Element is seeking an ambitious, passionate, motivated self-starter, for a Business Development Manager role. Element is a rapidly growing organization, executing a strategy to develop a nationwide industry leading TIC sales force, providing tremendous growth potential for candidates seeking career progression and advancement opportunity. Motivated candidates will engage in a robust onboarding process, industry specific technical training and situational sales training.
Successful candidates will expand business with dormant and existing accounts, provide increased touch points for accounts, acquire new accounts and engage in budgeting activity for assigned account lists. It will be your responsibility to ensure customer satisfaction through all stages of the sales process. In addition to client relations, this role will interact with the broader Element Sales Team, General Manager, and lab/technical personnel. The Business Development Manager is responsible for named High Touch accounts within a specific geographic area. Responsible for hunting, creating and pursuing sales opportunities to sell the full breadth of Element services, for new logo clients and within specified accounts in order to meet their assigned budget. He/she supports Strategic or Key Accounts within their specified territory with any activities needed at local sites along with hunting for similar new accounts to ensure overall revenue budgets are met.
Establish and proactively maintain a strong professional relationship with key decision makers and influencers within assigned accounts
Create and execute a sales plan to acquire new business in assigned sectors selling across the portfolio of testing products if required
Drive profitable sales expansion with a focus on acquiring new and re-engaging with dormant accounts, while growing existing clients
Gather and analyze market and industry intelligence, metrics, and trends to determine customer needs
Identify opportunities early in the sales cycle to ensure maximum share of wallet for Element
Deliver business development related presentations, negotiate, and close business with nominated accounts, working in coordination with location business development resources
Provide positive leadership and representation of Element to the public, customers, vendors, and to all employees through membership in professional organizations, serving on company project teams, conducting employee meetings, and visiting work areas and interacting with employees
Prepare reports and presentations showing sales volume by sector, region, location, potential sales, and areas of proposed client base expansion
Achieve sales goals by acquiring new logo business as well as converting, retaining and penetrating new and existing accounts
Work closely with other sales roles and utilizes technical support to maximize the sales realized in the territory
Lead access and persuasion steps in sales process, including qualifying, relationship building, needs evaluation, solution development/presentation and closing
Identify full customer test needs to uncover additional opportunities within accounts across Element
Actively utilize CRM to record activities, ensuring contact details are accurate, duplicates are removed, new information is added and accurate call / visit logs are entered, whilst ensuring that appropriate levels of activity are maintained to generate new business and the management of allocated accounts
Actively participate in regular pipeline reviews, ensuring all CRM records are up to date and critical success factors are identified for key opportunities
Actively engage in enterprise selling activities in assigned business unit and end market
Enter an agreed minimum of opportunities and quotes per month into CRM tool
Achieve a minimum of 90% to goal, for sales targets of $1.5-2.participate in training/coaching opportunities
5 years of Technical experience with field sales responsibilities.
~ Testing, EMC, Radio, ATEX experience a plus
~ Ability to read and interpret documents such as customer quotes/contracts, marketing materials, and customer testing specifications
~ Proficiency in Microsoft Applications (Dynamics AX and CRM, Word, Excel)
~ Availability, flexibility, and maturity to represent the company at a broad range of events/projects in the community, with customers and within the company
~ Must have valid Driver’s License, with an acceptable driving record under Element’s policy
Element is one of the fastest growing testing, inspection and certification businesses in the world.