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Summary:
- The Business Development Executive is part of the Revenue Generation division, predominantly focused on the US market.
- The role involves driving new opportunities/prospects through to closure and supporting the achievement of annual revenue targets for the region.
- The position requires working with internal stakeholders to respond to demand created through marketing and sales methods.
- The role involves networking and problem-solving, engaging with all levels of client organizations.
- This is a remote role, with 60% working from home and 40% traveling to potential clients.
- Competitive Capabilities International has an office in Houston, Texas.
- Candidates based in Central, North, and East America are preferred.
Responsibilities:
- Drive new business by developing relationships with prospective accounts.
- Deliver individual and collective sales revenue targets with prospective clients.
- Leverage Competitive Capabilities International’s ERA3 sales methodology to ensure a systematic approach to opportunity development.
- Ensure communication and sales activities are documented and updated in the CRM system.
- Maintain a competitive advantage through impactful communications with prospects.
- Own the diagnose, design, and close stages of the sales process using a consultative approach.
- Identify decision-makers and influencers, discovering prospects’ pain points and mapping solutions to their needs.
- Develop a value hypothesis to establish relationships with the C-Suite and key decision-makers.
- Influence clients’ selection process and evaluation criteria.
- Coordinate meetings with prospective clients and drive the sales process.
- Manage proposals and negotiations with key decision-makers.
- Work closely with the Head of Sales Operations on commercial and legal contracts.
- Develop and manage accurate budgets and forecasts.
- Prepare weekly progress, pipeline, and forecast reports with the regional team.
- Maintain product and services knowledge.
- Stay updated on industry trends, methodologies, and emerging technologies.
- Maintain personal professional development by seeking feedback and identifying learning opportunities.
Requirements:
- BA/BS in Engineering, Operations Management, or Business Administration (with an emphasis in Supply Chain or Finance and Accounting).
- Lean Six Sigma Green Belt Certification or equivalent experience.
- MBA preferred.
- Lean Six Sigma Black Belt Certification.
- Experience selling software to Manufacturing and Supply Chain organizations.
- 7-10 years of consultative sales experience, preferably in a technical sales capacity.
- Proven track record of meeting and exceeding revenue targets.
- Experience in lead generation and pipeline management.
- Strong negotiation skills and understanding of commercial and legal contracts.
- Experience using Salesforce or other CRM tools.
- Strong business acumen, financial analysis, and reporting skills.
- Knowledge of world-class manufacturing principles and supply chain optimization practices.
- Ability to collaborate with product SMEs and consultants to customize solutions.
- Self-starter with a sense of urgency and ability to overcome rejection.
Benefits:
- Competitive base salary and benefits.
- Sales incentive program (approximately 30% of salary).
