Business Development Manager

The Business Development Manager (BDM) will lead the company’s outbound sales efforts and perform high revenue potential sales calls to ensure a successful direct sales program in accordance with established goals and objectives. The BDM is responsible for meeting individual and company revenue goals by implementing the brand’s service strategy and applicable brand initiatives in all aspects of the sales process and focuses on building new customer relationships and Vario brand awareness. They will evaluate the company’s participation in the various sales channels and develop strong working relationships to proactively position and market the company.

CORE WORK ACTIVITIES

• Identify potential clients in the target market and complete appropriate research on the prospective client's business and equipment needs.
• Develop relationships with prospective clients, while maintaining existing client relationships
• Partner with sales teams to create contract-winning proposals for current and prospective clients.
• Become a subject matter expert on our business products, processes and operations, and remain up to date on industry news.
• Manage the development of a strategic account plan for the demand generators in the market.
• Manage the company's proactive sales efforts.
• Consistently update and manage input into company CRM and utilize it as the primary outreach tool.
• Collaborate with the Marketing team to develop and deploy innovative marketing ideas to grow market share
• Provide customer intelligence in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed customer expectations.
• Research competitor’s sales team strategies to identify ways to increase market share.
• Actively participate in sales strategy meetings.
• Participate in sales calls with members of the Sales and Marketing team to acquire new business and/or close potential business.
• Identify and develop strong community and public relations opportunities and coordinate activities including participation in local, regional and national trade shows to augment the overall marketing communication strategy.
• Execute and support the company’s core values and brand.
• Execute and support the operational aspects of business booked where appropriate and necessary (e.g., generating proposals, writing contracts, customer correspondence).
• Maintain successful performance by increasing revenues, controlling expenses and providing a return on investment for the company.
• Perform other duties, as assigned, to meet business needs.
• Develop strong partnerships with organizations to further increase brand/product awareness.
• Execute exemplary customer service to drive customer satisfaction and loyalty. Monitor customer satisfaction before, during and after their program/event.
• Serve the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to the company.
• Gain understanding of the company’s primary target customer and service expectations; serve the customer by understanding their business, business issues and concerns, to offer better business solutions both prior to, and during the program/event.
• Evaluate the company’s participation in the various sales channels and develop strong working relationships to proactively position and market the company.

HOURS AND TRAVEL EXPECTATIONS

• Work Hours vary, flexibility is a must, early mornings and late nights are not out of the ordinary.
• National travel (up to 50%) anticipated.

BENEFITS AND COMPENSATION

This is a full-time, exempt position, with a base salary range of $75,000 - $90,000 annually, commensurate with experience and an expected OTE range of $95,000-$115,000 plus Vario's benefits package:

• 401(k) with Company Match
• Medical, Dental, Vision, and Life Insurance
• Long- and Short-Term Disability
• Bonus and Commission Opportunities
• Paid Vacation, Sick, and Holidays
• Training opportunities
• Flexible and distributed remote work environment

Required Qualifications:

Education and Experience

• Must reside in Southern California
• 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major
• 5 years’ experience in the sales and marketing event industry or related professional area.

AND

Primary Qualifications: 

• Strong written, editing, and communication skills
• Firm grasp on various sales communication channels, and best practices for phone and email sales
• Must know how to build lasting client relationships, respond to customer inquiries in a timely manner, and interface with the Marketing team to further sales initiatives
• Demonstrated skills in networking and working with multiple customers

Additional Skills:

• Strong computer skills is a must (including Word, Excel, Google Docs) and CRM tool management such as HubSpot
• Flexible schedule including potential evening and weekend availability during event conferences
• Customer service oriented; self-managed and goal oriented; good presentation, people skills; ability to work in a team environment and be a motivating influence
• Excellent organization and time-management, thoroughness and the ability to handle multiple priorities
• Must be a self-starter and able to independently move projects forward, prioritize tasks, and meet deadlines

Preferred Qualifications:

• 4 year college degree
• Experience in sales B2B relationship with large companies
• Demonstrating progressive career growth and a pattern of exceptional performance