Business Development Manager New Business - St. Louis, MO

Job Summary

The Business Development Manager – New Business will work to establish and expand IMPACT Group’s footprint by focusing on three main areas:  (1) – managing current relationships including cross selling and up selling; (2) – generating new business for IMPACT Group in leadership development and outplacement, and (3) – serving as a subject matter expert in leadership and outplacement to help understand client needs and scope client projects.

• Carries an individual quota consisting primarily of current accounts with the goal of growing current business and finding new opportunities with each account.
• Ensures renewal, growth and profitability of assigned accounts by product line.
• Manages client retention through excellent service and strong internal and external relationships.
• Interacts with clients on a strategic level and builds and maintains relationships with multiple stakeholders at each client, including high level stakeholders.
• Develops annual account plans in conjunction with manager and all appropriate internal stakeholders.
• Works with the Account Management and Operations teams to resolve any customer or client needs.
• Utilizes salesforce.com (SFDC) to track potential business opportunities.
• Develops and maintains mastery in positioning and leveraging IMPACT Group services and solutions to customers.

• Sells new business with net new customers.
• Utilizes conceptual selling and strategic selling principles to target and win business for IMPACT Group.
• Works with marketing team on following up on qualified leads to turn those leads into customers via targeted outreach and follow-up.
• Carries an individual quota and seeks out new opportunities to develop IMPACT Group’s presence with new and existing customers for leadership development and outplacement.
• Creates and implements a territory plan for acquiring new customers in the Region.
• Utilizes conceptual selling and strategic selling principles, including building relationships with multiple stakeholders to target and win business for IMPACT Group.
• Prospects for leads utilizing a variety of strategies including leveraging personal networks, LinkedIn, networking events, referrals, etc.
• Works with marketing team on following up on qualified leads to turn those leads into customers via targeted outreach and follow-up.
• Utilizes salesforce.com (SFDC) to track prospects and potential business opportunities.
• Develops and maintains mastery in positioning and leveraging IMPACT Group services and solutions to customers.

• Supports senior client level relationships; makes presentations to clients, establishes credibility through expertise.
• Serves as a subject matter expert in leadership and outplacement programs with clients. From experience in delivering our workshops and coaching programs, provides examples and stories to help communicate the results and impact of the work we do.
• Evaluates client needs in conjunction with the leadership and outplacement delivery teams.
• Proposes existing solutions or when required discusses options for tailored programs in conjunction with the solution expert to meet the clients’ needs.
• Writes proposals and statements of work detailing leadership and outplacement solutions.

• 5+ years of selling experience in  selling solutions including outplacement and/or leadership with a strong emphasis on account development and management.
• 5+ years of selling to Human Resources departments or equivalent.
• Proven prospecting and business development track record for net new and current accounts.
• Exhibits a high level of sales professionalism and a strong work ethic as well as being highly motivated and detail-oriented.
• Has had individual responsibility for revenue goal(s).
• Comfortable calling on and working with C-level executives.
• Extensive relationships with mid- and senior-level HR executives.
• In-depth and up-to-date knowledge and understanding of career management, coaching and leadership development.
• Understanding of organizational structures, cultures and decision-making processes gained through significant employment history or consulting experience.
• Strong consultative selling attributes, skills or natural inclination.
• Works independently, resourceful, enjoys working in a fast paced environment with tight timelines, able to navigate and make decisions in novel situations amidst a level of ambiguity.
• Comfortable working remotely from an independent workspace or home office.
• Proficient in Word, Excel, and PowerPoint. and Salesforce
• What Makes You a Great Fit
• Strong entrepreneurial mindset with a desire to grow rapidly.
• Demonstrated ability to grow sales year-over-year.
• Optimistic / positive / thrives in a fast paced, high energy environment.
• Action oriented, willing and able to make decisions.
• Excellent selling, interpersonal and critical thinking skills.
• Active listener as well as an articulate and adaptable communicator

At IMPACT Group, we believe that diversity drives innovation—and that work should be accessible to everyone. We are an Equal Opportunity Employer committed to equity and inclusion across race, ethnicity, gender, sexual orientation, gender identity, disability, age, neurodiversity, veteran status, and every intersection in between.

We support flexible, remote, and hybrid work arrangements and are intentional about creating an environment where all team members—whether in-office or remote—can contribute fully and thrive.

Accessibility is a priority. If you need accommodations during the application or interview process, or while working with us, we’ll partner with you to ensure a barrier-free experience.

We know that people are at the heart of every successful transition—whether it's relocation, career change, or professional development, we are committed to building a team that reflects the diverse individuals and communities we serve across the globe.