Business Development Manager

BBSI; San Luis Obispo (CA); On-site; USD 110,000 - 125,000; Full time

Benefits offered by this job

Medical insurance

Health Savings Account

Flexible Savings Account

Dental insurance

Vision insurance

401(k) retirement plan

Accidental death and dismemberment

Life insurance

Voluntary life insurance

Voluntary disability insurance

Voluntary accident

Voluntary critical care

Voluntary hospital indemnity

Legal

Identity & fraud protection

Commuter benefits

Pet insurance

Employee stock purchase program

Employee assistance program

Job summary

BBSI is seeking a results-driven Business Development Manager to lead sales efforts and expand our client base across the branch network. You will identify prospects, develop partnerships, and advance opportunities through consultative selling to align with BBSI’s business units.

Ideal candidates bring 3+ years of top-performing sales experience in ASO/payroll or commercial insurance, plus a valid driver’s license for travel.

Qualifications

• 3+ years of experience as a top performer in ASO/payroll services sales or commercial insurance sales with workers' compensation knowledge.
• Proven track record of being a top sales performer.
• Valid driver’s license with automobile insurance; travel approx. 85% of the time.

Responsibilities

• Find, engage, and close new client prospects.
• Build a channel of referral partner relationships that generates qualified leads.
• In the first year, understand BBSI’s ideal client base and development practices.
• Develop new business by conducting 5+ BD meetings per week to build a referral network.
• Conduct consultative selling focusing on value to align clients with our business units.
• Coordinate and schedule initial contacts, sales calls, and client meetings with the branch team.
• Create a referral network plan within 60–90 days identifying 20–30 primary partnerships.
• Year 1: complete training with Area Manager and bring 2–3 new clients per month thereafter.
• Outline and execute a sales plan to meet or exceed goals.
• Work with branch to move prospects to closing and onboarding.
• Understand target client base and focus BD efforts accordingly.
• Drive top-line revenue while helping manage bottom line; understand P&L and labor considerations.
• Clearly communicate value and expectations to clients and referral partners.
• Demonstrate strong analytical, negotiating, organizational, and decision-making skills.

Skills

Sales experience

Payroll/ASO expertise

Commercial insurance sales

Workers' compensation knowledge

Driver's license

Job description

Everything we do at BBSI is in support of our clients and our teams. With 69 branches across the country, our large footprint and decentralized structure allow us to offer our clients a high-touch, relationship-based experience. We stand shoulder-to-shoulder with our clients to provide solutions and expertise that enable them to prosper. Every business owner is on a journey and their success is BBSIs success.

BBSI is experiencing a steady rate of growth and is looking for key employees to complement our existing teams. The Business Development Manager (BDM) will lead sales efforts to identify and develop opportunities to expand BBSI’s client base, driving revenue by identifying prospects with which BBSI can forge a successful, long-term partnership. Because this role represents the BBSI brand to lead sources and prospective clients, the BDM must fully understand BBSI’s solutions and expertise, and be able to identify those prospects that represent ideal partners.

Our ideal candidate is organized, self-motivated, dynamic, process-driven, and a community collaborator who will grow and expand BBSI’s ability to support small business by offering a range of solutions to help business leaders better navigate pitfalls and build a stronger foundation for companies.

The BDM will present BBSI’s knowledge and offerings and the value those offerings represent to our clients. The BDM will develop business by marketing through BBSI’s channels including client referrals, business associates, direct selling, and other lead sources to identify potential client partners.

• Are you a driven, success-oriented sales professional?
• Are you ready to partner with a company where you have residual earning potential?
• Do you know how to build multiple distribution channels and a business community that will continuously attract and retain strong referral partner relationships?
• Are you able to lead a team through the process of identifying potential clients, follow a thorough discover process with prospects, conduct proposal meetings, close sales, and successfully grow our client base?
• Are you looking to work with an innovative field-focused organization?
• Would you like to work with a strong team of professionals who offer a team-based sales approach and deliver business management solutions?
• Do you have 3+ years of ever-increasing responsibility and commissions, and think like an entrepreneur?

Duties and Responsibilities

• Find, engage, and close new client prospects
• Build a channel of referral partner relationships that effectively generates qualified leads
• In the first year thoroughly understand BBSI’s ideal client base and business development best practices.
• Your primary role will be to develop new business by conducting 5+ business development meetings (leads) per week to build a referral partnership network.
• Through consultative-selling, focusing on the value rather than price, you will successfully align prospective clients with our business units to determine best-fit.
• You will need to manage/coordinate/schedule initial contacts, sales calls, client meetings, and business units schedules with the business unit team.
• Within first 60-90 days be able to successfully create your referral network plan, having identified 20-30 primary referral partnerships to build.
• At the year mark you will have completed training with the Area Manager and team and will be expected to bring on 2-3 new clients a month going forward.
• Outline and execute on a sales plan to meet or exceed sales goals
• Work with branch team to align prospects and move them into closing and onboarding
• Understand BBSI’s target client base, and focuses business development efforts accordingly
• Drive top line revenue for the branch while supporting efforts to effectively manage bottom line
• Comprehend financial concepts; P&L, rate of taxation, labor burden, etc.
• Clearly communicate value and expectations to clients and referral partners
• Strong analytical, negotiating, organizational, and decision-making skills

This position reports to the Area Manager and works in partnership with other positions within the business unit and branch.

Special Requirements

• 3 + years of experience as a Top Performer in one or more of the following fields, or comparable experience in an industry that requires long term relationship management:
• ASO or Payroll services Sales
• Commercial Insurance Sales, with specific knowledge in Workers Compensation
• Proven track record of being a top sales performer
• Possession of a valid driver’s license with valid automobile insurance meeting BBSI criteria. Roughly 85% of time requires automobile travel – primarily local, with some overnight.

Salary and Other Compensation

The starting salary range for this position is $110,000-125,000 annually. Factors which may affect starting pay within this range may include geography, skills, education, experience, certifications and other qualifications of the candidate.

This position is also eligible for incentive pay in accordance with the terms of the Company’s plan.

Benefits

• medical insurance
• health savings account
• flexible savings account
• dental insurance
• vision insurance
• 401(k) retirement plan
• accidental death and dismemberment
• life insurance
• voluntary life insurance
• voluntary disability insurance
• voluntary accident
• voluntary critical care
• voluntary hospital indemnity
• legal
• identity & fraud protection
• commuter benefits
• pet insurance
• employee stock purchase program
• an employee assistance program.

Paid Time Off

• 40 hours of paid sick leave annually (additional sick/front loading/accrual, if any, based on state or regional requirements);
• vacation accrues up to 80 hours in the first year, up to 120 hours in years 2-4, and up to 160 hours in the fifth year;
• 6 paid holidays annually, 4 paid volunteer days annually.

Diversity and Inclusion are critical parts of our corporate culture. BBSI strives to create a workplace where everyone feels included and empowered to bring their full, authentic selves to work, and is treated fairly. BBSI is an equal opportunity employer and makes employment decisions on the basis of merit.