Business Development Manager

Company: CB Pacific (https://cb-pacific.com)

About Us
CB Pacific Inc. is a manufacturer's representative and distributor firm in the Pacific Northwest. Since 1994, CB Pacific has been providing quality instrumentation and process control equipment to the Aerospace, Oil & Gas, Pulp & Paper, Power & Water Utilities, and Manufacturing business sectors. CB Pacific is proud to represent such firms as GE, Valtek, Yokogawa, MSA, and DeZURIK, to name a few.


POSITION SUMMARY
The Business Development Manager pursues leads and drives sales activity to meet ambitious targets.
AREAS OF RESPONSIBILITY
• Proactively identifies and pursues new sales opportunities.
• Spends the majority of time meeting face-to-face with new or existing customers to create new sales opportunities.
• Develops and implements strategic account plans to proactively pursue new business.
• consultatively sells technology to new and existing customers.
• Recommends technical solutions to solve customer problems.
• In conjunction with CB management, negotiates pricing with principals and customers within established principal pricing guidelines.
• Proactively assesses and ensures customer satisfaction to sustain strong and profitable relationships.
• Maintains current knowledge of principal products and new technology.
• Maintains current knowledge of industries in the territory and competitive landscape.
• Accurately and timely documents sales opportunities and activities, such as meetings, emails, and phone conversations in the Company CRM system.
KEY COMPETENCIES
• Decision Quality: Makes good decisions based upon a mixture of analysis, wisdom, experience, and judgment; most of his/her solutions and suggestions turn out to be correct and accurate when judged over time; sought out by others for advice and solutions.

• Informing: Provides the information people need to know to do their jobs and to feel good about being a member of the team, unit, and/or the organization; provides individuals information so that they can make accurate decisions; is timely with information.

• Interpersonal Savvy: Relates well to all kinds of people, up, down, and sideways, inside and outside the organization; builds appropriate rapport; builds constructive and effective relationships; uses diplomacy and tact; can diffuse even high-tension situations comfortably.

• Negotiating: Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships; can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.

• Peer Relationships: Can quickly find common ground and solve problems for the good of all; can represent his/her own interests and yet be fair to other groups; can solve problems with peers with a minimum of noise; is seen as a team player and is cooperative; easily gains trust and support of peers; encourages collaboration; can be candid with peers.

• Perseverance: Pursues everything with energy, drive, and a need to finish; seldom gives up before finishing, especially in the face of resistance or setbacks.

• Planning: Accurately scopes out length and difficulty of tasks and projects; sets objectives and goals; breaks down work into the process steps; develops schedules and task/people assignments; anticipates and adjusts for problems and roadblocks; measures performance against goals; evaluates results.

• Presentation Skills: Is effective in a variety of formal presentation settings: one-on-one, small and large groups, with peers, direct reports, and bosses; is effective both inside and outside the organization, on both cool data and hot and controversial topics; commands attention and can manage group processes during the presentation; can change tactics midstream when something isn’t working.

• Drive for Results: Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results.

• Technical Learning: Picks up on technical things quickly; can learn new skills and knowledge; is good at learning new industry, company, product, or technical knowledge; does well in technical courses and seminars.

IDEAL QUALIFICATIONS
• Bachelor’s degree plus 5-9 years related experience.
• Deep knowledge of product lines and related technology.
• Knowledge of or ability to learn customer process and business practices to identify products that provide optimal solutions.
• Understanding of the technology sales process, including lead generation, lead pursuit, closing techniques, and customer relationship management.