Business Development Manager (DC Metro Area)

Department: Rental
Reports To: Head of Revenue
FLSA Status: Exempt
Amount of Travel Required: 25%
Job Status: Full Time
Experience: 5-8 years
Location: Maryland / DC Metro
Compensation: Commensurate with experience 

POSITION SUMMARY:

The Business Development Manager role plays an important part in growing the company. They are responsible for driving the rental revenue of the mid-Atlantic region through key account management of existing top customers, new customers, new channels and new products. The individual must have strong presentation/communication skills as well as exceptional technical/product knowledge (scenic, live event industry preferred). The BDM must also have strategic/ analytical strength in interpreting data, utilizing CRM tools, reviewing regional revenue vs. budget targets. Must follow industry trends and local event calendars to find new business opportunities and turn them into additional revenue for the company.

RESPONSIBILITIES:

• Create and manage key customer prospect list – hunts/cold calls new customers across industries (AV, Event Planners, Hotels, Universities). BDM must cultivate and convert new business targets with greatest potential for rental revenue, identify new opportunities via trade shows, LinkedIn searches, association member lists and new quote report convert to customer
• Manage the relationships and revenue of existing top accounts in the region
• Attends one trade show or association event per month to keep Drape Kings brand “top of mind” & foster industry relationships
• Strong product knowledge across portfolio of rental products and ability to present and demo to customers and potential customers
• Act as the company liaison for their regions promotions, sponsorships with prior management approvals. Coordinate with marketing on tools & tactics needed to drive business growth
• Attends major and or notable installs to take photographs and install where possible to create regional content for marketing activities – website, social media, email blasts
• Manage the accuracy of the account information within their regional office for CRM activities
• Cultivate Strong Drape Kings interpersonal relationships within the company across functions which necessitates office time on regular basis to foster positive team dynamic
• Weekly Call Reports / Weekly Plans – submit to management weekly summary outlining prior week activities, total customer touchpoints and future week plans for managing time (office days vs. travel to customers). Must include photos of important installs for marketing purposes
• Develop customer call cycle – 30/60/90 day for Key Customers and NEW Prospects to assure we maximize our total customer touchpoints and total business potential
• Ability to analyze revenue reports as run by finance and provide monthly, quarterly and annual reviews of the business including budget achievement, new product success and project future business
• Travel to customers within the mid-Atlantic region and trade shows as needed
• Manage T&E expenses as per company policy

QUALIFICATIONS:

• Bachelor’s degree (B.A./B.S.) in Business / Marketing
• 5-8 years Sales / Business development experience and example of prior experience in growing revenue for prior company (live event industry a PLUS)
• Strong selling skills with a “hunter” mentality
• Ability to overcome objections; can position company and products vs. competitors
• Competence in pitching and demonstrating products to customers
• Organizational skills in planning time to maximize revenue to company
• Excellent written and oral communication skills
• Versatility, flexibility, and a willingness to work within constantly changing priorities with enthusiasm
• Ability to work independently and as a member of various teams and committees; possesses the maturity to know how to work cross-functionally to get the job completed at top quality performance
• Good judgement with the ability to make timely and sound decisions

COMPETENCIES:

• Oral Communication–Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.
• Written Communication–Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information.
• Teamwork–Balances team and individual responsibilities; Exhibits objectivity and openness to others’ views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone’s efforts to succeed.
• Motivation–Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals.
• Planning/Organizing–Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Organizes or schedules other people and their tasks; Develops realistic action plans.

Please send resumes to kd@drapekings.com