DescriptionBusiness Development ExecutiveLocation: North California, United StatesPosition SummaryThe Business Development Executive will collaborate with the sales team to drive sales growth and support client success. This role is responsible for expanding business within existing client accounts by leveraging our comprehensive portfolio of solutions, while also identifying and securing new business opportunities.
With a primary focus on Operational Efficiency, Industrial Cloud, and Professional Services, this position plays a key role in helping clients enhance productivity and profitability.
The ideal candidate will demonstrate a client-centric approach by establishing a clear vision, prioritizing client satisfaction, and enhancing the overall client experience. With a strong focus on business development, this role will contribute to InSource's growth by expanding and strengthening client relationships.
Key Responsibilities- Account Growth and Client Engagement: Manage and pursue expansion opportunities within the existing client base by leveraging a consultative approach. Partner with Account Management, Client Success, and internal teams to ensure seamless transitions and long-term client satisfaction.
- New Client Acquisition and Lead Management: Drive business development efforts through proactive prospecting, re-engaging inactive clients, and targeting organizations within the ideal client profile. Evaluate and act on incoming leads by either pursuing opportunities directly or coordinating handoffs to Account Management.
- Solution-Based Selling and Strategic Consultation: Leverage business acumen to align solutions with client needs and demonstrate tangible business value. Provide consultative guidance, innovative solutions, and expert recommendations throughout the sales process.
- Cross-Functional Collaboration: Engage Offering Managers and subject matter experts to provide strategic support and ensure expertise-driven solution delivery. Work closely with the Delivery team and Customer Success Advisors to facilitate seamless implementation, adoption, and ongoing client support.
- Targeted Marketing and Demand Generation: Collaborate with marketing and demand generation teams to execute outreach campaigns, expand market reach, and drive new business opportunities. Develop and maintain strategic client lists to enhance targeted engagement efforts.
- Industry and Product Expertise: Stay informed about emerging technologies, industry trends, and business developments to maintain and enhance proficiency across all advanced offerings.
- Strategic Sales and Market Assessment: Work with leadership to evaluate market potential and refine sales strategies to maximize business growth.
- Sales Process Leadership: Lead pursuit teams through the full sales cycle, clearly defining roles, responsibilities, and timelines for delivering professional services alongside the software portfolio.
QualificationsSkills and Competencies- Entrepreneurial mindset with a proven ability to drive sales growth in both new and existing accounts.
- Strong verbal and written communication skills, including the ability to create compelling proposals and presentations.
- Proactive communicator and active listener with a highly developed sense of urgency.
- Ability to synthesize information quickly, think critically, and adapt to evolving requirements and conditions.
- Self-motivated, results-driven, and willing to take calculated risks to achieve success.
- Innovative thinker with a strategic approach to problem-solving and sales execution.
- Strong knowledge of manufacturing practices, industry challenges, key performance metrics, and trends.
- Ability to lead and influence pursuit teams without direct supervisory authority.
- Skilled in delivering effective sales presentations both in person and virtually.
- Business acumen in industrial manufacturing and operational software, with a focus on client value creation.
- Ability to accurately forecast revenue over annual, 30-day, and 60-day periods.
- Team-oriented, with strong collaboration skills and the ability to work effectively across functions.
- Technical and business acumen necessary to drive value for clients and prospects.
Experience and Education- Bachelor's degree.
- A minimum of 5-7 years of sales experience, with a focus on the manufacturing and industrial sectors.
- Demonstrated success in:
- Developing and managing client relationships.
- Pursuing and converting leads into sales.
- Prospecting and turning potential clients into long-term partners.
- Solution-based selling with a focus on client outcomes.
- Proven ability to effectively leverage a CRM for sales tracking and management.
- Experience with collaborative and team-based selling strategies.
- Strong virtual selling skills, with expertise in selling both tangible and intangible solutions.
- Experience selling professional services or consulting solutions.
- Experience selling Industrial SCADA, MES, MRP, or MOM software is preferred.
