Business Development Mgr Named Accounts SLED

Working under general supervision of the VP Field Sales SLED, relying on experience and judgment to plan and accomplish goals, the Business Development Manager for Named Accounts of the State Local and Education business (SLED) is a field-based position responsible for maintaining and growing existing key account relationships as well as identifying and generating new business within a defined set of Named Accounts. The BDM Named Accounts collaborates with sales leadership and Account Managers on named account focus and strategic initiatives. Leads efforts to identify contract vehicles, works with major and emerging manufacturers, represents Connection at events and/or shows, and helps coordinate responses to major bids. The BDM Named Accounts SLED meets or exceeds revenue and GP and enterprise solutions targets through prospecting and developing accounts through a strategic and consultative approach. Other key responsibilities include conducting Quarterly Business Reviews, strategic project planning, communicating Connection’s value proposition and providing updates on new offerings and services.

This position is regionally focused in the east/southeast of the US and will require frequent travel throughout the region.

Applicants must be authorized to work for any employer in the U.S. We are unable to sponsor or take over sponsorship of an employment visa at this time.

• Maintains and grows existing key accounts and develops new business within a defined set of named (key) accounts.
  
  
  
  • Develops and executes a sales plan to meet revenue goals for a particular named account.
  • Develops strong relationships with inside account managers by regular collaboration to strategize around existing accounts and engage them on new business opportunities. This includes site visits for face-to-face meetings averaging a minimum of 10 times per week.
  • Identifies opportunities for upselling and cross-selling to existing customers within the named accounts.
  • Conducts market research to identify new potential clients and opportunities for growth within the named account.
  
  
  
  
• Works closely with business partners (i.e., manufacturer field reps) to help penetrate accounts and win business).
  
  
  
  • Holds face-to-face meetings and/or regular calls with vendor/manufacturer reps for strategic account planning. Emphasis on meeting with our top tier vendors.
  
  
  
  
• Maintains and builds relationships with existing customers and prospects through presentations promoting Connection’s National Solution Provider (NSP) capabilities and value proposition as a complete solutions and services provider.
  
  
  
  • Develops proposals and presentations for customer meetings and executes on those scheduled meetings uncovering new opportunities while fostering long-term relationships.
  
  
  
  
• Negotiates contracts and closes deals with clients within the named account.
  
  
  
  • Completes daily, weekly, monthly & quarterly administrative functions.
  • Submits calendar/pipeline on weekly basis & provide updates as needed.
  • Completes all mandatory recaps for all customer meetings.
  • Prepares quarterly and/or regular business reviews & customized customer presentations.
  • Attends bi-monthly mandatory team & vendor calls.
  • Plans travel logistics.
  • Manages and submits expenses.
  
  
  
  
• Performs all other duties or special projects as assigned.

• Bachelor's Degree or the equivalent combination of education and work experience 7-10 years.
• High comfort level with technology and solution selling.
• Technical aptitude with ability to absorb and apply newly learned technical skills.
• Customer oriented with ability to listen to and anticipate needs of the customer.
• Adept at proactively finding business opportunities within existing customer base.
• Strong presentation skills with ability to give presentations at all levels of an organization.
• Working knowledge of sales strategies including upselling with proven success in a goal-driven environment.
• Adaptable with ability to switch tasks based on shifting priorities.
• Articulate with ability to express oneself clearly and professionally in written and oral communication.
• Conceptual with ability to conceive mentally, formulate ideas, use imagination to achieve results.
• Interpersonal skills with ability to work well with all levels of the organization.
• Strategic thinker who anticipates and considers external and internal elements with ability to develop long-term plans to leverage resources.