The BDM will use her/his in-depth knowledge of the global mobility, travel or human resources industries to provide solutions that resonate with clients across many sectors, including technology, professional services, financial services, oil and gas, technology, healthcare and other relevant verticals. Additional responsibilities include: gathering and disseminating marketplace and competitive information, coordinating all internal resources necessary to facilitate each sale, and executing proper account set-up and implementing new business.
Successful BDMs use their prospecting and consultative selling skills to identify, filter and qualify leads to effectively manage a pipeline of prospects. They plan strategically, research and are knowledgeable about the prospects they call on. They possess strong analytical, organizational, decision-making, negotiation, oral, written and interpersonal skills. Strong financial acumen is also necessary in order to effectively explain the financial and marketing value of product solutions to close sales. BDMs must also possess the ability to prepare and present formal presentations (via webinar and, in the future, in person) and use their excellent consultative solution selling skills to ensure long-term relationship building to meet business goals. Develops an understanding of products and services at a national and global level to include features/ benefits and value proposition; partners with internal experts to stay abreast of products; understands market/industry trends; maintains awareness of competitor capabilities, service offerings and pricing. Creates a growth strategy by building new business relationships by identifying and engaging with key contacts through their established network, cold-calling, emailing and other means of outreach, including attending trade and networking events. Delivers compelling presentations to prospective clients by clearly articulating the CIBT value proposition, partnering with internal experts to ensure targeted content and delivery; identifies and maps business strengths to customer needs, presenting highly consultative solutions. Devises strategies that push sales prospects through the company’s prescribed sales cycles in an effort to close new deals. Drafts proposals and responds to requests for quotations. Engages internal experts and leaders in responses as needed. Incorporates feedback and lessons learned to continuously enhance presentations/process. Navigates prospects through the on-boarding processes of clients such as; stakeholder engagement, procurement, legal and IT vendor qualification processes Works closely with client services team members to onboard new clients; providing clear understanding of client needs and expectations to internal team members and actively participating in process; maintains strong level of engagement with clients. Builds and maintains pipeline; ensures accurate record of sales related activities in Salesforce.com; maintains timely and accurate records; reports on progress and metrics. Partners with other BDM’s and MD’s and communicates potential opportunities, positioning the company for bidding. Acts as brand ambassador, building and maintaining strong brand awareness in the marketplace. University degree; 5+ years selling professional services (immigration, human resources, relocation, travel visas and related solutions strongly preferred); proven experience in business development in a complex sales environment where there is a long lead sales lifecycle. Have a well-developed network of potential stakeholders in an industry vertical in which CIBT operates Strong written and verbal English communication skills; excellent presentation and meeting facilitation skills. These skills should be coupled with the ability to work with MS Office applications such as PowerPoint, Excel & Word Experience using a CRM (ideally Salesforce) to document the sales process, managing a pipeline and building a client prospect dataset. Ability to develop a position as a trusted advisor to clients and prospects identifying opportunities for new business and increasing share of wallet through superior communication skills, client relations and subject matter expertise. Persistent, ambitious and capable of handling sales objections with ease. Ability to develop an internal network of resources with key stakeholders in the CIBT business required to assist with the sales process Demonstrated understanding on how to engage with a range of stakeholders involved in a client organization involved in a complex sales process such as; Executive Management, Procurement, Finance, Legal or IT Demonstrated ability to build and maintain a long lead sales pipeline maintaining momentum for sales prospects Working knowledge of the proposal preparation process, including the ability to understand and analyze the details of an RFP/RFQ and respond to client vendor on-boarding documentation. Effective time management skills with ability to set and meet targets and deadlines. Proven track record of high productivity in deadline sensitive environment. High level of motivation, enthusiasm and initiative; self-starter with desire to show ownership and commitment to role. Ability to take initiative and exceed achievable targets. Self-starter with desire to take ownership and commitment to role and organization.
- Business Development
- Closing (Sales)
- Cold Calling
- Commercial Awareness