Job type full-time
Full job description
Title: business development director – certification and education
Reporting to: vp, sales – certification
At psi, our mission is to help people meet their potentialThat is our core purpose, enabling our vision to empower people in their careers and drive organizational successWe achieve this by being the leading global workforce solutions provider that fuses science, technology, and expertise to deliver best-in-class testing, assessment and development products and services.
Psi’s culture is as strong as the people who embody our core valuesThese include our drive to work together as one team, to be dependable in our pursuit of rigor and excellence, to value people and respect everyone’s talents, to embrace diversity in perspectives and culture, and to think creatively with the willingness to experiment.
Learn more about what we do at: http://www.psionline.com
Business development director will be responsible for building relationships with new potential clients, responding to requests for proposal (rfps) or requests for information (rfis)Will define the strategy to close new client contracts, respond to prospect’s needs and facilitate a smooth handoff to the certification account manager and implementation teamThroughout the prospecting process, this individual serves as the primary client contact and will coordinate internal resources when responding to prospect requirements and proposals, such as marketing, account management, operations, psychometric services, technology and other departments to ensure a clear response and increase the potential for client acquisitionWill be responsible to make yearly new revenue targets, under the guidance of the strategy market plans in the certification and education divisions.
Understand the new client’s needs and the internal resources available throughout pre-sales, sales, contracting, and implementation lifecycle by clearly and proactively managing communications between clients staff and internal business units
Understand broader certification market trends – learn to become marketplace expert as viewed by client
Understand, contribute to, and refine certification market application plans applicable to assigned clients, and report on progress for noted clients within these plans
Research, create, and refine bid strategies to drive bid/no-bid decisions on rfis, rfps, and non-rfp proposal or sales opportunitiesBecome psi’s internal expert on the prospect/client, sales opportunities, competitive dynamics, and client personnel
Manage and report on prospects/clients at every stage of the sales process, including pre-sales, proposal creation, proposal review, closing, and contracting stages
Coordinate the proposal creation and refinement process, in conjunction with the certification proposal team
Proactively and diligently work to close proposals through bid meetings, sales presentations, and other client contact
In conjunction with the vp of certification, draft and negotiate with the client a final master services agreement and associated statements of work
Upon contractual close, transition the client to the implementation teamThrough communication and monitoring, ensure smooth transition to account manager and implementation team
Stay in regular contact with prospects to anticipate and make recommendations for new sales opportunities, while being exceptionally responsive to client requests
Maintain notes of client communications within psi crm, currently salesforce
Travel to prospect/client sites when required
Attend all certification team, sales team, client sales meetings, and client implementation meetings
Bachelor’s degree in business, communications, marketing or related field; or related work experience may be considered.
7+ years or more experience in a business development or sales role required.
Consultative solution-selling experience, providing solutions to address complex client needs.
Track record of developing relationships with multiple points of contact across new clients.
Experience in the certification and education testing industry is preferred.
Self-motivated, excellent verbal and written communication skills, including strong phone and email skills and etiquette.
Excellent networking and marketing skills.
Strong time management skills; well-organized, flexible to change, detail oriented, technically savvy and able to balance multiple prospect/client priorities.
Proficient in microsoft teams, outlook, word, excel and project.
Proficient with major crm systems.
Up to 35% travel is required to include client meetings, department meetings, conferences and events.
Psi offers a competitive and comprehensive benefits package inclusive of:
Medical, dental, vision, life, and short and long-term disability insurance
Flexible spending accounts
401k plan with company match
Generous pto and holiday pay
Expressing an interest in employing your time and talent with psi is paying us the ultimate complimentWe sincerely appreciate your interest!
Equal opportunity employer/protected veterans/individuals with disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicantHowever, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information41 cfr 60-1.35(c)