co-selling collaboration with Value Added Resellers (VAR’s) or Agents.
- Pursuit of business opportunities with defined and targeted corporate enterprises who run or have the ability to run large volume consumer loyalty program, employee engagement reward & recognition programs, and sales channel incentive program opportunities with/through assigned traditional Value Added Resellers (VAR’s) or Agents.
- Makes outbound prospecting and lead follow-up calls to potential and existing customers by telephone and e-mail to qualify leads and sell products and services.
- Handles inbound sales lead calls to convert calls into sales.
- Overcomes technical and business objections of prospective customers.
- Provides product and solution demos and capabilities and resources presentations to qualified customers on request.
- Leverages Client Solutions Director and other team members to establish credibility and to aid in closing of opportunities.
- Emphasizes salable features, quotes prices and credit terms, and prepares sales orders/program contracts for orders obtained.
- Utilizes team approach to estimate date of delivery to customer, based on knowledge of own firm's production and delivery schedules.
- Coordinates customer training and ongoing product and solution training of VAR’s
- Builds and maintains customer relationships with territory VARs and corporate clients.
- Works with the Client Solutions Direct, Program Management team and the Director of Analytics to create and present value-add business reviews and recommendations.Business Development Director is responsible for leading the strategy discussions within these reviews and for leading the team in the creation of reviews.
- Enters and updates prospect and new customer data and other sales data for current customers into Salesforce.com CRM database in a timely manner.
- Works with VAR’s outside sales representatives to keep sales activities and funnel updated in Salesforce.com.
- Investigates and resolves customer problems utilizing the internal team.
- Travels to and attends trade shows, business meetings and other events as periodically directed.
- Proactively manages opportunities and VAR Partner relationships including setting expectations for service delivery, managing profitability, etc.
Bachelor's degree (B. A.) or equivalent; and 4+years related experience and/or training; or equivalent combination of education and experience.
- Exemplary role model and leadership skills.Leads and negotiates team through difficult situations for the benefit of the team, company and client. Provides the model for success for the whole team; presentation, quality, communication processes and skills, etc. Reflects being the “best” and/or extraordinary in their role for both the account and the company. Assumes and executes leadership.
- Professionalism- In all ways presents themselves, company and solutions in a manner that any account and internal team would find extraordinary. Respect others as a matter of everyday life practices.
- Communication- Effectively conveys information and expresses thoughts and facts. Demonstrates effective use of listening skills and displays openness to other people's ideas and thoughts.
- Customer-centric- Place the customer at the center of the business universe. Listen to the customer and response appropriately and in a timely manner. Appreciate the importance of the relationship for all parties.
- Fiscally responsible- Manages organizational and customer finances as their own. Negotiates client agreements to ensure company margin goals are met.
- Measures efforts and progress. Maintains tracking to support their actions/reactions necessary to achieve corporate and client goals and objectives.
- Willing to take charge and embrace change. Appropriately offers alternative solutions to challenges. Always thinks how to improve via team collaboration to resolve issues so they do not recur. Respects inputs / ideas of others (customers and our organization) when they may differ in perspective.
- Takes action- Action oriented to get things done and resolved via utilizing problem solving and leadership skills.Works towards timelines, goals and expectations.
- Saleforce.com database is kept current
- Prospecting campaign targets are met
- New VAR targets met
- New HPP (Hinda Partner Portal) targets met
- Existing client accounts are retained and targeted for growth
- Company financial goals are met for each project/program (sales revenue and gross profit targets).Stays in contact with customers on forecasts, business swings, etc. and proactively notifies company management of such.
The work environment characteristics described here are representative of those employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Remote in-home “virtual office” working environment that must be conducive to productivity in performing the roles & responsibilities of this job.
Travel: 25% of the time. Will vary based on client and company demands.
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
The employee must occasionally lift and/or move up to 25 pounds. While performing the duties of this Job, the employee is regularly required to talk or hear. The employee is frequently required to walk and sit. The employee is occasionally required to stand.
