Business Development Manager

JOB SUMMARY

We are seeking a dedicated Business Development Manager to join our growing company. A business development manager (BDM) is the person in charge of generating new business for a company. Essentially a sales professional, a BDM’s day-to-day role involves pitching the business to potential new partners, managing client relations, and being the key contact for partnerships. A BDM is usually adept at seeking new business collaboration opportunities. You will be responsible for maximizing our sales potential, crafting sales plans, pitching plans to admin, community outreach and reporting on the metrics and successfulness of those plans, managing all marketing and sales activities. An ideal candidate is creative, analytical, self-guided, and has fantastic communication and interpersonal skills.  We want someone that is self-driven and takes pride in and makes it their mission to grow the business in all ways possible. 

REQUIREMENTS

Education

• BS/MS degree in business administration, communication, finance, Marketing, Sales or related field
• Valid Colorado Driver’s License and Vehicle

Experience

• At least 3 years as a sales manager or business development manager, consistently meeting or exceeding targets

Skills, Knowledge, and Abilities

• Ability to communicate, present and influence both internally to staff and externally to clients
• Proven ability to drive the sales process from plan to close
• Strong business sense and industry expertise
• Excellent mentoring, coaching and people management skills
• Ability to network & build relationships
• Leadership skills
• Advanced knowledge of budget management
• Ability to negotiate  (relationship management)
• Ability to meet sales goals
• Ability to analyze sales data
• Presentation and analytical skills
• Management and leadership skills
• KPI skills (motivation, problem solving, critical thinking, goal oriented, high curiosity quotient, business acumen, and industry knowledge)
• Ability to develop budgets and sales strategies
• Management experience required*
• Outstanding social skills
• Excellent verbal and written communication skills
• Excellent listener with strong telephone and in person presentation skills
• High energy, self-motivated individual who is passionate about EVS and our clients/patients
• Ability to multitask; must possess strong time management skills
• Conduct phone calls and attend to company email and communication platforms remotely
• Strong computer and internet usage skills
• Experience implementing and managing a CRM database 
• Good understanding of internet technologies, web browsers, connectivity, terminology, social media and basic website trouble-shooting
• Proficient in Microsoft Office products
• Can set realistic expectations with clients and assists management in holding to those expectations successfully
• Ability to build a brand 

Physical

• Must be able to sit and stand for long periods of time
• Must be able to work on a computer for long periods of time
• Must be able to travel locally to all potential client locations
• Must be able to travel regionally to conferences, CEs, and trade shows when necessary

WORKING CONDITIONS

While this position has times where it is in an enclosed, office setting, candidates will be exposed to varying different animal species and will occasionally be required to travel for conferences, meetings, or business relations.  Also, a large portion of the time will be spent traveling to and having off site visits to other veterinary industry businesses where conditions may vary widely.

ESSENTIAL FUNCTIONS

General Tasks

• Fully Develop and implement a complete Sales Plan.

• Sets goal and develops and action plans to achieve those goals
• Work closely with other members of management, including the Finance Manager and HR Manager to determine trends, recognize opportunities, and develop strategies for growth
• Establish sales objectives through forecasting through a sales process
• Develop annual sales quotas for departments and regions
• Develop territory mapping to ensure effective level of call, touch, and visitation frequency on targeted hospitals and practitioners to advance the sales cycle.
• Achieve profitable sales growth objectives within assigned territory by utilizing strong selling skills while developing and understanding customer needs to increase growth of sales.
• Develop and establish relationships with new and existing veterinary practices via cold calls, emails, phone calls, in-person site visits, conference and trade show participation, CE events, etc.
• Identify opportunities to promote and sell services the EVS can provide to the region
• Educate current customers and prospects about EVS’s products and services
• Track appointments and relevant information in the current company CRM
• Eventually oversee and hold the entire sales/marketing team accountable for achieving set goals and objectives
• Ensures the financial targets and sales budgets associated with assigned areas of responsibility are achieved
• Establishes clear responsibilities and processes for monitoring work and measuring results to ensure training, sales and marketing objectives are being implemented consistently across the area
• Implement sales programs by developing field sales action plans and reviewing sales and retention performance
• Maintain sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors
• Establish and adjust sales prices by monitoring costs, competitors, and supply and demand indicators
• Project expected sales volume and profit 
• Enhance referral relationships with the primary care veterinarians and regional competing hospitals in our area to ensure referrals to EVS are smooth and effective with maximum capacity.
• Strategically meet with key personnel at veterinary practices to understand their service needs and customize future interactions based on that understanding.
• Provide feedback to EVS’s leadership in a reliable and concise manner.
• Meet with established referral practices on a rotating basis to keep them up to date with offered services and referral processes.
• Cultivate relationships with new or less-frequently referring hospitals or individual veterinarians as needed.
• Enhance veterinary community relationships by organizing continuing education and social events.
• Develop and execute a Territory Business Plan that creates strategic opportunities and promotes outreach.
• Analyze revenue and referral reports with the goal of meeting sales goals.
• Manage EVS’s general public marketing efforts with Website, social media, broadcast, radio, advertising, etc…
• Develops a sales plan to meet monthly, quarterly, and annual sales objectives through analysis of current sales revenue, market share, competitive activity, and opportunity. Tracks and measures progress against that plan, adapting as needed to ensure success. Develops and follows territory route and segmentation to maximize opportunities and selling time, maintaining, and building revenue with existing customers while prospecting for new business.
• Assists in resolving customer complaints by investigating problems, developing solutions, and making recommendations to management and formally responding to reviews and posts.
• Identifies rDVM needs and provides solutions to meet those needs. Builds relationships and partnerships with entire clinic staff, including veterinarians, veterinary technicians, practice managers, front-office staff, and others.
• Recommends changes in products, services, pricing, and policies by evaluating results and competitive developments.
• Completes administrative and sales reporting duties as required. Completes weekly activity, expense, sales and other ad-hoc reporting as needed by your manager. Effectively manages expense budgets within the required guidelines. Utilizes the CRM tool to maintain call notes and track sales activity.
• Successfully launch new departments, products and/or service offerings and generate new leads and awareness. 
• Exemplifies what it means to be an empowered leader, change agent, continuous learner, and pushing self / others to always improve.

Measure of Performance

Successful performance in this position will be measured by an increase of sales by X% in X months/years. Success measures will include contact and visit volume, feedback from prospects, completed rDVM acquisition and retention volume, and overall contribution to promoting our reputation and visibility in the region to both direct clients and referrers. Common metrics which sales managers will cover include 

• Leads won
• Leads lost
• Lead value
• Lead qualification score
• Buyer persona efficiency (as well as offering information to update them)

REPORTING RELATIONSHIPS

• Reports to: Practice Manager & collaborates with HR
• Is reported to by: Marketing team member

BENEFITS

• Matching 401(k)
• Medical/Dental/Vision/Life Insurance
• PTO
• Pet Insurance
• Employee assistance program
• Reimbursable Expenses including appropriate Tuition, Licenses, Uniform, and CE Allowances

Employment Status: Full-Time 

Supervisory Role: Yes

*Nothing in this job description restricts management’s rights to assign or reassign duties and/or responsibilities at any time.