Business Development Manager

Job Description

The Business Development Manager (BDM) is a key strategic sales and market leader responsible for driving new business within the systems and software engineering segments. The BDM will focus on growth strategy within dedicated verticals, collaborating with contract staffing account managers to educate and lead them on strategic initiatives. The BDM will cultivate relationships with current clients to expand existing business and partner with internal Global Practice leaders to ensure a consistent and effective approach for all prospective customers. Success in this role requires a goal-oriented 'hunter' who has demonstrated proven success with engineering services and is accountable for revenue generation and growth of net new business on large, national accounts.

ResponsibilitiesIdentify new systems and software engineering services opportunities within target accounts aligned to strategic focus.Provide subject-matter expertise by understanding the competitive landscape in systems and software engineering for various industries including aerospace & defense, transportation, consumer & industrial, and utilities & construction.Utilize consultative selling techniques to drive market/customer share by increasing deal size and moving deals up the services/consulting value chain.Achieve growth goals by expanding current account relationships and winning new accounts.Demonstrate strong business acumen to navigate sales (new and expansions), RFXs, presentations, contracts, negotiations, internal and external QBRs, communications, technology, reporting, and leading by influence.Consistently interface with customers to build relationships with executive sponsors and key decision-makers.Report and effectively manage account plans and perform root cause analysis to address gaps between performance or evolving account strategy as necessary.Provide subject matter expertise in vertical industry to target and win new business in the assigned account(s) as well as possibly supporting other similar account expansion.Enlist Corporate functions (Legal, Marketing, Finance, Professional Development, Human Resources, etc.) to ensure appropriate functioning in large account set-up including contractual requirements, processes, systems, regulatory requirements, etc.Build and maintain strong alliance with Delivery Operations to address and provide feedback and solutions to all continuous business process improvement.Demonstrate core leadership skills including relationship building, organizational agility, command skills, and institutional stretch assignments.SkillsMinimum 10 years of sales/business development experience involving identifying, initiating, cultivating, and managing customer portfolio (Fortune 100/500).Minimum 5 years sales experience offering technical services with proven success identifying and developing outsourced technical project and/or talent-based service opportunities.Demonstrated experience selling engineering solutions required; experience offering systems and software engineering solutions desired.Ability to collaborate with internal partners and work with subject-matter-experts to drive prospective deals to a close.Excellent communication skills with ability to present to executive stakeholders throughout internal and external client organizations.Ability to diagnose customer goals and pain-points and align to solution offerings and capabilities.Ability to utilize sales/CRM systems and document client intelligence information; prior experience utilizing Salesforce preferred.Proven ability to effectively align customer goals with company solution offerings and capabilities.Ability to travel regionally to customer and/or internal meetings as required, up to 50%.Additional Skills & QualificationsExperience with technical sales and account management.Proficiency in cold calling and business development.Ability to provide subject matter expertise in targeted verticals.Knowledge of competitive landscape in systems and software engineering.Proficiency in consultative selling techniques.

REFCR2023

About Actalent

Actalent is a global leader in engineering and sciences services and talent solutions. We help visionary companies advance their engineering and science initiatives through access to specialized experts who drive scale, innovation and speed to market. With a network of almost 30,000 consultants and more than 4,500 clients across the U.S., Canada, Asia and Europe, Actalent serves many of the Fortune 500.

Diversity, Equity & Inclusion

At Actalent, diversity and inclusion are a bridge towards the equity and success of our people. DE&I are embedded into our culture through:

Hiring diverse talent Maintaining an inclusive environment through persistent self-reflection Building a culture of care, engagement, and recognition with clear outcomes Ensuring growth opportunities for our people

The company is an equal opportunity employer and will consider all applications without regard to race, sex, age, color, religion, national origin, veteran status, disability, sexual orientation, gender identity, genetic information or any characteristic protected by law.

If you would like to request a reasonable accommodation, such as the modification or adjustment of the job application process or interviewing process due to a disability, please email actalentaccommodation@actalentservices.com for other accommodation options.