Business Development

Job Description:

This person?s sole responsibility is new business origination from initial qualification of prospects through execution of contracts upon conclusion of the sale. 

 

Responsibilities:

Sell integrated I.T. solutions to key decision makers within large companies in both the public and private sectors. 

 

He/she will lead all aspects of the sales effort.  This is a new business origination position, which will involve extensive cold calling.  Salesperson will need to prospect using the phone aggressively developing leads and setting appointments. In addition, he/she will act as a conduit between the prospect and appropriate technical/support personnel in Uniplus identify, organize and focus the resources required to affect the sale.  Specifically, the Director will manage the following:

 

?  Lead generation via aggressive prospecting

?  Prospect qualification

?  Needs assessment

?  Competitive positioning

?  Needs-based proposal development

?  Post-proposal issues resolution

?  Capability presentation(s)

?  Product demonstration(s)

?  Contract development and execution

 

Requirements:

We seek a seasoned business developer with 3-5 years of experience with a proven sales record in selling new business to IT executives in large accounts.  Experience with selling technology-driven products or services, and/or staff augmentation sales, is essential. The successful candidate must be an exceptional communicator with a strong team orientation and a skill for simplifying complex solutions to mainstream prospect companies.  Bachelors degree in business or marketing required, MBA a plus. The following are personal qualities that will characterize the successful applicant:

?  Independence:  The Sales person must have the ability to work on his/her own without constant direction or supervision.  He/she must be self-motivated and possess a strong work ethic to continually strive to put forth extra effort.

?  Creativity:  The Sales person must be able to generate imaginative, innovative solutions that meet the needs of high technology marketers.  He/she must be a strategic thinker/solution seller.  We don?t typically sell products; we sell integrated solutions.  He/she needs to be able to approach each unique customer situation in different ways using the same tools. 

?  Tenacity:  Given the length of the sales cycle, the Sales person of Business Origination must have the fortitude to stay with a position or plan of action until the desired objective (the sale) is achieved or is no longer reasonably attainable.

?  Resilience:  The person must remain effective in sales situations with or without immediate success, using both positive and negative outcomes as an incentive to move forward toward fulfilling commitments to Uniplus and achieving personal and team financial goals. 

?  The person will be developing his/her own leads (i.e. cold calling).  He/she needs to be self motivated, have the internal drive to keep calling even when they aren?t getting traction immediately and have the capacity to know how to approach each customer and each functional area in target companies. 

?  Candidate needs to demonstrate that they?ve managed complex technical sales involving multiple product groups. (without much formal support). 

?  Must have a thorough knowledge of inner workings within large companies, i.e., multiple departments and decision makers and appropriate solutions.

?  Familiarity with the Miller-Heiman selling process a plus.