Business Development Manager West, Signs

SWARCO McCain, Inc. is committed to delivering high-quality products and service to our customers. As we continue to expand our presence in the market, we are seeking a dynamic and results-driven Signs Business Development Manager to join our team and drive sales growth in the western region.

As the Signs Business Development Manager, you will will be responsible for small and large sales opportunities with both existing customers and new customers in State and Local Government, with the main concentration being the company’s complete line of Sign products; including but not limited to our Dynamic Message Signs and Illuminated Street Name Signs. You will work closely with the team to execute sales and business development plans according to specified quotas and quantifiable growth and margin targets.    

Responsibilities and Duties

1. Work closely with the Director of Signs on development and execution of a sales strategy in the assigned region, adhere to available resources and sales objectives. This includes both direct sales and engagement with select channel partners. Execute on said sales strategy with a hands-on approach and closing of business transactions. 
2. Identify, generate, and develop new business opportunities and customer relationships.
3. Continue to generate and expand new sales and business leads, in part from industry events, networking, and research.
4. Collaboratively communicate and work with cross functional teams to drive revenue with new and existing customers. 
5. Own the sales process for medium to large new customers from the first discovery encounter to contract negotiation, deal closing, fulfillment and billing. 
6. Maintain an accurate sales pipeline and forecast to ensure visibility of short, medium, and long-term opportunities into CRM system.
7. Meet and exceed the assigned quarterly and annual revenue and profitability objectives.
8. Support partners, as appropriate, in their sales process, from lead generation to closing deals.

• Minimum 5 years of outside sales experience, ideally in Digital Signage and or the A/V industry.
• Experience in working with Department of Transportation required.
• Proficiency in technology / solution sales within mid-size and large enterprise accounts.
• Experience in utilizing a consultative solution-selling approach with prospecting mentality.
• Ability to work independently and remotely with minimal supervision.
• Persistent, professional, reliable, and excellent follow-through skills to close the deal.
• Proven solution selling skills and ability to manage strategic sales cycles.
• Demonstrated relationship and account management skills.
• Very strong presentation and communication skills – both written and verbal; must be very comfortable giving presentations and articulating product/technology benefits.
• Experience with building and maintaining long-term client relationships.
• Working knowledge of MS Office, PowerPoint, and CRM.  
• Good driving record. 
• Ability to travel by car or plane.

Physical Conditions / Requirements

• No unusual physical requirements. It requires no heavy lifting, and nearly all work is done in a comfortable indoor facility.
• Occasional – Routine deadlines; usually sufficient lead time; variance in work volume seasonal and predictable; priorities can be anticipated; some interruptions are present; involves occasional exposure to demands and pressures from persons other than immediate supervisor.
• Job frequently requires sitting and handling objects with hands.
• Job occasionally requires standing, walking, bending, reaching, talking, hearing, and lifting up to 10 pounds.
• Hearing requirements: Ability to hear people over the telephone and in person.
• Vision requirements: Ability to see information in print and/or electronically.
• Occasionally talking on the phone with internal and external customers.  
• Job frequently requires domestic travel up to 50%.

As a member of our team, you will enjoy

• A GREAT work environment with fun, friendly, knowledgeable and helpful team members.
• Benefits package to support you and your family’s health. From medical, dental, and vision, to flexible spending accounts for both health and dependent care.
• Educational reimbursement to help keep your career undated.
• Save money on tickets to the San Diego Zoo, other amusement parks, movies, indoor skydiving and so much more with our employee discount program.
• Paid time off, holidays, company-matched 401(k) plan and more!