This position is responsible for sales of non-cash consumer loyalty programs, employee engagement reward & recognition programs, and sales channel incentive programs to targeted key corporate enterprises through co-selling collaboration with Value Added Resellers (VAR’s) or Agents.
- Pursuit of business opportunities with defined and targeted corporate enterprises who run or have the ability to run large volume consumer loyalty program, employee engagement reward & recognition programs, and sales channel incentive program opportunities with/through assigned traditional Value Added Resellers (VAR’s) or Agents.
- Makes outbound prospecting and lead follow-up calls to potential and existing customers by telephone and e-mail to qualify leads and sell products and services.
- Handles inbound sales lead calls to convert calls into sales.
- Overcomes technical and business objections of prospective customers.
- Provides product and solution demos and capabilities and resources presentations to qualified customers on request.
- Leverages Client Solutions Director and other team members to establish credibility and to aid in closing of opportunities.
- Emphasizes salable features, quotes prices and credit terms, and prepares sales orders/program contracts for orders obtained.
- Utilizes team approach to estimate date of delivery to customer, based on knowledge of own firm's production and delivery schedules.
- Coordinates customer training and ongoing product and solution training of VAR’s
- Builds and maintains customer relationships with territory VARs and corporate clients.
- Works with the Client Solutions Direct, Program Management team and the Director of Analytics to create and present value-add business reviews and recommendations.Business Development Director is responsible for leading the strategy discussions within these reviews and for leading the team in the creation of reviews.
- Enters and updates prospect and new customer data and other sales data for current customers into Salesforce.com CRM database in a timely manner.
- Works with VAR’s outside sales representatives to keep sales activities and funnel updated in Salesforce.com.
- Investigates and resolves customer problems utilizing the internal team.
- Travels to and attends trade shows, business meetings and other events as periodically directed.
- Proactively manages opportunities and VAR Partner relationships including setting expectations for service delivery, managing profitability, etc.
Bachelor's degree (B. A.) or equivalent; and 4+years related experience and/or training; or equivalent combination of education and experience.
- Exemplary role model and leadership skills.Leads and negotiates team through difficult situations for the benefit of the team, company and client. Provides the model for success for the whole team; presentation, quality, communication processes and skills, etc. Reflects being the “best” and/or extraordinary in their role for both the account and the company. Assumes and executes leadership.
- Professionalism- In all ways presents themselves, company and solutions in a manner that any account and internal team would find extraordinary. Respect others as a matter of everyday life practices.
- Communication- Effectively conveys information and expresses thoughts and facts. Demonstrates effective use of listening skills and displays openness to other people's ideas and thoughts.
- Customer-centric- Place the customer at the center of the business universe. Listen to the customer and response appropriately and in a timely manner. Appreciate the importance of the relationship for all parties.
- Fiscally responsible- Manages organizational and customer finances as their own. Negotiates client agreements to ensure company margin goals are met.
- Measures efforts and progress. Maintains tracking to support their actions/reactions necessary to achieve corporate and client goals and objectives.
- Willing to take charge and embrace change. Appropriately offers alternative solutions to challenges. Always thinks how to improve via team collaboration to resolve issues so they do not recur. Respects inputs / ideas of others (customers and our organization) when they may differ in perspective.
- Takes action- Action oriented to get things done and resolved via utilizing problem solving and leadership skills.Works towards timelines, goals and expectations.
- Saleforce.com database is kept current
- Prospecting campaign targets are met
- New VAR targets met
- New HPP (Hinda Partner Portal) targets met
- Existing client accounts are retained and targeted for growth
- Company financial goals are met for each project/program (sales revenue and gross profit targets).Stays in contact with customers on forecasts, business swings, etc. and proactively notifies company management of such.
The work environment characteristics described here are representative of those employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Remote in-home “virtual office” working environment that must be conducive to productivity in performing the roles & responsibilities of this job.
Travel: 25% of the time. Will vary based on client and company demands.
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
The employee must occasionally lift and/or move up to 25 pounds. While performing the duties of this Job, the employee is regularly required to talk or hear. The employee is frequently required to walk and sit. The employee is occasionally required to stand.
