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Rimkus · 2 hours ago

Senior Business Development Manager

Willowbrook, IL

Full-time

Onsite

Senior Level

$163K/yr - $244K/yr

5+ years exp

Rimkus is a worldwide leader in Engineering and Technical Consulting, offering opportunities for growth and learning. The Senior Business Development Manager will promote the company’s expert services, secure new business, and maintain client relationships within an assigned sales territory.

ConstructionConsultingIndustrial

Responsibilities

Responsible for the development and execution of competitive sales and relationship development strategies designed to secure maximum market potential and client satisfaction within the assigned territory

Identifies and pursues prospective clients, leveraging internal and external resources to develop new relationships and opportunities

Sells the company’s services to prospective clients (i.e., insurance carriers, law firms, corporate and commercial clients, and municipalities/government agencies) to secure new client accounts, deeper client penetration, and repeat business

Reinforces relationships with current clients through regular contact and promotion of value-added services for future business

Effectively plans for and executes the targeted number of value-added in-person client contacts (i.e., Growth Calls) each Week to increase market penetration and share; effectively follows up to nurture and close sales opportunities

Maintains and updates client relationship management (“CRM”) system database with accurate documentation of contacts, activities, leads, and opportunities on a real-time basis

Leverages CRM to develop and track individual business development efforts

Receives incoming assignments/opportunities from clients and coordinates with operations to provide qualified, available experts for consideration

Maintains good relationships among company operations personnel, serving as the liaison between them and our clients where required

Supports operations as required to address/resolve outstanding client concerns or needs

Secures, coordinates, and manages the presentation of continuing education seminars for insurance carriers, law firms, and associations

Participates in key sales strategies, industry events, trade shows, and electronic contract programs

Attends client-related professional and social functions, conventions, and events as needed to promote the company’s services, which may require occasional after-business hours work and travel

Supports efforts for timely collection of client receivables

Client Visits- 24 hours per week or 60% of the employee's week is dedicated to client visits

Primary responsibility includes relationship management, pitching & prospecting, visit planning & follow-up, and opportunity follow up

Target of eight (8) visits per Week specifically aimed at pitching & prospecting (“Growth Calls”), in addition to relationship management visits as needed

Note, a video conference can be permissible as an effective substitute for in-person

Prospecting Research- 8 hours or 20 percent of the week, the BDM will participate in prospecting research

Includes the work required to identify potential clients and arrange new client relationship development visits (e.g., online research, emails, and phone calls)

CRM/Admin-The BDM Expectation is two hours per week

CRM / Admin responsibilities should happen in real-time throughout the Week (versus in a block at the end of the Week)

Training- The BDM will spend approximately 1 hour per week in training

BDMs should dedicate time to further developing their sales capabilities or Rimkus services knowledge

Includes company- and self-driven trainings

Internal Communications- The BMD will spend approximately 3 hours or 7.5% of their week in this task

Collective time in scheduled or unscheduled internal meetings not related to client development

Accounts Receivable-In this role, the BD will spend at least 1 hour or 2.5% of their week on this task

Collect outstanding receivables where additional support/weight is required by Finance

Other- The BDM will spend approximately 1 hour or 2.5% of their week completing other administrative tasks

Qualification

Business DevelopmentClient Relationship ManagementSales Strategy DevelopmentCRM Software ProficiencyMarket ResearchInterpersonal SkillsWritten CommunicationVerbal CommunicationTeam CollaborationSelf-Motivation

Required

B.A Marketing/Business degree or higher

Minimum of 5 years of professional-level experience in marketing, sales, or service

Must have a high level of professionalism, well-developed interpersonal skills, and professional dress and demeanor

Must be a self-starter, self-motivated, multi-tasker, and able to work independently or within a team

Must be highly perceptive; capable of interacting and communicating with individuals at all levels, exercising diplomacy and tact

Must have strong proficiency across computer software applications in word processing, spreadsheets, email, and database software (M.S. Word, Excel, Outlook, and Access)

Must have outstanding written and verbal communication skills

Work requires continual attention to detail, establishing priorities, and meeting deadlines

Must be able to read, analyze and understand information and ideas presented in writing

Must have a strong understanding of industry-specific concepts and terminology

Skill set must include an ability to respond in writing or verbally to inquiries regarding company services, client accounts, and general inquiries from team members and clients

Must be able to produce and disseminate correspondence (i.e., emails, letters, etc.) as requested

Work is primarily performed in an office setting, including corporate, client, and field offices

Driving a vehicle to clients and field offices is required

While performing this job, the employee is frequently required to stand, walk, sit, hear, and talk (must be able to speak and communicate clearly with clients, vendors, and coworkers)

In addition, the employee may be required to lift and/or move up to 25 pounds

Clear vision and depth perception are also necessary

Available during business hours

A high degree of responsiveness to client inquiries – immediate where feasible or within two hours as a minimum

Responsive to internal inquiries – acknowledgment within two hours where feasible or within 24 hours as a minimum

A high degree of judgment for client entertainment and budget management

Share weekly calendar and provide transparency in availability

Abide by the general code of conduct and company policies and acts as an effective Rimkus brand ambassador

Effectively utilizes company resources to engage in self-development of sales skills and services expertise

Develops sales process expertise and service-offering proficiency within three months of employment and service-offering expertise within one year of employment

Reinforce firm values through client and intercompany interactions

Integrity: Serves as a strong brand ambassador and steward of company resources

Accountability: Demonstrates transparency and ownership of work product and results

Commitment: Embraces company goals and shows initiative to help grow the business

Teamwork: Collaborative across departments to support overall firm objectives

This position is classified as salaried with an exempt FLSA status

Regular working hours are 8:00 a.m. to 5:00 p.m., Monday through Friday, with one hour for lunch

There will be periods where overtime will be required, which the employee will need to comply with in order to meet the demands of the position

This position requires up to 40% travel

Some out-of-area and overnight travel will likely be required