Business Development Specialist

 POSITION SUMMARY

This position is responsible for representing the company by showcasing and selling its products and services. The primary focus of the Business Development Specialist is to drive market share, procure and qualify leads, conduct onsite and remote appointments, provide demonstrations and win business with prospective clients on company approved products and services. Work hours are flexible and determined by business development activities, client meetings, and sales objectives. Employee is expected to maintain reasonable availability for internal coordination and customer-facing engagements.

ROLES AND RESPONSIBILITIES

· Perform prospecting, marketing event outreach and general sales development functions to build a pipeline within targeted accounts designated by management 

· Work with prospects to develop a deep understanding of their needs and translate those needs into service and product requirements that satisfy their demands

· Conduct onsite and online presentations that showcase company products and services to prospective clients

· Collaborate with team members to develop proposals, quotes and respond to RFP/RFI documents

· Effectively communicate features and benefits of solutions and manage prospect expectations 

· Manage the complexity of managed IT service proposals, projects, lease agreements and service level agreements

· Perform, track and report on sales activities and opportunities in Customer Relationship Management (CRM) platform 

· Participate in weekly sales meetings and huddles to ensure sales opportunities are within scope of provided services and progressing in the pipeline

· Develop and maintain in-depth knowledge of service catalog and how it relates to client’s needs

· Responsible for capturing and reporting expenses not to exceed $500/month

· Continuously enter, track and update all sales opportunities and activities in the CRM platform

STANDARDS FOR SUCCESS

· Build and manage lead development pipeline

· Achieve or exceed goal for qualified leads to sales monthly

· Provide baseline research within targeted accounts to identify key contacts and critical account information prior to prospecting call

· Qualify all sales leads based upon provided lead qualification criteria definitions

· Develop superior customer service relationship with prospects

· Attend scheduled sales and marketing events with invited prospects to effectively network, prospect and build pipeline

QUALIFICATIONS AND REQUIREMENTS

· Active listening and speaking skills

· Best practice selling and communication skills

· Open to coaching and being held accountable to drive results 

· Strong presentation skills – in person, over the phone and remotely with camera on

· Fearless attitude with the ability to convert cold calls into qualified appointments

· Confident speaking to senior level executives 

· Organized, detail-oriented with strong discipline to document activities in CRM

· Proficient knowledge of Microsoft Suite (PowerPoint, Outlook, Excel, Word, etc.) 

· Understanding of Information Technology and its importance to business

· Highly skilled in CRM platforms such as HubSpot, Salesforce, etc. 

· Open mindedness, sense of humor and enjoys a fast-paced environment

· Experience working with life science, healthcare and/or non-profit verticals strongly preferred

EDUCATION AND EXPERIENCE 

· Bachelor's Degree in business or related field (preferred)

· A minimum of five years sales experience in professional services 

· Prior business-to-business sales experience

· Experience working with C-level executives 

· Proven track record of working with rapidly changing deadlines and having an ability to move in a fast-paced environment

· Strong interpersonal, presentation and written communication skills 

· Customer Relationship Management (CRM) proficiency

REASONABLE ACCOMMODATIONS STATEMENT

To accomplish this job successfully, an individual must be able to perform, with or without reasonable accommodation, each essential function satisfactorily. Reasonable accommodations may be made to help enable qualified individuals with disabilities to perform the essential functions.