Business Development Director
COMPANY:
Bedroc
LOCATION:
Franklin, TN
SALARY/WAGE:
Dependent on Qualifications; Base +
Commission; Excellent Benefits
SALES
2+ years in outside sales, preferably in IT
or related field
Bachelor’s Degree or equivalent
experience
STATUS:
Full Time Employee
OCCUPATION:
OTHER SKILLS:
Information Technology
CITIZENSHIP:
U.S. Citizenship, EAD or Green Card
REQUIRED
JOB CATEGORY:
RELEVANT WORK
EXPERIENCE:
EDUCATION:
POSITION DESCRIPTION
The Business Development Director is an outside sales role with the responsibility of selling Bedroc products and professional services in the
Middle TN area.
This position reports to the Director of Sales.
Strategic Account/Territory
Planning
Forecasting and Managing Sales
Pipeline
Opportunity Management
Leveraging Internal Bedroc
Resources
Managing Customer Satisfaction
Building/Managing Knowledge
and Expertise
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STRATEGIC RESPONSIBILITIES
Identifies potential customers and creates opportunities
Prioritizes opportunities based upon known and potential opportunity
Researches customer’s industry and market
Identifies customer’s strategic and tactical business goals and needs
Identifies and profiles critical players in customer’s management team
Understands customer’s buying process and business cycles
Differentiates strategy and solutions to meet needs of different customers
Develops value proposition and vision
Drives both existing and newly created business to fill pipeline
Uses appropriate tools to provide upper management with sales forecasts
Manages pipeline to meet expectations set by local sales management (e.g., 2.5 X
quota)
Provides accurate weekly forecast
Works with partners to develop pipeline
Creates vision for customer account (technology and partnership)
Orchestrates and/or personally builds relationships at all levels of account
Creates presentations and proposal documents
Creates ROI analyses for sales opportunities
Identifies and manages the political infrastructures within account
Builds and maintains relationships with key players and decision-makers within
Bedroc and partners
Understands account's business models
Evaluates/introduces sales opportunities as appropriate to partner's business
Exchanges information with product management
Leverages local Bedroc resources (Technical, i.e. SE/product) and (Account, i.e. VP,
AM)
Coordinates all account activities and manages overall account team
Includes relevant Bedroc resources to negotiate a deal
Acts as single point of accountability for customer satisfaction
Serves as customer advocate within Bedroc to ensure prompt resolution of customer
problems
Understands Bedroc products, capabilities, deficiencies, challenges
Keeps up to date on trends and developments within targeted industry
Understands emerging technologies and partners/or acquired companies
Identifies competitors’ product’s capabilities, vulnerabilities and strategies
Stays current/understand new product releases/updates/features
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Knows and delivers presentations of key Bedroc strategy initiatives and messages
SKILLS/KNOWLEDGE/COMPETENCIES
1. Build Strategic Relationships
…establish relationships with key stakeholders throughout the customer organization.
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Develops multi-layered relationships within customer account.
Maintains a continuous presence throughout the customer account (before, during and after both wins and losses).
Acts as visible lead relationship manager in a multi-player (multi-org) team.
Works effectively at executive levels and with high profile contacts.
2. Drive Customer Success
…do whatever it takes to enhance success of Bedroc customers in their marketplace.
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Persists in the face of obstacles to get internal commitment to address customer’s needs and problems.
Communicates continually with customers/partners to keep them informed of opportunities and to elicit issues and concerns.
Acts in the long-term best interests of the customer’s business.
Stays involved after sale to work implementation issues.
Exceeds customer expectations on smaller sales with confidence that they will create larger opportunities.
3. Mobilize Resources
… quickly identify and set in motion the right resources to advance the sale.
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Clarifies vision, roles and expectations of virtual team at outset of sales opportunity to ensure alignment.
Solicits input from a variety of Bedroc professionals with contacts and experiences in customer accounts. (e.g., SEs, corporate
resources, etc.)
Goes beyond local resources to obtain corporate Bedroc resources that may be a better match for the sales opportunity.
Trains partners to transfer Bedroc knowledge, passion and focus.
Develops a network of internal contacts who can answer customer questions and provide guidance and information.
4. Get Business Results
…drive activities to accelerate the sales process and achieve sales goals.
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Partners with customers (resellers) to accelerate closes or pull deals forward.
Takes ownership and personal accountability for achieving results in all phases of the sales cycle.
Analyzes customer’s business flow to accurately forecast and target sales opportunities.
Wins business by creatively negotiating unique deals (e.g., partnership arrangement, etc.).
Sets a personal goal that is challenging and goes beyond assigned quota.
5. Plan and Manage Complex Sales Opportunities
… develops and executes on sales plans that provide insight and clear direction on the development of business inside an
account. Organize and keep on top of the multiple details associated with a sale.
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Drafts territory/account plans that leverage customer's business goals and cycles and internal buying processes.
