Business Development Manager

Actalent is hiring a Business Development Manager for a permanent role in Consumer and Industrial Products, Aerospace and Defense, Utilities, or Transportation. The Business Development Manager is a critical strategic level selling/market leader with 3 focus areas: 1) Navigating and managing Actalent Services’ account strategy within the Vertical 2) Identifying, pursuing and establishing target accounts relative to Actalent’s consulting/services capabilities 3) Partnering with Actalent Contract staffing account managers to educate and lead them on strategic initiatives for Actalent Services to identify target accounts and drive consultative business solutions.

The Business Development Manager (BDM) will cultivate relationships with current Actalent clients to saturate existing business. The BDM will partner with internal Practice Areas/Vertical leaders to ensure a consistent and effective approach for all prospective customers.

Essential Functions:

• Identify new professional services opportunities following the 3 strategic focus areas: Actalent AOP accounts, target accounts and partnership with Actalent Contract Staffing to identify target accounts aligned with Actalent’s Services strategic focus

• Utilize consultative selling techniques to drive market/customer share by increasing deal size and moving deals up the services/consulting value chain

• Achieve growth goals by expanding current account relationships and winning new accounts

• Ability to create and drive strategies for each account within the portfolio. Strategies include a plan of attack for Diversification, Saturation, and Retention through push/pull strategies. (Push additional service offerings in additional practice areas and Pull our service offerings up the value chain.)

• Expertise to create and manage account or portfolio growth projections based off experience, vertical industry knowledge, internal people and operations knowledge, marketplace knowledge, and account specific knowledge.

• Interface with customers, building relationships with Executive Sponsors and key decision makers.

• Consistently driving business partnerships to saturate and retain accounts.

• Strong business acumen and skill level including sales (new and expansions), RFXs, presentations, contracts, negotiations, internal and external QBRs, communications, technology, reporting, and leading by influence.

• Facilitate effective partnership between Actalent Service pillars (BD, Solutions, Delivery, Finance and TA) to maximize the opportunities.

• Report on effectiveness and outcomes of the account plan by performing root cause analysis when there is a gap between performance and potential and/or goal, evolving the account strategy as necessary and communicating the account status.

• Provide subject matter expertise in vertical industry to target and win new business in the assigned account(s) as well as possibly supporting other similar account expansion.

• Partner with Actalent Control, including SS&O BD, Divisional Operations, and local market offices, by providing analysis to ensure appropriate targets are defined to sustain the growth and health of respective vertical

• Enlist Corporate functions (Legal, Marketing, Finance, Professional Development, Human Resources, etc.) to ensure appropriate functioning in large account set-up including contractual requirements, processes, systems, regulatory requirements, etc.

• Build and maintain strong alliance with Delivery Operations to address and provide feedback and solutions to all challenges that are presented internally or via the client’s portfolio and create strategies and tasks for continuous business process improvement.

• Demonstrate core leadership skills including relationship building, organizational agility, command skills and institutional stretch assignments.

Additional Skills & Qualifications:

• Demonstrated experience in professional sales of engineering services.

• A minimum of 10 years of Business Development experience in one or more of the following industries: consumer and Industrial Products, Aerospace and Defense, Utilities or Transportation.

• Minimum 5 years of Services business development experience with direct involvement in initiating, cultivating, and managing large customer accounts aligned to the industries listed above.

• Proven industry expertise with established key account and customer relationship capital.