CURRENT OPPORTUNITIES

The Business Development Manager is responsible for prospecting existing customers, inbound leads, and new business. Must be a strong new business “hunter”.  Write your own contracts from templates and provide project management over projects sold. Must be a self-starter willing to perform up to and beyond standards.  Type A person but must be a verified group worker. Likeable customer personality. Sells $4M / year in services. Experience in the federal market a plus. Applicants should have 6 – 8 years of related experience and a 4-year degree.

This is a hands-on position. Ideal candidate will make a minimum of 35 dials a day plus supporting emails. Sell to Director and VP level decision makers at large and small federal contractors. Build relationships with clients. Negotiate consultant rates and contract terms with clients. Manage and update the Salesforce (CRM) database including –calls, client records, notes from each call, and appointments set. Handle conflict resolution with clients when an issue arises.  Attend networking events and trade shows. Promotion to VP possible after 1 or 2 years of successful sales.

More Extensive position description:

RESPONSIBILITIES:

• Consult with enterprise decision makers, through self-generated activity to educate them on our services. Help customer define requirements for consultant talent
• Find and research businesses that would benefit from our services
• Make a combination of 35-75 sales calls and emails per day to prospective clients
• Sell core services of proposal staff augmentation / proposal consulting
• Manage and update the Salesforce (CRM) database including –calls, client records, notes from each call, appointments set, etc.
• Use various internet tools (such as LinkedIn and ZoomInfo) to make new prospecting connections into new or existing accounts
• Develop sales skills and maintain a comprehensive understanding of the OCI suite of servicing options; remain up to date with new customer and RFP initiatives, services, industry trends, and other relevant information of interest to customers
• Gain an understanding of each client’s or prospect’s environments, needs, and potential time frame for support services
• Prepare accurate reports on a daily, weekly, or monthly basis as defined by management
• Meet or exceed monthly activity and lead generation metrics to achieve revenue targets as set by management
• Send all information requested by prospects along with proposals in a timely manner
• Make a daily review of the leads provided from the different sources and funnels
• Achieve revenue quota
• Display a strong working knowledge of the typical skill sets that OCI provides to its clients. These skill sets typically are Proposal Manager, Volume Manager, Technical Writer, Proposal Writer, Pricing Analyst, Technical Editor, Copy Editor, Proposal Coordinator, Graphics Artist, and Desktop Publisher.  To a lesser degree – Orals Coach and Price to Win (PTW) Analyst
• Execute an effective discovery of client requirements to ensure that the right person, skill set, and personality are provided to the client to ensure a successful consulting engagement
• Develop a strong knowledge of the leading individuals in the OCI Consultant base and their strengths/weaknesses/capabilities to help ensure that a selected consultant is being placed in an environment where they will succeed
• Develop strong relationships with consultants so they display loyalty to the OCI brand and help OCI foster and grow relationships within accounts
• Build relationships with clients, including fostering C-level relationships where possible
• Negotiate consultant rates and contract terms with new and existing clients to foster close of business
• Work with OCI Proposal Managers to provide Cost ROMs for potential projects when required
• Follow up with clients post-engagement to ensure satisfaction and success
• Handle conflict resolution with clients when an issue arises regarding the quality of work or unprofessional consultant behavior or unwarranted client push-back as sometimes occurs with Small businesses
• Attend networking events and trade shows to foster new/existing client relationships as directed by OCI President or when appropriate

QUALIFICATIONS:

• Experience Problem Solving – Identify and resolve problems in a timely manner; gather and analyze information skillfully; develop alternative solutions; work well in group problem-solving situations
• Adaptability – Adapt to changes in the work environment; manage competing demands; change approach or method to best fit the situation; able to deal with frequent change, delays, or unexpected events
• Attendance/Punctuality – Is consistently at work and on time; ensures work responsibilities are covered when absent; arrives at meetings and appointments on time
• Inspire the trust of others; work with integrity and ethically; uphold organizational values
• Displays willingness to make decisions; exhibits sound and accurate judgment; support and explain the reasoning for decisions
• Demonstrates persistence and overcomes obstacles; measures self against standard of excellence
• Prioritize and plan work activities; use time efficiently; sets goals and objectives; organize or schedule other people and their tasks
• Develop a plan to connect with existing customers and develop new customers.  The plan should include activities:  Quantity of calls, emails, presentations, etc.  The plan should take into account a 30 / 60 / 90 day  rolling pipeline with an appropriate mix of small, medium, and large opportunities to reach goal

COMPENSATION:

$145 – $180,000 Including base, bonus, and commission.  Work 100% offsite.

Applicants should submit resumes to rsmith@ociwins.com