Now Hiring - Confidential - Business Development Manager in San Jose, CA

Full description of the position

The Business Development Manager (BDM) is responsible for driving profitable revenue growth by developing new business opportunities and expanding existing client relationships within an assigned geographic region or vertical market. This role focuses on consultative selling of security officer services, mobile patrol, technology-enabled security solutions, and integrated security programs. The BDM develops and executes strategic sales plans, builds executive-level relationships, manages a robust sales pipeline, and collaborates closely with Operations, Recruiting, Finance, Marketing, and Executive Leadership to deliver customized security solutions that meet client needs while achieving company profitability objectives. The ideal candidate is a hunter who consistently exceeds annual sales and margin goals, builds a sustainable pipeline of qualified opportunities and delivers profitable growth aligned with Company objectives. Core

Duties

Include: Business Development

• Develop and execute a territory sales plan that aligns with regional growth objectives.
• Identify, qualify, and pursue new business opportunities through Cold calling, Networking, Industry associations, Referral generation, Social selling (LinkedIn and other professional platforms), Marketing campaigns, Strategic partnerships.
• Build relationships with C-suite executives, procurement leaders, facility managers, HR leaders, and security decision-makers. Maintains current list of all prospects in electronic database as specified by company.
• Conduct discovery meetings to understand client challenges and recommend customized security solutions.
• Maintain a healthy sales pipeline with qualified opportunities at every stage of the sales process. Consistently achieve or exceed assigned sales quotas and profitability targets. Sales Strategy + Execution
• Develop pricing strategies in partnership with Operations and Executive Leadership.
• Prepare professional proposals, presentations, RFQs, RFPs, and contract responses. Present company capabilities and value propositions to prospective clients.
• Lead negotiations through contract execution.
• Monitor prospect contract expiration dates and develop proactive pursuit strategies.
• Maintain accurate forecasting and opportunity management within the company's CRM system. Market Intelligence
• Monitor market trends, competitive activity, and pricing. Analyze local economic conditions and competitive positioning.
• Identify emerging industries and target accounts. Provide recommendations regarding new services and market opportunities. Performs additional functions, duties and specific tasks of a similar nature and scope as necessary in order to achieve assigned business objectives. Success Metrics: Success in this position is measured across a few core KPIs. These include, but are not limited to the following:
• Annual New Contract Revenue
• Gross Margin on New Business
• Revenue & margin growth versus goals
• Sales activity
• Lead to opportunity conversion rate Core:
• Bachelor's Degree and three (3) years of business-to-business selling experience, or an equivalent combination of education and experience sufficient to perform the essential functions of the job, as determined by the company.
• Must be willing to participate in the Company's pre-employment screening process, including drug screen and background investigation.
• Experience selling contract services preferred. Security services, facilities management, staffing, janitorial, or related industry experience strongly preferred. Skills plus Competencies: As demonstrated through experience, training, and/or testing
• Strong understanding of commercial security solutions, including access control, video surveillance, intrusion detection, fire/life safety systems, integrated security technologies, and recurring monthly revenue (RMR) business models.
• Hunter mindset with strong new business focus; demonstrated energy, drive, determination and persistence, even when confronted with rejection.
• Demonstrated skills in strategic prospecting and consultative selling.
• Strong skill in persuasive oral and written communications, including effective presentation skills.
• Ability to present information effectively and respond to questions from groups of managers, customers, and prospects.
• Ability to analyze sales data and develop recommendations and solutions. Strong financial acumen.
• Strong customer service and results orientation.
• Excellent planning, organization and time management skills.
• Ability to carry out multiple assignments concurrently.
• Ability to interact effectively at all levels and across diverse cultures.
• Ability to be an effective team member and handle project assignments responsibly.
• Ability to adapt to changes in the external environment and organization.

Working Conditions

: The successful candidate must be able to perform the essential functions of the position, with or without reasonable accommodation. The following outlines the typical responsibilities and physical & environmental demands associated with this role and is not intended to be an exhaustive list of all duties or requirements.

• Maintaining composure in dealing with executives, clients, prospects, and staff, in group settings and in situations requiring high performance and results.
• Handling and being exposed to sensitive and confidential information.
• Required ability to handle multiple tasks concurrently.
• Regular use of vehicle required in the performance of duties.
• Regular talking and hearing, close vision, distance vision, and ability to adjust focus.
• Outside sales position with approximately 80% field-based activities.
• Frequent local and regional/national travel to client sites for presentations, meetings, and visits.
• Frequent lifting and/or moving of presentation materials up to 20 pounds.

Compensation

: Base salary range of $100,000$120,000 annually , with a competitive commission structure offering strong earning potential. Pay: $100,000.00 - $120,000.00 per year

Benefits

:

• 401(k)
• Dental insurance
• Health insurance
• Vision insurance Work Location: In person