We are looking for a go getter, not constrained by conventional thinking who is willing to explore and develop innovative ideas. We need a results-oriented problem solver, self-starter with hunter mentality who has a passion for cutting edge digital platforms and the knowledge and experience across your assigned industry vertical, technology, business services and operations.
Reporting to the SVP Business Development, as Director Business Development you will be expected to lead all sales efforts within your assigned industry vertical, including prospect identification, lead generation, sales calls, handling the sales cycle, proposal and contract negotiation through deal closure leveraging market standard digital platforms and in close collaboration with the Company’s business unit leadership and digital marketing groups. You will be expected to meet sales goals established by Executive Leadership. You will create and own the sales plan and pipeline, review execution of sales plans, pipeline and account plans to track progress on lead identification and pursuit, qualify opportunities, mobilize the teams for proposal development and lead negotiations.
This position can sit anywhere nationally provided there is quick access to a major airport. Ideal locations for the role would be Santa Monica, CA, Troy, MI, Irving, TX or centrally located within the USA.
Essential Functions and Responsibilities
- Directly responsible for the management of the end-to-end sales process for your assigned vertical including lead generation, opportunity qualification, RFI / RFP, contract negotiation, and deal close
- Leverage digital technology and platforms to develop and execute go-to-market strategies for lead generation, prospecting new business, sales, and other matters related to new revenue generation
- Meet and exceed assigned quota and revenue goals through primary focus on new sales pipeline generation, net new client acquisition and closing deals
- Define pipeline strategies and virtually build demand for established service offerings and new solutions and services
- Generate new leads through networking and prospecting, including cold calling, digital marketing, traditional marketing and public relations activities to pursue targeted new business
- Act as representative of Exela at industry conferences and association meetings and follow up on leads from trade shows and campaigns
- Maintain a real-time understanding of the competitive landscape to evaluate sales potential in your assigned industry vertical, assess the competition, pricing levels, and market trends to assist in figuring out win-based proposals and pricing
- In close collaboration with Exela’s business units and digital marketing teams, develop and execute industry specific demand generation campaigns including the creation of collateral such as white papers, blogs, presentations, case studies, proposals etc. to drive market awareness
- Identify, interface and develop professional relationships with existing clients and prospects throughout the client organization and actively consult with them to fully understand their needs
- Maintain relationships between Exela and senior executives of the client and prospect companies
- Make sales presentations to customer and prospects at all levels and in a variety of departments of Fortune 1,000 companies within assigned industry vertical both virtually and in person
- Address benefits, competitive advantages and business terms of Exela solutions and services with existing and prospect clients and facilitate all follow-ups to close each sale
- Coordinate and actively participate in contract negotiations to ensure the timely close of all deals
- Develop and maintain in-depth knowledge of Exela’s offerings in both solutions and services
- Actively participate in sales planning status meetings and persistently follow up with internal stakeholders to push profitable, value added deals from qualification to close
- Regularly communicate sales activities to Exela senior management
Required Skills
- 10+ years of proven experience selling business process solutions and services to Fortune 1000 customers
- Demonstrated experience in successfully leveraging cutting edge digital technology to virtually manage the end-to-end sales process. Experience using Salesforce.com a plus
- Natural collaborator that brings people in, listens, and gets everyone to the best answer
- Has an entrepreneurial spirit – not afraid to be creative, but also understands there are limitations
- Experience in managing complex negotiations and the development of terms and conditions with new clients
- Engaging interpersonal skills and the ability to flex communications to various audiences at different levels, both verbal and written
- Ability to work and think at both strategic and tactical levels and demonstrated ability to meet and exceed revenue target
- Always demonstrates the highest level of integrity and ethics
- Ability to travel (50 %+)
Education
BS or BA level, MBA preferred