The Business Development Manager, Major Accounts (BDM-MA) leads the company’s efforts to expand and maintain relationships with large, multi-location customers.  Assigned seven to ten customers, the BDM-MA is responsible for achieving sales quota and assigned strategic account objectives.

The BDM-MA represents the entire range of company products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company.

The BDM-MA focuses on the headquarters and key buying locations of assigned accounts, while coordinating closely with field associates assigned to these customers’ other locations. The BDM-MA reports to the Executive Vice President of Sales.

Description of Responsibilities:

• Establishes productive, professional relationships with key personnel in assigned customer accounts.
• Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers’ expectations.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts.
• Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.
• Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
• Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.

• Achieves assigned sales quota in designated major accounts.
• Meets assigned expectations for profitability.
• Achieves strategic customer objectives defined by company management.
• Completes strategic customer account plans that meet company standards.
• Maintains high customer satisfaction ratings that meet company standards.
• Completes required training and development objectives within the assigned time frame.

Organizational Alignment

• Reports to the EVP of Sales.
• Enlists the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed.
• Closely coordinates company executive involvement with customer management.
• Works closely with Operations Team representatives to ensure customer satisfaction and problem resolution.
• This position may have direct report staff assigned to support responsibilities in specific customers.

Qualifications

• Proficient in English communication skills. French, Spanish is an asset.
• University or College degree from an accredited institution or equivalent.
• Minimum of 5 years of strategic sales experience in an Energy Management business-to-business sales environment.
• Demonstrated ability to influence the market at key levels.
• Exceptional written, oral communication and presentation skills.
• Ability to multi-task and handle various priorities.
• Must hold a valid driver’s license.
• Personal computer proficiency.

Job Requirements and Working Conditions

• This position requires extensive travel.
• This position may require the employee to maintain a home based office.

Compensation

• Base salary and Sales Incentive Plan.