Business Development Manager

As a Business Development Manager, you will be responsible for East Coast territory in the United States as well as National and Global responsibilities. Within the assigned territory the BDM is expected to work closely with all relevant security specification writers, Pedestal PRO (PPRO) OEM partners, targeted end-users, integrators (national and local), in addition to our contracted independent representatives with the express goal of creating new sales opportunities that will drive growth in the assigned regional and national territories.  Skills and qualifications shall include a demonstrated sales talent, strong desire, self-discipline, natural drive, persistence, solutions-based sales ability, innate competitiveness, superior presentation skills, a good PPRO culture fit, enthusiasm and professionalism. “Fit and finish” within the existing sales team will be pivotal.

An ideal candidate will reside in or be willing to relocate to the East Coast.

ESSENTIAL FUNCTIONS & RESPONSIBILITIES

• BDM is to work closely with all relevant security specifiers, OEM partners, integrators and targeted end-users with the express goal of creating new business opportunities that will drive growth in the assigned territory.   
• Regular product and capabilities presentations are expected as part of scheduled meetings to facilitate the exchange of information with an eye towards a solutions-based sales approach.
• Identify regional, national, and global opportunities and create part numbers or “Strategic Standardizations” for end users.
• BDM shall work to educate and inform the A&E and security consultant community to PPRO solutions with the express purpose of driving new PPRO specifications as well as converting competitive positions.
• A relational and technical sales approach to selling PPRO solutions is essential.
• Participation in territory industry association events is encouraged and often required.

Reporting:

Reporting shall occur through traditional means of communication.  On a regular basis the Business Development Manager will report on all activities outlined above to the Senior Director of Sales highlighting the following:

• New business development.
• Progress, challenges, and next steps of existing end user opportunities.
• Territory outlook.
• New specifications written and progress/pipeline of existing opportunities.
• Competitive forces.

Animate the Region

BDM must drive activities that “animate” the region to identify, develop and close opportunities.  These activities shall include, but are not limited to:

• Routine joint sales calls with OEM partners.
• Routine Joint sales calls with Enterprise level salespeople from specific national accounts and systems integrators.
• Routine field engagement with all relevant security specification writers and targeted end-users.
• Routine field engagement with our contracted independent representatives.
• Attendance at local, regional, and national trade shows.
• Product demonstrations and webinars.
• Working with distribution and integrators, uncover showrooms and customer experience centers to equip with PPRO solutions.

Supervisory Responsibilities:

The position does not have supervisory responsibilities.  

Qualifications:

The requirements listed below are representative of the knowledge, skills, and/or abilities required for this position. 

Experience:

• Candidate must have a minimum of five (5) years outside sales experience / territory management or (3) years of outside sales experience / territory management with a related bachelors degree.
• Candidate must have a strong background within access control, intercom or security industries.
• Candidate must reside within the assigned territory.
• Candidate must be comfortable presenting/selling in person or via webinar.
• Working knowledge and existing relationships with access control manufacturers, integrators, consultants, A&E’s and end-users is desired.
• “Hunter” rather than “Farmer” salespeople are required in this position.
• Must be proficient with the Microsoft Suite of products to effectively manage the territory

Travel:

Travel is required within your assigned region to meet with OEM’s, targeted end users, integrators, independent rep firms, distribution, A&E and spec writers as well as attending regional and national industry events as dictated by management.

Language Ability

Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations in English.  Ability to write reports, business correspondence, and procedure manuals in English.  Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the public.

Mathematical Ability

Ability to work with mathematical concepts such as probability and statistical inference and apply concepts such as fractions, percentages, ratios, and proportions to practical situations.  Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.  Ability to compute rate, ratio, and percent and to draw and interpret bar graphs.

Reasoning Ability

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.  Ability to interpret a variety of instructions furnished in written, oral, diagram or schedule form.

Computer Skills

Proficiency in word processing, spreadsheets, sales software; possess a working knowledge of Internet, email, manufacturing and database software. 

Other Skills

Excellent communication and organizational skills.

Physical Demands

The physical demands described are representative of those that must be met by an employee to successfully perform the essential functions of the job. 

While performing the functions of this position, the employee is frequently required to sit, stand, walk, stoop and kneel; use hands, reach with hands and arms; communicate clearly and effectively.  The employee may also occasionally be required to lift 35 pounds.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this position. 

The noise level in the office environment is usually moderate.