Almo
Business Development Manager - Audio
Almo, Phila, Pennsylvania, United States, 19117
SUMMARY:
This is an individual contributor role requiring lateral leadership skills. Primarily responsible for creating and executing plans to proactively drive profitability and motivate our sales teams to sell assigned products or services. Coordination and partnership with stakeholders, such as Marketing, Product Management, Vendor Partners, Sales, Customers, and others, in support of the sales plan. Acting as a technical or business subject matter expert and comprehensive resource for assigned products, services, or technologies. Support vendors in bringing their product(s) to market. Depending on the assigned lines and business needs, expectations may move between proactively driving sales and a sales enablement focus.
ESSENTIAL DUTIES AND RESPONSIBILITIES:Develop and execute a growth plan for assigned lines within the confines of the company's overall objectivesWork with Exertis Almo's reseller customers as a technical specialist at the project level, assisting in designing and specifying products into projectsAssist Exertis Almo's sales team in closing sales for assigned lines, including potential joint sales calls and customer site visits.Manage assigned vendor relationship(s) and work with vendor(s) to grow business within Exertis Almo customer base. Partner with vendor(s) to develop new programs, assist with marketing activities and facilitate communications with Exertis Almo's sales team.Identify potential new business opportunities and work with the manufacturer, Marketing, Sales, and other stakeholders to executeProvide industry insight and market information through written communications for both internal and external publications.Deliver value-creation activities by sharing expertise beyond assigned linesQualifications
MINIMUM QUALIFICATIONS (Knowledge, Skills, and Abilities):
Strong verbal and written communication skillsProficiency in Microsoft Office: Word, PowerPoint, and Excel (including VLOOKUP and Pivot Tables)Proven sales track record of products and servicesAbility to network within a customer organization to identify all key influencers and decision-makersAbility to manage long and short sales cyclesAbility to manage multiple simultaneous objectives while exceeding customer expectations with high responsivenessSound analysis and critical decision-making skillsProfessional/commercial audio experienceTravel and other requirements for this role as outlined belowTitle
Qualifications
CALIPER Competencies
Estimated Travel
BD M / Brand Specialist
2+ yrs experienceAssociates Degree, Trade School Certificate, or 18 months of successful employment at Exertis AlmoDSCE, AV Essentials, or another equivalent relevant certificate[Sales Hunter Job Model]
- Influence and Persuasion
- Active Listening
- Relationship Building
- Composure & Resiliency
- Achievement Motivation & Perseverance
- Initiating Action
15-20%
Exertis Almo events
(3-5 per year)
1-2 vendor-specified
team meetings or other events
BDM II / Technical Specialist
5+ yrs experienceBachelor's Degree (or equivalent)Must have a demonstrated pattern of:
identifying opportunities beyond a requested scopeeffectively communicating value to expand opportunitiesproactively bringing valuebeyond assigned areas or vendors
Plus:
CTSMinimum 2 relevant technical (non-product) Certificates, i.e., DSCE, Dante Level 3, ISF-C, SynAudCon, MCSE, etc.
Above plus:
[ Strategic Selling Job Model + Technical Sales Model ]
- Strategic thinking
- Business acumen
- Learning Agility
- Analytical Thinking
20-25%
Exertis Almo shows as needed
(Approx. 5/yr)
2-4 vendor-specified or other events/yr
Semi-annual customer visits or other
Sr. BDM/Technical
Lead
10+ yrs related Business Development or Technical Sales experience, including multi-manufacturer and multi-technology responsibilitiesBachelor's Degree or equivalent (Advanced degree preferred)CTS (in place)Must have a demonstrated pattern of 1) identifying opportunities beyond a requested scope, 2) effectively communicating value to expand opportunities, and 3) proactively bringing value beyond assigned areas or vendorsPlus two of the following:
Advanced ANSI- or ISO-accredited Certification: (i.e., CTS-D, CTS-I, PMP, etc.Relevant Advanced Degree> 3 Technical (not product) Certificates: i.e., DSCE, Dante Level 3, ISF-C, SynAudCon, etc.Published >5 articles in trade pubs
Plus one of the following:
5+ yrs technical or technical sales experience with an integrator or manufacturerSystem design experience includes multi-technology projects >$500KFunctional design or management experience covering all the following: audio production and reproduction, video production and display technology, AVoIP, control systems, and lighting
Above, plus:
[Technical Design Specialist]
- Complex Decision Making & Problem Solving
- Creativity and Innovation
25% - 30%
Exertis Almo shows as needed
(Approx. 5/yr)
Approx. two vendor-specified events per year
Possibly 1-2 Industry Trade Shows within CONUS (i.e. InfoComm, NAB, or other)
Quarterly customer visits or equivalent
PHYSICAL DEMANDS
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Specific vision abilities required by this job include close vision, color vision, and ability to adjust focus.
While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; and talk or hear. The employee is occasionally required to stand, walk, and reach with hands and arms. The employee is required to travel regularly (minimum of once/quarter) for this role.
WORK ENVIRONMENT
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually moderate.
OTHER QUALIFICATIONS
Able to multi-task and handle a fast paced environment. Accuracy, reliability, dependability are a must. Able to work well with others, both inside and outside the office.
