Business Development Manager: Chattanooga, TN - job 1 of 2

Salary plus commission 

Summary:

Walden Security's Business Development Managers (BDMs) make up a dynamic team of 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 assigned territory (Chattanooga, Huntsville and Knoxville Regions), nurturing partnerships with clients who need reliable, progressive security solutions. They do this by listening to and problem-solving to help create a fully custom security program for them.

A qualified BDM candidate is a self-motivated, quick-learner who contributes to this ongoing success throughout the entire sales process, including lead generation, relationship-building, closing contracts, and reporting their actions. Top candidates can demonstrate a history of successful sales performance. They initiate efforts based on experience and thrive on multi-faceted sales. They are creative collaborators, detail-oriented, care about their clients, and like being in the fast lane of business.

Our BDMs are supported through initial and ongoing training as well as continual collaboration with local and Corporate resources. In addition to providing our BDMs with today's leading sales software, Walden Security also offers employees generous benefits, including opportunities for career growth.

BDMs work closely with their General Manager/Regional Vice President (GM/RVP) within their assigned territory by performing the following duties.

Essential Duties and Responsibilities
 Produces sales results for 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 and 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 in-house Proposal team.
Prepares pricing proposal in collaboration with GM/RVP and CFO.
Presents and negotiates rates with clients; 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 branch operations team.
Successfully collaborates with multiple departments
Responds professionally and in a timely manner to all communication.
Diligently follows internal processes and 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; Meeting 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 – Approaches others in a tactful manner; 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.

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 four-year college or university, a minimum 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 service 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 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, payrates, 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 have knowledge of 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 company continuing education program to gain future certifications.
Valid Drivers' 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, ability to adjust focus and ability to see
and distinguish basic colors.

Work Environment
The work environment characteristics describes 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.

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