SRGC1
Located in:
Grand Rapids, MI
Pay: Competitive base + commission, Based on Experience
Job Full Description:
Reporting to the President of Frontline Training Solutions, the Business Development Manager is charged with expanding our market presence and driving sales growth. This role involves identifying and cultivating new business opportunities, developing strategic sales plans, and nurturing client relationships. The ideal candidate will leverage their experience in sales within the training, education, or HR sectors to deliver tailored solutions that meet client needs.
Responsibilites:
Lead Generation & Lead Management
- Conduct market research to pinpoint potential clients in industries such as manufacturing, healthcare, construction, and logistics, using tools like LinkedIn, industry databases, and trade shows to compile a robust list of leads.
- Initiate contact with potential clients through personalized emails, calls, or social media engagements, aiming to schedule initial meetings or demos to discuss their training needs; leverage tools such as ZoomInfo and LinkedIn as well as “warm leads” from webinars and website submittals.
- Conduct “in-bound” sales through needs assessments focused on training requirements, budget, decision-making process, and timeline.
- Maintain an organized CRM system (HubSpot) to track interactions, follow-ups, and progress of each lead, providing weekly or monthly reports on lead status, activity metrics, and conversion rates to guide sales strategy adjustments.
Sales Strategy
- Establish clear, measurable sales targets aligned with company objectives, developing a quarterly and annual sales plan.
- Understand the Express Employment Professionals and Specialized Recruiting Group business lines; collaborate with business leaders and the sales & marketing teams to drive mutual benefit and support sales across all three businesses.
- Design and manage the sales funnel process, from awareness to closing, ensuring each stage is optimized with appropriate content, follow-up techniques, and conversion tools like free trials or webinars.
- Build strategic partnerships with industry organizations (i.e., GoingPro, MMA, AIAG, etc.) to generate sales and provide broad support for current and future clients.
Proposal Development
- Collect detailed information on client requirements through needs assessment consultations or RFP (Request for Proposal) documents to understand their specific training needs, challenges, and goals.
- Craft training proposals that align with the client's objectives, detailing how Frontline Training Solutions' programs will address their issues, enhance their organization, and provide measurable outcomes.
- Develop and deliver persuasive presentations or written proposals that not only outline the scope and benefits of the training solutions but also highlight the unique value proposition of Frontline Training Solutions compared to competitors.
- After proposal submission, engage with clients to gather feedback, refine the proposal if necessary, and ensure all client concerns or questions are addressed to increase acceptance rates and client satisfaction.
Client Relations
- Conduct regular training reviews with current clients to understand needs, gather feedback, and maintain strong repeat business flow.
- Work with Sales and Marketing team members to manage strategic discount offers to support open enrollment programming.
- Review past/missing clients regularly to maintain connection, re-engage, and sell additional services.
- Address and resolve any client issues or concerns promptly and effectively, ensuring that any dissatisfaction is managed to maintain or regain client trust and satisfaction.
- Participate in community organizations including board participation.
Reporting
- Regularly compile and analyze sales data to monitor progress against sales targets, providing detailed reports on key metrics like revenue, customer acquisition costs, and sales cycle length.
- Produce weekly or monthly updates on the sales pipeline, highlighting the status of deals at various stages, expected close dates, and potential risks or opportunities.
- Use historical data and current market trends to forecast future sales, helping management in resource allocation, budgeting, and strategic planning.
- Summarize findings in reports that not only present the data but also offer insights and recommendations for improving sales tactics, identifying training gaps, or adjusting market strategies based on performance analysis.
Schedule: Full-time, 8am-5pm M-F
Job Experience
- Minimum of 5 years in B2B sales, preferably in leadership training and consulting, executive recruitment or strategic national accounts.
- Proven ability to meet and exceed sales quotas.
- Excellent interpersonal, negotiation, and communication skills.
- Strong understanding of CRM software and sales reporting tools.
- Ability to work independently while maintaining productivity.
- Must be willing to travel up to 25%
Job Education
Bachelor's degree in Business, Marketing, Communications, or related field.
Grand Rapids, MI
Susan Delauter
Susan.Delauter@SRGexpress.com
616-608-9681
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