Business Development Manager – New Business Dallas, TX

Job Summary

The Business Development Manager – New Business will work to establish and expand IMPACT Group’s footprint by focusing on three main areas: (1) managing current relationships including cross selling and up selling; (2) generating new business for IMPACT Group in leadership development and outplacement, and (3) serving as a subject matter expert in leadership and outplacement to help understand client needs and scope client projects.

We are seeking a Business Development Manager – New Business to join our growing team. This role is nearly fully remote with about 10-15% travel to clients.

Managing current relationships including cross selling and up selling

• Carries an individual quota consisting primarily of current accounts with the goal of growing current business and finding new opportunities with each account.
• Ensures renewal, growth and profitability of assigned accounts by product line.
• Manages client retention through excellent service and strong internal and external relationships.
• Interacts with clients on a strategic level and builds and maintains relationships with multiple stakeholders at each client, including high level stakeholders.
• Develops annual account plans in conjunction with manager and all appropriate internal stakeholders.
• Works with the Account Management and Operations teams to resolve any customer or client needs.
• Utilizes  (SFDC) to track potential business opportunities.
• Develops and maintains mastery in positioning and leveraging IMPACT Group services and solutions to customers.

Generating new business for IMPACT Group

• Sells new business with net new customers.
• Utilizes conceptual selling and strategic selling principles to target and win business for IMPACT Group.
• Works with marketing team on following up on qualified leads to turn those leads into customers via targeted outreach and follow-up.
• Carries an individual quota and seeks out new opportunities to develop IMPACT Group’s presence with new and existing customers for leadership development and outplacement.
• Creates and implements a territory plan for acquiring new customers in the Region.
• Utilizes conceptual selling and strategic selling principles, including building relationships with multiple stakeholders to target and win business for IMPACT Group.
• Prospects for leads utilizing a variety of strategies including leveraging personal networks, Linked In, networking events, referrals, etc.
• Works with marketing team on following up on qualified leads to turn those leads into customers via targeted outreach and follow-up.
• Utilizes  (SFDC) to track prospects and potential business opportunities.
• Develops and maintains mastery in positioning and leveraging IMPACT Group services and solutions to customers.

Serving as a subject matter expert in leadership development and outplacement to help understand client needs and scope client projects

• Supports senior client level relationships; makes presentations to clients, establishes credibility through expertise.
• Serves as a subject matter expert in leadership and outplacement programs with clients. From experience in delivering our workshops and coaching programs, provides examples and stories to help communicate the results and impact of the work we do.
• Evaluates client needs in conjunction with the leadership and outplacement delivery teams.
• Proposes existing solutions or when required discusses options for tailored programs in conjunction with the solution expert to meet the clients’ needs.
• Writes proposals and statements of work detailing leadership and outplacement solutions.

• 5+ years of selling experience in selling solutions including outplacement and/or leadership with a strong emphasis on account development and management.
• 5+ years of selling to Human Resources departments or equivalent.
• Proven prospecting and business development track record for net new and current accounts.
• Exhibits a high level of sales professionalism and a strong work ethic as well as being highly motivated and detail-oriented.
• Has had individual responsibility for revenue goal(s).
• Comfortable calling on and working with C-level executives.
• Extensive relationships with…