Business Development Manager

Boston, MA, United States

Join Rimkus and unlock your potential with endless opportunities for growth, learning, and making a difference!

Rimkus (www.rimkus.com) is a worldwide leader in Engineering and Technical Consulting. Rimkus experts specialize in building envelope, engineering, forensic consulting, dispute resolution, construction management services, and solutions built for the environment.

NOW IS THE TIME to join this growing and stable company! We offer our full-time employees a competitive salary, bonus opportunities and a full benefits package that includes medical, dental, vision, life, disability, employer-matching 401(k), and opportunities for advancement!

Overview

The Business Development Manager works within an assigned sales territory to promote the company’s expert services and secure new business for the company. Develops a solid client base through direct or indirect contact and prospecting. Services and maintains accounts with existing clients and increases the firm’s presence in the local, state, and national markets. Works to resolve client concerns and complaints. Collaborates with territory Business Unit Leader to achieve territory revenue goals. Generally, does not supervise others. Works under general supervision, exercising initiative and independent judgment in the performance of assigned tasks.

Essential Job Functions

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.

Weekly Expectations of BDM

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 approximatley 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.

Required Education And Certifications

B.B.A Marketing/Business degree or higher.

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

Required Skills And Abilities

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.

Physical Demands, Overtime, And Travel Requirements

Physical Demand s - 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.

Other Expectations

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.

Overtime - 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.

Travel Requirements - This position requires up to 40% travel. Some out-of-area and overnight travel will likely be required.

At Rimkus, we value a diverse and inclusive workplace where all employees feel valued and respected. We are committed to creating a work environment that supports and celebrates the unique perspectives and experiences of all employees. If you share our commitment to diversity and inclusivity and are excited about joining a welcoming and supportive team, we encourage you to apply for our open positions.

Rimkus is an EEO/Affirmative Action Employee and will make all employment-related decisions without regard to race, color, religion, sex, sexual orientation, gender identity, genetic information, national origin, disability, or protected veteran status.

THIS JOB DESCRIPTION IS SUBJECT TO CHANGE AND DOES NOT CONSTITUTE A CONTRACT FOR EMPLOYMENT OR A GUARANTEE OF CONTINUED EMPLOYMENT.

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