This is an individual contributor role requiring lateral leadership skills. Primarily responsible for creating and executing plans to proactively drive profitability and motivate our sales teams to sell assigned products or services. Coordination and partnership with stakeholders, such as Marketing, Product Management, Vendor Partners, Sales, Customers, and others, in support of the sales plan. Acting as a technical or business subject matter expert and comprehensive resource for assigned products, services, or technologies. Support vendors in bringing their product(s) to market. Depending on the assigned lines and business needs, expectations may move between proactively driving sales and a sales enablement focus.
ESSENTIAL DUTIES AND RESPONSIBILITIES:Develop and execute a growth plan for assigned lines within the confines of the company's overall objectivesWork with Exertis Almo's reseller customers as a technical specialist at the project level, assisting in designing and specifying products into projectsAssist Exertis Almo's sales team in closing sales for assigned lines, including potential joint sales calls and customer site visits.Manage assigned vendor relationship(s) and work with vendor(s) to grow business within Exertis Almo customer base. Partner with vendor(s) to develop new programs, assist with marketing activities and facilitate communications with Exertis Almo's sales team.Identify potential new business opportunities and work with the manufacturer, Marketing, Sales, and other stakeholders to executeProvide industry insight and market information through written communications for both internal and external publications.Deliver value-creation activities by sharing expertise beyond assigned linesQualifications
MINIMUM QUALIFICATIONS (Knowledge, Skills, and Abilities):
Strong verbal and written communication skillsProficiency in Microsoft Office: Word, PowerPoint, and Excel (including VLOOKUP and Pivot Tables)Proven sales track record of products and servicesAbility to network within a customer organization to identify all key influencers and decision-makersAbility to manage long and short sales cyclesAbility to manage multiple simultaneous objectives while exceeding customer expectations with high responsivenessSound analysis and critical decision-making skillsProfessional/commercial audio experienceTravel and other requirements for this role as outlined belowTitle
Qualifications
CALIPER Competencies
Estimated Travel
BD M / Brand Specialist
2+ yrs experienceAssociates Degree, Trade School Certificate, or 18 months of successful employment at Exertis AlmoDSCE, AV Essentials, or another equivalent relevant certificate[Sales Hunter Job Model]
- Influence and Persuasion
- Active Listening
- Relationship Building
- Composure & Resiliency
- Achievement Motivation & Perseverance
- Initiating Action
15-20%
Exertis Almo events
(3-5 per year)
1-2 vendor-specified
team meetings or other events
BDM II / Technical Specialist
5+ yrs experienceBachelor's Degree (or equivalent)Must have a demonstrated pattern of:
identifying opportunities beyond a requested scopeeffectively communicating value to expand opportunitiesproactively bringing valuebeyond assigned areas or vendors
Plus:
CTSMinimum 2 relevant technical (non-product) Certificates, i.e., DSCE, Dante Level 3, ISF-C, SynAudCon, MCSE, etc.
Above plus:
[ Strategic Selling Job Model + Technical Sales Model ]
- Strategic thinking
- Business acumen
- Learning Agility
- Analytical Thinking
20-25%
Exertis Almo shows as needed
(Approx. 5/yr)
2-4 vendor-specified or other events/yr
Semi-annual customer visits or other
Sr. BDM/Technical
Lead
10+ yrs related Business Development or Technical Sales experience, including multi-manufacturer and multi-technology responsibilitiesBachelor's Degree or equivalent (Advanced degree preferred)CTS (in place)Must have a demonstrated pattern of 1) identifying opportunities beyond a requested scope, 2) effectively communicating value to expand opportunities, and 3) proactively bringing value beyond assigned areas or vendorsPlus two of the following:
Advanced ANSI- or ISO-accredited Certification: (i.e., CTS-D, CTS-I, PMP, etc.Relevant Advanced Degree> 3 Technical (not product) Certificates: i.e., DSCE, Dante Level 3, ISF-C, SynAudCon, etc.Published >5 articles in trade pubs
Plus one of the following:
5+ yrs technical or technical sales experience with an integrator or manufacturerSystem design experience includes multi-technology projects >$500KFunctional design or management experience covering all the following: audio production and reproduction, video production and display technology, AVoIP, control systems, and lighting
Above, plus:
[Technical Design Specialist]
- Complex Decision Making & Problem Solving
- Creativity and Innovation
25% - 30%
Exertis Almo shows as needed
(Approx. 5/yr)
Approx. two vendor-specified events per year
Possibly 1-2 Industry Trade Shows within CONUS (i.e. InfoComm, NAB, or other)
Quarterly customer visits or equivalent
PHYSICAL DEMANDS
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Specific vision abilities required by this job include close vision, color vision, and ability to adjust focus.
While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; and talk or hear. The employee is occasionally required to stand, walk, and reach with hands and arms. The employee is required to travel regularly (minimum of once/quarter) for this role.
WORK ENVIRONMENT
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually moderate.
OTHER QUALIFICATIONS
Able to multi-task and handle a fast paced environment. Accuracy, reliability, dependability are a must. Able to work well with others, both inside and outside the office.