Business Development Manager

SUMMARY:

This is an individual contributor role requiring lateral leadership skills. Primarily responsible for creating and executing plans to proactively drive profitability and motivate our sales teams to sell assigned products or services. Coordination and partnership with stakeholders, such as Marketing, Product Management, Vendor Partners, Sales, Customers, and others, in support of the sales plan. Acting as a technical or business subject matter expert and comprehensive resource for assigned products, services, or technologies. Support vendors in bringing their product(s) to market. Depending on the assigned lines and business needs, expectations may move between proactively driving sales and a sales enablement focus.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Develop and execute a growth plan for assigned lines within the confines of the company's overall objectives
• Work with Exertis Almo's reseller customers as a technical specialist at the project level, assisting in designing and specifying products into projects
• Assist Exertis Almo's sales team in closing sales for assigned lines, including potential joint sales calls and customer site visits.
• Manage assigned vendor relationship(s) and work with vendor(s) to grow business within Exertis Almo customer base. Partner with vendor(s) to develop new programs, assist with marketing activities and facilitate communications with Exertis Almo's sales team.
• Identify potential new business opportunities and work with the manufacturer, Marketing, Sales, and other stakeholders to execute
• Provide industry insight and market information through written communications for both internal and external publications.
• Deliver value-creation activities by sharing expertise beyond assigned lines

MINIMUM QUALIFICATIONS (Knowledge, Skills, and Abilities):

• Strong verbal and written communication skills
• Proficiency in Microsoft Office: Word, PowerPoint, and Excel (including VLOOKUP and Pivot Tables)
• Proven sales track record of products and services
• Ability to network within a customer organization to identify all key influencers and decision-makers
• Ability to manage long and short sales cycles
• Ability to manage multiple simultaneous objectives while exceeding customer expectations with high responsiveness
• Sound analysis and critical decision-making skills
• Travel and other requirements for this role as outlined below

Title

Qualifications

CALIPER Competencies

Estimated Travel

BDM / Brand Specialist

• 2+ yrs experience
• Associates Degree, Trade School Certificate, or 18 months of successful employment at Exertis Almo
• DSCE, AV Essentials, or another equivalent relevant certificate

[Sales Hunter Job Model]

• Influence and Persuasion
• Active Listening
• Relationship Building
• Composure & Resiliency
• Achievement Motivation & Perseverance
• Initiating Action

15-20%

Exertis Almo events

(3-5 per year)

1-2 vendor-specified

team meetings or other events

BDM II / Technical Specialist

• 5+ yrs experience

• Bachelor's Degree (or equivalent)

• Must have a demonstrated pattern of:

• identifying opportunities beyond a requested scope

• effectively communicating value to expand opportunities

• proactively bringing value beyond assigned areas or vendors

• Plus:

• CTS

• Minimum 2 relevant technical (non-product) Certificates, i.e., DSCE, Dante Level 3, ISF-C, SynAudCon, MCSE, etc.

Above plus:

[Strategic Selling Job Model + Technical Sales Model]

• Strategic thinking
• Business acumen
• Learning Agility
• Analytical Thinking

20-25%

Exertis Almo shows as needed

(Approx. 5/yr)

2-4 vendor-specified or other events/yr

Semi-annual customer visits or other

Sr. BDM/Technical Lead

• 10+ yrs related Business Development or Technical Sales experience, including multi-manufacturer and multi-technology responsibilities

• Bachelor's Degree or equivalent (Advanced degree preferred)

• CTS (in place)

• Must have a demonstrated pattern of 1) identifying opportunities beyond a requested scope, 2) effectively communicating value to expand opportunities, and 3) proactively bringing value beyond assigned areas or vendors

• Plus two of the following:

• Advanced ANSI- or ISO-accredited Certification: (i.e., CTS-D, CTS-I, PMP, etc.

• Relevant Advanced Degree

• > 3 Technical (not product) Certificates: i.e., DSCE, Dante Level 3, ISF-C, SynAudCon, etc.

• Published >5 articles in trade pubs

• Plus one of the following:

• 5+ yrs technical or technical sales experience with an integrator or manufacturer

• System design experience includes multi-technology projects >$500K

• Functional design or management experience covering all the following: audio production and reproduction, video production and display technology, AVoIP, control systems, and lighting

Above, plus:

[Technical Design Specialist]

• Complex Decision Making & Problem Solving
• Creativity and Innovation

25% - 30%

Exertis Almo shows as needed

(Approx. 5/yr)

Approx. two vendor-specified events per year

Possibly 1-2 Industry Trade Shows within CONUS (i.e. InfoComm, NAB, or other)

Quarterly customer visits or equivalent

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. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Specific vision abilities required by this job include close vision, color vision, and ability to adjust focus.

While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; and talk or hear. The employee is occasionally required to stand, walk, and reach with hands and arms. The employee is required to travel regularly (minimum of once/quarter) for this role.

WORK ENVIRONMENT The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually moderate.

OTHER QUALIFICATIONS Able to multi-task and handle a fast paced environment. Accuracy, reliability, dependability are a must. Able to work well with others, both inside and outside the office.