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Business Development Manager

Location: Oshkosh, Wi
Date Posted: 08-07-2018
The National Group Accounts – Business Development Manager is responsible for selling all HSVS products and services to new and existing large, medium and emerging group veterinary practices across in North America.  The National Group Accounts – Business Development Manager must possess superior selling skills at an executive leadership level.  The National Group Accounts – Business Development Manager’s primary roles and responsibilities are as follows:
  • The primary role is a new business development and executive liaison for new and existing business to both existing clients increasing penetration of additional services into all current clients, as well as expanding/converting additional group accounts to the HSVS technology platforms.
    • Conduct quarterly reviews of our Value to all current large accounts and lead strategic direction for these accounts for the entire HSVS portfolio of products to deepen our partnerships with all group accounts.
    • Identify and document all large group practices in the US, creating a target customer segmentation structure that is updated regularly to ensure we are pursuing relationships with group accounts and continuing to deepen our focus in this portion of the business
    • Cultivate interest in HSVS products through Business Meetings, Quarterly Business reviews and strategic tradeshow meeting attendance.
    • Coordinate sales activities and business reviews with Distribution and create unified business value for group accounts in the form of solution selling, commercial insights and enterprise specific solutions
    • Increase revenue from current HSVS large group accounts
    • Increase Penetration of all HSVS solutions into current group accounts and target new accounts
    • Responsible for accelerating sales growth in current base (penetration) and through new client acquisition
    • Develop and nurture relationships and leads to increase new business
    • Develop and nurture leads from tradeshow and other sources to increase market share in the group account customer segment
    • Follow and adapt to Sales processes based on each organizations needs as well as individual partnership styles
    • Create, maintain and continue to advance Challenger Messaging presentations to showcase the full value solutions of HSVS in the corporate space
    • Obtain and create Value Grids for all current Corporate clients and quarterly review progress with clients owning accountability internally for driving initiatives forward to ensuring the organization completes committed objectives or engaging proper leadership resources for assistance
    • Work with Product Management and Finance teams to ensure profitability growth objectives are clearly understood, established, approved and then reached for both sales growth and profitability growth per account.
    • Present all new solutions to current Corporate clients as well as prospective clients to increase penetration into current customers to increase Annual Value of Customer (AVC) and increase client realized outcomes
    • Present opportunities to leadership related to new opportunities to serve group accounts, provide insights on trends, competitive intel and new business initiatives, enhancements or offerings that the company should consider to be the best group account technology provider in the veterinary market.
    • Perform related special projects or duties as assigned by supervisor
    • Work across all departments and Leadership team teams to ensure success and to connect proper resources to the
QUALIFICATIONS
KNOWLEDGE:  
A seasoned, experienced Business Development professional with a full understanding of area of specialization; resolves a wide range of issues in creative ways. This job is the fully qualified, career-oriented, journey-level position. 
 
EXPERIENCE:  Typically requires a minimum of 5 years of related experience with a Bachelor’s degree; or 3 years and a Master’s degree; or a PhD without experience; or equivalent work experience. Must have experience working in an Executive level sales environment, have strong business acumen with an influential sales approach. Requires contract development experience and working directly with lawyers to draft and refine custom contracts. Experience with Enterprise level technology solution sales, implementation and on-boarding strategies.
 
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