Business Development Manager - #2464

Gilder Search Group; Thousand Oaks (CA); On-site; USD 70,000 - 120,000; Full time

Job summary

Gilder Search Group is seeking a Business Development Manager to drive new business through consultative selling and thorough prospecting. You will qualify opportunities, contact key decision makers, and execute a disciplined daily and weekly plan to build a robust sales pipeline.

The role emphasizes high activity levels, frequent meetings with decision-makers, and regular in-person client engagements to secure new accounts while coordinating with internal teams to ensure client needs are met.

Qualifications

• Experience in B2B sales and account development.
• Ability to generate a high level of sales activity weekly.
• Comfortable with phone and in-person sales calls.
• Ability to plan and execute daily/weekly sales plans.
• Strong prospecting and qualification skills.

Responsibilities

• Generate a high level of sales activity to secure new clients weekly.
• Meet with decision-makers to assess needs and secure accounts.
• Make 120 weekly sales calls, including 70 DM calls and 50 MPC presentations.
• Complete weekly face-to-face client appointments and document all calls.
• Develop a Sales Action Plan for Top 20 Hit List prospects.
• Lead quarterly sales planning and coordinate Top 20 Hit List activities.
• Prepare and execute a daily sales plan for territory management.
• Use Total Client Care to present full-service capabilities and sell all product lines.
• Collaborate with internal team daily to align sales and recruiting efforts.
• Comply with applicable laws and regulations during business development.

Skills

Consultative selling

Territory management

Prospecting calls

Client relationships

Sales planning

Job description

The Business Development Manager’s primary emphasis is on bringing in new business. This is done by qualifying potential business opportunities and contacting key decision makers, through phone and in person sales calls. Successful people in this role are comfortable engaging with businesspeople at all levels and selling critical business services. This requires the ability to use consultative selling techniques (communication skills, questioning, and listening techniques, etc.) and the discipline to be persistent while following a daily and weekly plan and demonstrating the desire and drive to become a top performing sales professional.

1. Generate a sufficiently high level of sales activity to secure a minimum of two to three new clients per week.

• Effectively meet with decision-makers to assess needs and to secure accounts.
• Make a combination of 120 sales calls weekly, including phone and in-person visits, which includes 70 Decision Maker calls and 50 MPC presentations.
• In addition to, complete a combination of phone and in-person sales calls to ensure the minimum 2 New Clients per week goal is achieved.

• Complete a minimum 10 scheduled face-to-face client appointments weekly.
• Document 100% of calls in the automated system and set a next action step to keep prospects/clients in the sales pipeline.

1. Develop a Sales Action Plan for each prospect on the Top 20 Hit List.

• Develop a quarterly sales plan identifying potential new clients and business opportunities.
• Take the lead in coordinating ongoing sales activities for Top 20 Hit List prospects.
• Research accounts, establish meetings, and coordinate presentations as needed, focusing on prospect’s needs.

3. Prepare and execute a daily sales plan to maximize territory management.

• Use the automated system to prepare a daily sales plan identifying companies and offices to visit.
• Introduce the organization through discovery, planned, appointment, and telephone calls.
• Maximize sales efficiency by properly using account classification and territory management systems.
• Classify prospects and set the appropriate call frequency based on potential business.

4. Use a Total Client Care sales approach to present full-service capabilities.

• Identify and follow up regularly with key accounts and develop unique value-added sales opportunities, for example, provide company knowledge-based campaigns, arrange MPC calls with the Employment Specialist, and invite them to Refresh Leadership simulcasts.
• Sell all product and service lines.
• Deliver the Client Care Packet to all new clients.

5. Effectively work with and communicate with internal team.

• Meet with the inside team daily to ensure sales and recruiting are in sync and clients’ needs are being met.
• Perform other related duties as necessary and assigned.

6. Conduct business in accordance with our guidelines and applicable Federal/State Legal Guidelines.

• Must have thorough knowledge of employment-related laws and regulations, including, but not limited to the Fair Labor Standards Act, Title VII of the 1964 Civil Rights Act, Americans with Disabilities Act, Equal Pay Act, Pregnancy Discrimination Act, and the Family and Medical Leave Act Employment Standards Act, Human Rights Code, Equal Employment Opportunity Commission regulations, and the Health Insurance Portability and Accountability Act and Fair Credit Reporting Act, as they relate to employment.
• Develop a thorough knowledge of the staffing and placement services offered by us as well as pricing techniques and strategies.

Supervisory Responsibility

No direct supervisory responsibility.

Working Conditions and Physical Requirements

• Essential activities are conducted away from the local office and within various office and plant settings.
• Constant travel requires exposure to inclement weather and hazardous road conditions.
• Must be able to work effectively under stress of daily travel, deadlines, commitments, and client problems.
• Must be able to operate a vehicle (must maintain a valid state driver’s license).
• Climb stairs and carry necessary marketing materials, gifts, and supplies.
• Occasional out of town travel for meetings or training required.

This description is only a summary of the typical functions of the job, not intended to be all-inclusive, exhaustive, or comprehensive list of all possible responsibilities, tasks, and duties. Please be advised, this job description may be changed from time to time at the sole discretion of the Company to address operational and businesses requirements as necessary. Employee may also perform or be requested to perform other related duties to meet the ongoing needs of the organization.