Central California, CA, USA ● Fresno, CA, USA ● Modesto, CA, USA ● Sacramento, CA, USA Req #738
Tuesday, July 2, 2024
Company: CB Pacific
About Us CB Pacific Inc. is a manufacturer's representative and distributor firm in the Pacific Northwest. Since 1994, CB Pacific has been providing quality instrumentation and process control equipment to the Aerospace, Oil & Gas, Pulp & Paper, Power & Water Utilities, and Manufacturing business sectors. CB Pacific is proud to represent such firms as GE, Valtek, Yokogawa, MSA, and DeZURIK, to name a few.
Summary
The Business Development Manager pursues leads and drives sales activity to meet ambitious targets.
Responsibilities
Proactively identifies and pursues new sales opportunities.
Spends the majority of time meeting face-to-face with new or existing customers to create new sales opportunities.
Develops and implements strategic account plans to proactively pursue new business.
consultatively sells technology to new and existing customers.
Recommends technical solutions to solve customer problems.
In conjunction with CB management, negotiates pricing with principals and customers within established principal pricing guidelines.
Proactively assesses and ensures customer satisfaction to sustain strong and profitable relationships.
Maintains current knowledge of principal products and new technology.
Maintains current knowledge of industries in the territory and competitive landscape.
Accurately and timely documents sales opportunities and activities, such as meetings, emails, and phone conversations in the Company CRM system.
Competencies
Decision Quality: Makes good decisions based upon a mixture of analysis, wisdom, experience, and judgment; most of his/her solutions and suggestions turn out to be correct and accurate when judged over time; sought out by others for advice and solutions.
Informing: Provides the information people need to know to do their jobs and to feel good about being a member of the team, unit, and/or the organization; provides individuals information so that they can make accurate decisions; is timely with information.
Interpersonal Savvy: Relates well to all kinds of people, up, down, and sideways, inside and outside the organization; builds appropriate rapport; builds constructive and effective relationships; uses diplomacy and tact; can diffuse even high-tension situations comfortably.
Negotiating: Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships; can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.
Peer Relationships: Can quickly find common ground and solve problems for the good of all; can represent his/her own interests and yet be fair to other groups; can solve problems with peers with a minimum of noise; is seen as a team player and is cooperative; easily gains trust and support of peers; encourages collaboration; can be candid with peers.
Perseverance: Pursues everything with energy, drive, and a need to finish; seldom gives up before finishing, especially in the face of resistance or setbacks.
Planning: Accurately scopes out length and difficulty of tasks and projects; sets objectives and goals; breaks down work into the process steps; develops schedules and task/people assignments; anticipates and adjusts for problems and roadblocks; measures performance against goals; evaluates results.
Presentation Skills: Is effective in a variety of formal presentation settings: one-on-one, small and large groups, with peers, direct reports, and bosses; is effective both inside and outside the organization, on both cool data and hot and controversial topics; commands attention and can manage group processes during the presentation; can change tactics midstream when something isn't working.
Drive for Results: Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results.
Technical Learning: Picks up on technical things quickly; can learn new skills and knowledge; is good at learning new industry, company, product, or technical knowledge; does well in technical courses and seminars.
Qualifications
Bachelor's degree plus 5-9 years related experience.
Deep knowledge of product lines and related technology.
Knowledge of or ability to learn customer process and business practices to identify products that provide optimal solutions.
Understanding of the technology sales process, including lead generation, lead pursuit, closing techniques, and customer relationship management.
Understanding of discounting, margins, and multipliers.
Strong working knowledge of Microsoft office suite of products and CRM (SalesForce)
Latitude
Wide latitude for independent judgment and decision-making
Other Important Information about this Position
This position is conducive to remote work; most of the time is spent on outside sales calls.
Regional travel to customer locations is necessary; reliable transportation is essential.
This position's hours are typically Monday through Friday, with some flexibility based on business and personal needs.
Every position requires certain physical capabilities. CB Pacific seeks to make reasonable accommodations that enable individuals with disabilities to perform essential duties when possible.
