CorTalent
  • Sales
  • Philadelphia, PA, USA
  • Full Time

Opportunity Overview:

On behalf of Computype, CorTalent has been retained to find their next Business Development Executive.

Computype has been around since 1975 and has steadily grown into the company they are today. They have long had a reputation as an innovative barcode company offering a diverse range of process-improving solutions. Their passion is customizing and perfecting the way labeling systems work for an organization to enable efficient processes, reduced labor and accurate tracking.

The Business Development Executive is consumed with two selling pathways; the first, to gain a deeper level of penetration in strategic accounts.  The second, to drive points of entry into competitive (new) accounts.  This role will strive to find and close opportunities that link Computype's strategic solutions with customer needs in relation to identification and information technologies, and workflow/efficiency "gaps" in tracking and tracing products.  He/she must be well-versed in all business development activities, including:  effective organizational research, C-suite outreach, and complex sales navigation.  The BDE will focus exclusively on our strategic solutions within the defined healthcare segments. 

 

Required Skills:

  • College degree, or equivalent education and work experience.
  • Experience with technical sales, which require the design, implementation, and coordination of multiple products and services across customer departments.
  • Minimum 3 years business-development track record (new accounts, complex sale, C-suite)
  • Minimum 5 years sales experience in related industry.
  • Formalized sales training (complex selling; i.e, Miller Heiman, The Challenger), or equivalent
  • Consistent performance to quota (documented performance/rankings) and commissionable sales-models.
  • Driving sales in multi-million dollar accounts.
  • Proven ability to develop "champions".
  • Must have superior presentation, organization and communication skills
  • Strong commitment to quality service
  • Demonstrated ability closing and developing new accounts
  • Ability to travel and work remotely a minimum of 50% of time
  • Ability to lift and carry demonstration equipment.

 

Major Areas of Accountability

This individual will meet or exceed sales expectations through a combination of the following:

  1. Effectively navigate the complex (and technical) sell, including: uncovering needs, developing "champions", accessing/selling to C-Suite, identifying all influencers in a buying decision, determining "gaps", identifying influence, understanding perceived need to change amongst all influencers.
  2. Network across customer divisions and corporate affiliations to identify new business potential and opportunities to increase share of spend.
  3. Consult with prospects to determine pain points, potential solutions, Computype's fit, and related ROI of strategic solutions.
  4. Close new business and expand to additional opportunities/partnerships with multi-million dollar potential.
  5. Perform customer-based research and utilize social networking platforms to secure time with prospects/customers.
  6. Design & disseminate effective messaging to provide customer-rationale to meet.
  7. Manage complex projects while pulling multiple, cross-functional resources together to address customer needs.
  8. Understand, negotiate and communicate sales transaction terms and conditions, and facilitate the transfer responsibility to other internal Computype resources for managing the delivery/implementation of the solution.
  9. Utilize selling tools such as Salesforce to create transparency into account activity and sales best practices.
  10. Communicate business development activity and related results on a consistent basis
  11. Perform other duties/tasks as apparent or assigned.

 

Plan & Execute via Sales Operating System

  1. Strategically plan and execute overall sales strategy within the defined account base, to maximize effectiveness and produce sales results. Carefully plan for each customer interaction to determine/achieve both the customer's and Computype's desired outcome(s) (win-win partnerships).
  2. Report sales activity through CRM/funnel, forecasts, key account profiles, strategic account plans and related sales call reporting.
  3. Utilize strategic selling acumen and listening skills to uncover customer needs and opportunities. Deliver clear, concise, and relevant messaging to target audiences. Provide solutions to customers and prospects to drive desired outcomes and close the sale (solution-selling).
  4. Identify Computype's unique strengths, that matter to the customer; and leverage them as a differentiator vs. the competition.
  5. Consistently share insights into key customer needs, challenges and overall market trends that most impact sales opportunities.
  6. Demonstrate effective negotiation and closing techniques in securing profitable business.
  7. Prospect and open new business with new strategic accounts.
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