Prioritizes opportunities effectively on sales plans and commits time and resources accordingly to increase success ratio.
Uses planning processes as a vehicle to create organization and focus during periods of rapid change.
Uses systematic, objective methods and tools to strategically plan and manage sales opportunities (e.g., TAS).
Leverages sales successes by replicating effective solutions and applying them to new opportunities (e.g., creating sales
templates).
Breaks large decisions or opportunities into manageable pieces in order to reduce the complexity of the sales situation.
Positions integrators/partners to take on responsibility for large scale implementation efforts.
Develops a contingency plan for dealing with anticipated obstacles.
6. Position Bedroc Strategically
…continually build foundation for future business opportunities within customer accounts or territory.
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Crafts proposals/solutions for dual purpose of meeting current need and creating foundation for future sales.
Positions Bedroc to block competitive encroachment in account plan.
Links strategic account plan to customer’s long-term business and goals.
Takes proactive steps to position Bedroc for changes in customers' organization or industry.
7. Demonstrate Business Knowledge and Skills
… demonstrates solid understanding of the business economics of customer segment or vertical market and how Bedroc
solutions add financial and strategic value.
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Studies customer’s business and industry to gain clear understanding of key business drivers and strategic issues.
Interprets financial information (e.g., annual report, 10 Q’s, 10 K’s, proxies, etc.) to better understand the customer’s business,
financial health and market position.
Keeps current on the capabilities and limitations of key competitors in his/her market space/industry.
Views projects requiring new capabilities/applications as opportunities to extend business knowledge and expertise.
Feels comfortable providing strategic business advice and counsel to customers (beyond product knowledge).
8. Sell Value of Bedroc
…go beyond the sale of technology/products to sell the value of Bedroc as a business/ecosystem partner.
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Leverages the Bedroc brand, reputation, and market presence at every opportunity.
Presents a compelling vision of where the customer’s business can go and how Bedroc can help them get there.
Wins business by selling Bedroc’s expert view on the future of the industry and technology.
Uses account problems as opportunities to demonstrate Bedroc strengths.
Provides Bedroc information/resources/best practices that assist customers in building a business plan or achieving their
business goals.
Educates the customer about the ecosystem concept and why it is an integral part of Bedroc’s value proposition.
Draws customer’s attention to best practice examples of Ecosystems that add real financial and strategic value to customers.
Builds effective relationships with Ecosystem partners and leverages them appropriately on sales opportunities.
9.
Act with Integrity
…operate with high professional and ethical standards by doing the right thing for customers and Bedroc.
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Presents an honest assessment of what Bedroc can and can’t deliver.
Knows when to walk away from unprofitable business.
Is willing to acknowledge own mistakes and weaknesses.
Accepts responsibility for supporting and carrying out policies and decisions even if he/she personally disagrees with them.
Challenges the status quo and recommends ideas or solutions that create improvement.
10. Demonstrate Technical Knowledge and Skills
…demonstrate solid understanding of Bedroc’s products and technical solutions to establish professional credibility with the
customer.
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Presents a thoughtful and compelling point-of-view to customers on technical issues; does not defer entirely to technical
support.
Recognizes the technical decisions that have the greatest impact on the direction of the customer’s business (and Bedroc’s
partnership) and ensures that they completely understand the significance of the issues that are involved.
Keeps current on innovations in technology which have implications for the direction of Bedroc and competitor products.
Strives to understand the technical fundamentals of customers’ products and services to better position Bedroc’s technical
value added.
Promotes technically innovative ways of addressing customer business requirements.
11. Know the Competition
… understands the strengths and weaknesses of competitor’s products, strategies and solutions and how to use that knowledge
to effectively sell against their competitive positioning.
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Understands how Bedroc’s competitive positioning relates to the positioning of individual competitors and what he/she must
do to achieve differentiation and the perception of greater value.
Recognizes the most significant competitive advantage of competitors from the perspective of individual customers and
prospects and addresses that advantage directly in his/her selling or proposal efforts.
Probes customers and partners for information and market intelligence on competitors (in a professional manner).
Searches out and employs the most effective win strategies against individual competitors.
Shares competitor market intelligence with others.
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COMPANY INFORMATION
Bedroc is an IT value-added reseller founded in 2009 by experienced industry professionals. We’ve experienced rapid growth yearover-year, with 34 full-time staff members. We take a unique approach to client problem-solving and have superior intellectual
capital among the management team.
BENEFITS
Extremely competitive compensation along with an outstanding incentive bonus structure
Comprehensive benefit package including health insurance, dental, vision, paid time off, matched 401k
A dynamic, fast-paced and rewarding work environment that is friendly, casual and flexible. Opportunity to work for a company that
invests in your success in a position that offers variety and opportunity for growth
Opportunity to be part of an innovative organization with unlimited industry growth potential