SUMMARYThe Business Development Manager (BDM) owns new logo acquisition for WSG. The tip of the commercial spear, hunting net-new clients, managing complex enterprise sales cycles from first conversation through signed contract, and handing off through a defined process of onboarding and added value gains to Account Managers and operations for delivery. Primary driver of WSG's top-line revenue growth through annual quota attainment for both revenue volume and margin quality.
PRIMARY RESPONSIBILITIES: Prospecting & Pipeline Development- Identify and pursue net-new client opportunities across target verticals, lines of business, and assigned geographies through all channels; cold-calling, in person, video/virtual, email, and other effective means of client acquisition.
- Build and manage a qualified pipeline, meet data entry requirements, pipeline funnel/stage activities and conversion goals per and quarterly and annual goals and sales compensation plan
- Partner with Sales Operations on targeted prospect list development, developing market intelligence, and outbound contact sequencing for optimal results.
- Assist marketing efforts with industry knowledge and best practices for prospecting and lead scoring; along with knowledge and use of AI and other client acquisition tools.
- Attend and follow up on industry events and conferences (e.g., Connex) to generate, cultivate, and close new opportunities
- Conduct client meetings, prepare presentations/communications, and discover solutions to close deals and manage successful client onboarding and retention to WSG
- Follow WSG's sales process, training methods and SOP's as applicable
- Log all activity, contacts, and deal stages consistently in WAVES/WL
Deal Execution- Lead discovery, proposal, and negotiation process on all assigned opportunities
- Coordinate with Sales Operations Coordinator for RFP and proposal support
- Engage Sales Operations early to validate margin before committing to client pricing
- Manage contract negotiations in partnership with BD Lead and Legal
- Ensure all commercial commitments (SLAs, scope, pricing) are operationally validated before contract execution
Handoff & Post-Close- Execute a structured BD-to-CED handoff per plan (including added value gains during initial period) for every closed account, no knowledge loss
- Participate in internal rollout meetings to transfer client context to account management and operations teams
- Ensure Account Manager is introduced and engaged before contract execution where possible
- Complete all required WAVES/WL win/loss entries and account setup documentation promptly
KNOWLEDGE AND SKILL REQUIREMENTS:- 3-5 years B2B sales experience, preferably in facilities management, commercial services, or related field
- Demonstrated track record of hunting and closing net-new enterprise accounts
- National travel as needed up to 25% including occasional nights and weekends per WSG's travel policy
- Experience managing complex, multi-stakeholder sales cycles
- CRM proficiency required; Salesforce, MSD365, Zoho, WAVES/WL experience a plus
- Strong communication, negotiation, and executive presence skills
- Bachelor's degree preferred
