Business Development Manager – Municipal – Colorado, Western Slope

Performance Services, Inc.; Colorado; On-site; USD 90,000 - 130,000; Full time

Job summary

Performance Services, Inc. is seeking a Business Development Manager to grow our Western Slope presence in Colorado by maintaining local government relationships and pursuing new opportunities. You will collaborate with Project Development Engineers, Architects, and Managers to plan and execute bids and build a strong pipeline.

We value integrity, continuous learning, and results-oriented teamwork, and travel 20–40% as needed. This role is based on site with occasional travel across the region.

Qualifications

• Bachelor’s degree required.
• 5+ years of experience on project teams.
• 3+ years leading project teams.
• 3+ years executive level sales experience.
• 5+ years of business development experience preferred.
• Experience with K-12 schools, municipalities and/or higher education preferred.

Responsibilities

• Builds pipeline to meet or exceed annual sales goal.
• Plans and executes strategies and pre-call plans.
• Qualifies deals early and disengages when not a fit.
• Cultivates relationships to win new business and expand accounts.
• Coordinates PSI & client resources to drive deals.
• Tailors messages to multiple buying audiences.
• Educates clients on improving their business.
• Designs strategic solutions with the team.
• Teaches differentiation to handle objections.
• Generates emotional attachment to PSI value with decision makers.
• Uses discovery questions to identify business needs.
• Challenges client thinking to create opportunities.
• Crafts business justifications addressing community responsibilities.
• Guides clients through committee buying processes.

Skills

Executive sales

Business development

Project teamwork

Relationship building

Strategic selling

Communication

Education

Bachelor's Degree

Job description

Position Purpose

The Business Development Manager is responsible for maintaining existing local government relationships and cultivating new ones to grow the Performance Services business on the Western Slope in Colorado. BDMs are involved in executing strategic selling initiatives and in planning and executing bid and proposal activities. BDM’s will collaborate with Project Development Engineers, Project Development Architects, and Project Managers for the synchronized effort of all internal and external resources to accomplish business development and sales objectives.

Duties, Tasks and Responsibilities

Sales Planning and Execution

• Builds sufficient pipeline to meet or exceed annual sales goal
• Develops and uses strategies and pre-call plans to maximize sales call effectiveness
• Qualifies early and disengages from deals that aren’t a fit for PSI or client
• Cultivates relationships to win new business and expand existing accounts
• Orchestrates the appropriate PSI & client resources to take control of the deal
• Tailors the sales message to resonate across multiple buying audiences
• Conveys industry & technical expertise with decision makers and influencers
• Educates clients on ways to improve their business ("Commercial Teaching")
• Designs strategic and creative business solutions in collaboration with the team
• Teaches for differentiation to justify PSI methodologies and to handle objections

Client Interaction

• Generates an emotional attachment to PSI’s value with decision makers & influencers
• Uses insightful discovery questions to identify and influence business needs
• Challenges client’s conventional thinking to create new opportunities
• Crafts business justifications that address financial responsibilities to the community
• Creates compelling events & navigates client through a committee buying process

Core Competencies

• Integrity - We act with integrity; truthful, fair and honest.
• Continuous Learning - Is a continuous learner focused on constant improvement; embraces new technologies.
• Exceed Expectations - Work hard to exceed client expectations.
• Compassion - We are stewards of PSI supporting its growth & ability to help those in need.
• Accountability - We take responsibility for our actions and decisions.
• Results Oriented - Puts direction on achieving results which are aligned with the larger picture of the
  organization and its strategic goals. Demonstrates assertiveness in achieving personal and team
  goals.
• Initiative - Stays focused on results and objectives, despite environmental and organizational
  changes. Exhibits executive polish when presenting with decision makers and influencers.
• Decision Making - Makes decisions that are practical, timely, and aligned with the beliefs and values
  of the company. Decisions are action-oriented and collaborative.
• Results Driven - Possesses the confidence to purposely drive toward results while constantly problem-solving and engaging the commitment of others. Fosters win-win relationships through collaboration and consensus building.
• Communication - Collaborates in a way that is goal oriented, yet motivates and engages others in an enthusiastic way. Puts emphasis on building rapport and relationships with individuals and groups in a persuasive and poise communication style. Earns trust by keeping promises and living up to commitments.
• Adaptability - Recognizing and adapting to changing conditions. Achieves balance between working independently and being a good teammate.

Working Conditions

• Office functions will primarily be performed at PSI’s main business office or local branch.
• Some overnight travel will be required.
• Travel encompasses 20%-40% of the position.

Minimum Qualifications

Education/Experience

• Bachelor’s Degree required.
• 5+ years of experience with working on project teams required.
• 3+ years of experience with leading project teams required.
• 3+ years of executive level sales experience required.
• 5+ years of business development experience preferred.
• Experience in working with K-12 school corporations, municipalities and/or higher education
  preferred.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. The employee is occasionally required to sit; climb or balance; and stoop, kneel, crouch or crawl. The employee must frequently lift and/or move up to 10 pounds and occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus. Travel requirements include the ability to travel via airplane and drive an automobile up to 30,000 miles/year.

This job description in no way states or implies that these are the only activities to be performed by the individual occupying this position. While this job description is intended to be an accurate reflection of the job requirements, management reserves the right to modify, add or remove duties and assign other duties as necessary.

Our people are the source of our success.

Performance Services is an equal opportunity employer.