SUMMARY:

The Business Development Manager is responsible for growing the sales pipeline through both inbound and outbound efforts and has a creative, motivated approach to reaching PRGX’s target audience. PRGX target clients for territories covered by this role are leading companies (e.g. Fortune 500, FTSE 250) in North America, UK, and Europe with some outreach into LATAM and APAC regions. This is a key role in the growth of new business at PRGX and requires a leader who can think strategically to provide highly effective prospecting and outreach, while acting tactically to implement best practices in business development methodologies. The BDM will lead a team of 6 – 10 Business Development Representatives across North America, UK, and Europe.

The ideal candidate has a track record of coaching business development representatives to grow and exceed their quotas and is very process-oriented. This individual is focused on hitting revenue goals but has experience in nurturing a community and positivity among a team.

 

JOB DUTIES & RESPONSIBILITIES:

  • Manage a Global Business Development team tactically by:
    • Hiring, training, and mentoring sales talent to prospect, qualify, and nurture leads
    • Setting expectations and clear objectives for each individual and tracking progress with timely and constructive feedback
    • Motivating and mentoring team members to achieve and exceed expectations through weekly 1:1 meeting, live coaching, creative incentives, and a team-focused mindset
  • Support PRGX’s deal cycle by:
    • Identifying challenges that our prospective clients face, highlighting the value of utilizing PRGX’s solutions
    • Establishing relationships with key decision makers to create new business opportunities
    • Developing a prioritized list of target accounts and a strategy for outreach
    • Working with marketing to quickly process inbound leads
    • Providing accurate forecasts for Sales Qualified Opportunities
    •  
  • Improve PRGX’s internal business processes by:
    • Developing and implementing Sales Development training materials for successful onboarding and ongoing training
    • Collaborating with company leadership on lead generation pipeline processes and developing new strategies
    • Working closely with marketing team to identify and develop strategic processes to grow pipeline, increase conversion and improve velocity
  • Develop extensive platform and industry knowledge, including:
    • PRGX’s solutions, and key differentiators, including how to position PRGX advantageously
    • Competitive landscape, and key differentiators compared to PRGX, including how to position PRGX advantageously
    • Source to pay and recovery audit business processes and business practices

 

WORK EXPERIENCE AND EDUCATION REQUIREMENTS:

  • Bachelor’s degree
  • Minimum 5 years SDR or BDR or sales-management experience, preferably in a professional services delivery model
  • At least one year of management experience- coaching, leading, and mentoring individuals
  • Strong understanding of digital sales and marketing strategies, tactics, and technologies
  • Passionate about creating and executing an effective sales experience
  • History of consistent quota over-achievement with exceptional closing skills
  • Passionate about leading and coaching a team of sales individuals
  • Commitment to process improvement and creating training materials and schedules
  • Innate drive, self-motivation and work ethic
  • Ability to work in a team selling environment, willing to invest in growing peers and processes
  • Very effective use of Salesforce or other CRM and sales prospecting tools, such as Salesloft
  • Highly organized with excellent communication skills
  • Ability to uphold the highest possible ethical and professional standards