Summary
Walden Security's Business Development Managers (BDMs) are a dynamic, fast-paced team of the sales professionals at the front of our company's ongoing growth. By joining this team, our BDMs are empowered to create their own success in their territory, nurturing partnerships with clients who need reliable, progressive security solutions. They do this by problem-solving for our prospective customers and supporting a fully custom security program for them.
A qualified and driven BDM candidate can demonstrate proven performance history and be a quick-learner who contributes to this ongoing success throughout the entire sales process: lead generation, relationship building, closing contracts, and reporting their actions. Quick and eager to learn, top candidates will prefer to take the initiative, are creative collaborators, are detail-oriented, care about their clients, thrive on multi-faceted sales, and have a proven history of .
We’re seeking a qualified sales manager who can help keep this engine running with their own sales skills as well as leadership of a team of driven sales representatives. The ideal sales manager has deep experience with the entire sales process,
The Business Development Manager partners with the General Manager/Regional Vice President (GM/RVP) within their assigned territory to sell contracted security services by performing the following duties.
Essential Duties and Responsibilities
- Produces sales results for the assigned/responsible territory in alignment with targeted financial goals
- Follows the Walden Security sales process • Prepares list of prospects from lead generation efforts (independent and with Marketing)
- Nurtures leads, develops, and builds relationships with contacts.
- Communicates with and visits prospects to identify differentiators and advantages of our contract security services
- Achieves business development activities, including meeting and phone call goals
- Obtains pertinent information concerning prospects' past and current contract security usage and needs
- Reviews and analyzes opportunities, including those presented in Request for Proposal (RFP) format
- Prepares proposals for client contracts independently and in coordination with the in-house Proposal team
- Prepares pricing proposal in collaboration with GM/RVP and CFO
- Presents and negotiates rates with client; coordinates client contract renewals
- Occasionally supports the collection of payments due or delinquent
- Maintains CRM records for territory with prospect, new client data, and/or opportunity/contract data, as well as all communication daily
- Ensures continuous client support and service needs are met by partnering with the branch Operations team
- Successfully collaborates with multiple departments • Responds professionally and promptly to all communication
- Diligently follows internal processes • Maintains strong attention to detail • Attends trade shows and other industry-specific events to network and cultivate leads
- Participates in multiple networking groups
Supervisory Responsibilities
This job has no supervisory responsibilities.
Competency
To perform the job successfully, an individual should demonstrate the following competencies (minimum of 5):
- Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.
- Strategic Thinking - develops strategies to achieve organizational goals; understands organization's strengths & weaknesses. Displays willingness to make decisions; exhibits sound and accurate judgment; Adapts strategy to changing conditions; supports and explains reasoning for decisions; makes timely decisions.
- Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.
- Quality - Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality.
- Professionalism – Tactfully approaches others; Reacts well under pressure. Treats others with respect and consideration regardless of their status or position; accepts responsibility for own actions; Follows through on commitments.
- Dependability - follows instructions, responds to management direction; takes responsibility for own actions; keeps commitments; commits to long hours of work when necessary to reach goals; completes tasks on time or notifies appropriate person with an alternate plan. Goal and detail-oriented.
- Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Develops realistic action plans, Sets goals and objectives; Organizes or schedules other people and their tasks.
- Oral Communication - speaks very clearly and persuasively in positive or negative situations; listens and gets clarification; responds well to questions; demonstrates group presentation skills; participates in various meetings.
- Written Communication - Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information.
- Interpersonal Skills - Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things.
- Attendance/Punctuality - Is consistently at work and on time; Ensures work responsibilities are covered when absent; Arrives at meetings and appointments on time.
- Ethics - Treats people with respect; Keeps commitments; inspires the trust of others; Works with integrity and ethically; Upholds organizational values.
- Interpersonal Skills - Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things.
Qualifications
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Bachelor's degree from a four-year college or university, a minimum of three years related experience, or equivalent combination of education and experience.
- Previous business-to-business sales experience is preferred
- Familiarity with the Request for Proposal (RFP) process is preferred
- Experience in contract security, other services, or temporary industries, or military/government sector preferred
Language Skills
- Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations using the English language.
- Ability to effectively present information in one-on-one and small group situations, respond to questions from groups of managers, clients, customers, other employees of the organization, and the general public.
- Ability to write simple correspondence
Mathematical Skills
- Ability to calculate figures and amounts with basic addition, subtraction, multiplication, and division with accuracy.
- Ability to calculate figures and amounts such as discounts, interest, commissions and percentages.
- Ability to apply concepts as fractions, percentages, ratios, and proportions to practical situations. Ability to calculate figures and amounts such as overtime, payroll, pay rates, bill rates, work hours, complex schedules, discounts, commissions, and percentages.
Reasoning Ability
- Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
- Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
- Ability to define problems, collect data, establish facts, and draw valid conclusions.
- Ability to solve practical problems
Computer Skills
To perform this job successfully, an individual should know about Contact Management Systems, Customer Relationship Management systems, database software, web browsers, order processing systems, basic spreadsheet formulas, and word processing software. Experience and average ability to use Microsoft Office software required (Word, Excel, PPT in particular)
Certificates, Licenses, Registrations
- None required.
- Will be eligible to participate in the company's continuing education program to gain future certifications.
- Valid Driver's License.
Other Qualifications
The ability to pass a background and drug test.
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this Job, the employee is regularly required to talk or hear. The employee is frequently required to stand, walk, sit, and use hands to finger, handle, or feel. The employee is occasionally required to reach with hands and arms; climb or balance, and stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, depth perception, the ability to adjust focus, and the ability to see and distinguish basic colors.
Work Environment
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually moderate.
Other Tasks
This job description reflects management’s assignment of essential functions; it does not prescribe or restrict the tasks that may be assigned.
Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, pregnancy, genetic information, disability, status as a protected veteran, or any other protected category under applicable federal, state, and local laws.
#WaldenWay
We offer every employee — from executive managers to administrative support to security professionals — unique and generous benefits, as well as opportunities for career growth.
So if you’re ready to embark on a meaningful career with one of the nation’s most dynamic and fastest growing security companies, apply with Walden Security today.