Development Manager - Government Markets
Division: Sales and Marketing
Reports To: Director, Sales and Marketing
The Business Development Manager (BDM) is responsible for
growing revenues by selling to and establishing relationships
with large federal, state, and local government customers
on a face-to-face basis.
BDM will achieve a monthly quota of new revenue through sales
to both new an existing customers through the development
of additional courses or programs.
of sales objectives will be achieved through customer relationship
development, on-going customer stewardship, and targeted prospecting.
The BDM is responsible for identifying customer needs, following
through on the development of targeted accounts, and recommending
an overall solution to address individual client requirements.
a sales plan for assigned existing and targeted accounts.
- Designs customer-specific, value-based solutions to ensure
that monthly sales objectives for new revenues are met.
profiles of targeted customer prospects and formulates customer
contact strategy that may include face-to-face meetings,
industry association membership, and/or trade show participation.
territory management plan that links revenue commitment
to forecasted revenue opportunities. Identifies any gaps
and designs targeted approaches to fill them.
business sales plan and tracks performance of successfully
closed leads and opportunities.
fact finding (through business periodicals, web sites, etc.)
to determine prospect needs.
100% of assigned customers each quarter (minimum requirement).
on sales lead referrals from call center, instructor evaluations,
and other sources within 24 hours of receipt and provides
inter-departmental/partnering company teams to broaden positioning
with key clients early-on in the sales cycle.
sales proposals to prospective or current decision-makers.
as required, customers to the Sales and Marketing Director
with a complete and organized package of information.
customer contact along with the Sales and Marketing Director
to ensure customer satisfaction and uncover new opportunities.
of 2 years in sales, preferably in training, consulting,
or professional services industries.
marketing and selling to federal, state or local government
leadership and professionalism in a high-pressured environment.
to sell to senior executives in government agencies.
degree or equivalent work experience.
ability and desire to aggressively pursue new business.
starter/self motivated, organized and detail-oriented.
to work in both a team environment and independently, and
juggle multiple priorities.
interpersonal skills: show an ability to build and maintain
professional relationships in an often stressful teaming
and multitasking skills: must be able to adapt to rapidly
changing business goals. Must thrive in high-pressure situations.
commitment to customer satisfaction and relationship building.
presentation, verbal and written communications skills.