The Corporate Business Development Manager (CBDM) is responsible for growing IEEE's non-legacy base of products worldwide. These products include, but are not limited to, InnovationQ Plus, eLearning, and other newly introduced products.
He or she will represent IEEE and grow IEEE revenues of the aforementioned online products to both existing customers and new prospects globally. The CBDM will work closely with Account Executives and National Account Managers for cross-sell opportunities to existing IEEE clients and as be serve as the SME on other global efforts. The CBDM will be responsible for generating between $350,000 and $700,000 in new business annually for non-legacy products. The role reports to the Director Sales and Business Development and requires minimal supervision.
Key Responsibilities
Expansion/Upgrade Sales - Work with assigned base accounts to identify any and all opportunities for cross over and add on sales.
Identify new contacts at existing accounts for non-legacy products
New Business Prospecting - Work daily to expand the reach of IEEE’s non-legacy products via an annual pre-defined list of new business targets, leads generated by IEEE’s lead generation programs, or own prospecting efforts.
Work with Sales Director to:
Devise a sales and marketing strategy to increase sales to prospect organizations.
Identify needs/pain points of existing and potential customers for new products
Update contacts and account information in SFDC
Coordinate with CSM team and encourage onboarding and training. Monitor customer usage regularly to identify low usage accounts early and submit lists of low usage accounts to Account Executive/Managers and CSM’s for intervention
Manage key business relationships: Work with Fortune 500 companies, strategic mid-size companies, and small organizations to promote use of IEEE non-legacy products.
Foster relationships with engineering and R&D management at client and prospect organizations to raise the awareness and profile of the IEEE. Understand each account’s problems, needs and people.
Train clients and prospects in proper use of products purchased or being considered. Work closely with the Client Services Managers and partner organizations to address the training needs of renewal and new accounts.
Business travel required. It is expected that the CBDM will spend approximately 50% of his or her time traveling for customer visits, to attend industry tradeshows and conferences, and to provide onboarding or training to new clients. Frequent overnight travel will be required due to territory size. International travel may be required.
Customer service – The CBDM must be comfortable with handling front line customer service issues, and route advanced service problems and complaints from customers to the appropriate department within IEEE in a timely fashion and stay involved with ongoing issue resolution.
Credit and collections – As part of the sales process, assist the credit and collections department when needed to collect past due balances. Maintain up to date customer files – Record all outbound and inbound sales activity (calls, quotes, e-mails, concerns, inquiries, contracts, etc.) in our online CRM system - Salesforce.com (SFDC).
Assist in Marketing Efforts:
Help to identify and develop new product and service opportunities with product marketing and product management organizations
Test potential product offerings with customer base for feasibility
Provide information and feedback gathered through field activity to appropriate company staff
Design marketing campaigns for target markets
Training/Knowledge Advancement
Establish and maintain product knowledge - stay on top of product enhancements/changes and incorporate these features/benefits into sales presentations. The CBDM should have sufficient knowledge of all IEEE online product offerings to provide customer training when necessary.
CBDM must understand the STM and intellectual property market-places and competitive landscape and any opportunities or threats facing our organization. The CBDM must be able to effectively convey our value proposition and know how our products differ from others in its class.
Administrative
Reporting - CBDM must keep management informed by submitting descriptive and actionable weekly sales reports and updating CRM system daily.
Forecasting – Submit accurate sales pipeline forecast via SFDC monthly and keep total expenses up to date. Responsible for personal Travel Expense budget - Reconcile business expenses on a monthly basis at minimum.
Education
Bachelor's degree or equivalent experience Req
Bachelor's degree or equivalent experience Business or Engineering Pref
Work Experience
4-7 years Business experience Req
4-7 years Direct sales experience selling high ticket items to Engineering, IT, Intellectual Property or R&D groups. Req
Experience in the Engineering or Intellectual Property industry Pref
Experience managing accounts, working with high level procurement groups and managing complex negotiations for Enterprise-wide contracts vs. transactional selling. Req
Comfortable working with C-level executives. Req
Proven track record in new business sales and customer retention Req
Skills and Requirements
Strong skills in communication, project management and time management required
Must be technologically savvy knowledge worker who seeks out technology solutions to business challenges
Specific technology knowledge and experience needed to produce desired outcomes include: PC skills particularly with Microsoft Word, PowerPoint, Excel, CRM software
Excellent presentation skills to audiences of up to 100 people. Must be able to make a sales presentation in person and via webex. Territory reviews (in person) twice per year to the Sales and Marketing department and managers is required.
Must possess strong written communication skills in order to prepare reports, sales quotations, recommendations and requests for action that may be addressed to the IEEE Board, Senior Volunteers and Staff Leadership. Excellent writer able to convey key messages concisely, able to draw recipient / reader into action.
Business fluency in other languages will be looked upon favorably since some of the new business leads are international is preferred.
Other Requirements:
As defined in IEEE Policies, individuals currently serving on an IEEE board or committee are not eligible to apply.
PLEASE NOTE: This position is not budgeted for employer-sponsored immigration support, this includes all persons in F (both CPT and OPT), J, H, L, or O status.
For information on work demands and conditions required for this position, please consult the reference document, "Physical, Mental, and Work Environment Standards for IEEE Positions." This position is classified under Category I - Office Positions.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
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Disclaimer: This job description is proprietary to IEEE. It outlines the general nature and key features performed by various positions that share the same job classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties and qualifications required of all employees assigned to the job. Nothing in this job description restricts management’s right to assign or re-assign duties to this job at any time due to reasonable accommodations or other business reasons.
