Chief Business Development Officer RHH 201629
Digital & Print Solutions
The Company

Changing with technology to improve the delivery and performance of their product offering, our client has demonstrated successfully their ability to adapt to their customer’s mandates.  For almost half a century they have provided a myriad of solutions to the:  healthcare, gaming, automotive, insurance and municipality industries; just to name a few. Going to market with either a business-to-business or business-to-consumer approach, they provide: information technology, print, automated mail, statement processing, pre-sort and transportation logistics services to their clients. Headquartered in Detroit, MI they employ over two hundred and service clients throughout the country.  This second generation, solution based provider is positioned for significant growth. 

The Challenge

Our client is looking for an experienced and innovative sales management leader that will play an integral part of moving the company forward.  The Chief Business Development Officer will be responsible for the development and performance of all sales activities.  Will ensure the proper staffing levels and direct the sales team while providing strategic leadership towards the achievement of maximum profitability and growth in line with company vision and values.  Will establish and develop strategies to expand the customer base in the industries and geographic areas the company targets, as well as contribute to the establishment of training and educational programs for the entire sales team.  Working as an active member of the Senior Management Team the successful candidate will be instrumental in crafting the corporation’s future strategic global direction as well as ensure cohesion within the production and delivery departments.

Job Definition

  • Position reports to President.
  • Directly responsible for the recruitment, training, mentoring and supervision of the sales team (8); sales and account management.
  • Develops business plans and sales strategy for products and accounts that ensures attainment of company sales goals and profitability.
  • Responsible for the performance and development of the Account Executives / teams.
  • Ensure the appropriate staffing with the necessary skills to achieve the company’s strategic plan.
  • Prepares action plans by individuals as well as by team for effective search of sales leads and prospects.
  • Initiates and coordinates development of action plans to penetrate new markets.
  • Ensures the development and implementation of account plans as needed.
  • Conducts one-on-one review with all Sales and Account Executives to build more effective communications, to understand training and development needs, and to provide insight for the improvement of Account Executive’s sales and activity performance.
  • Provides timely feedback to senior management regarding performance.
  • Provides timely, accurate, competitive pricing on all targeted business submitted to the management team for pricing and approval, while striving to maintain maximum profit margin.
  • Understand and apply a knowledge of the customers, markets and products to sales and pricing strategies.
  • Maintains accurate records of all pricings, sales, and activity reports submitted by Account Executives.
  • Ensures the creation of proposal presentations and RFP responses.
  • Assists the sales team in preparation of proposals and presentations.
  • Controls expenses and manages customer relationships to meet financial metrics.
  • Adheres to all company policies, procedures and corporate values and ensures that they are communicated and implemented within the team.
  • Recruits, tests, and hires Sales and Account Management based on criteria agreed upon by senior management.
  • Champion for the sales staff.
  • Ensures that the voice of the customer is communicated throughout the organization.
  • Monitor the latest trends in sales strategy and techniques and modify the company approach accordingly.
  • Assess compensation and bonus structures for the sales team and make recommendations to the CEO regarding same.

Skills

  • Sales Strategy
  • Sales Training Programs
  • New Business Development
  • Leader / Mentor
  • Business Plans
  • Cross Selling
  • Team Builder / Facilitator
  • Sales Management
  • Revenue Growth

Background Experience

  • Bachelors Degree in Business.
  • 10+ years of experience in sales management within a services organization.
  • Experience with leading the sales of solution-based services.
  • Demonstrated ability to sell into one or several of the following industries:  Healthcare, Gaming, Automotive, Insurance and Municipalities.
  • Extensive experience in all aspects of Customer Relationship Management.
  • Preferred by not required:  Proficiency with CRM Software (e.g.; Sales Force, Miller-Heiman)
  • Strong understanding of monitoring and forecasting customer and market dynamics and requirements.
  • Willingness to travel (25% travel).
  • Proven leadership and ability to develop sales teams for growth and profitability.
  • Demonstrated success crafting custom solutions from company resources to meet customer needs.
  • Strong written and verbal communication skills.
  • Ability to work well in a small / medium sized company with a minimum support network.
  • Ability to work with very large companies as customers.
  • Experience with cross cultural selling.
  • Basic knowledge of PC’s. Strong working knowledge of PowerPoint, Excel and Word.
  • Flexible to new ideas and new directions.
  • Conceptual thinker and strong problem solver.
  • Strong work ethic; e.g. “roll-up your sleeves” leader.
  • Hands-on, customer driven manager.


If you know of anyone who has these qualifications and is looking for a challenging career, please email:

Todd Hohauser
Lead Consultant

Jodi Ellis
Candidate Developer

William Weatherston
Consultant

Eric Hohauser
Consultant

All Inquiries should be sent via email to: information@hohauser.com

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