Director of Business Development & Partnerships

Job Title: Director of Business Development & Partnerships

Job Grade: 8

Job Purpose:

• The Director of Business Development & Partnerships will be essentially tasked with identifying and generating sales opportunities through both inbound and outbound activities and channel partnerships.
• The right candidate will be the one who works well under pressure, thinks out-of-the-box, easily initiates relaxed but informative two-way phone conversations with prospects, and is highly self-motivated.
• The right candidate will also understand how to assess a company’s needs and tailor the outreach to each prospect specifically.
• The Director of BD & Partnership will be responsible for identifying and creating new qualified sales opportunities globally.
• The Director of BD & Partnership will become a trusted resource and develop relationships with prospects, acting as the initial point of contact. This role will be primarily focused on researching the Target Accounts in the regional territory and globally, performing outreach through emails, calls, personal business networking initiatives, and contacts and social media.
• The Director of BD&P will also be responsible for building strong channel partnerships with the existing and new partners in the HCM or payroll domain.
• Director BD&P will have the opportunity to be closely mentored and professionally developed by more seasoned professionals in Mercans’ Group and to really manage directly and autonomously the growing of business of Mercans worldwide.

Job Responsibilities:

• Follow up on inbound and outbound marketing leads and identify qualified opportunities, providing appropriate levels of information at the right time for interested prospects.
• The Business Development Manager will be tasked with identifying and generating sales opportunities through both inbound and outbound activities.
• The right candidate will be one who works well under pressure, thinks out-of-the-box, easily initiates relaxed but informative two-way phone conversations with prospects and is highly self-motivated.
• Be responsible for educating and developing prospects leading to hand-off to Mercans’ Contractual Implementation and Operational teams.
• Create target prospect lists and penetrate key accounts.
• Cold call into prospects generated by a variety of outside sources.
• Identify key players by researching and obtaining business requirements, and presenting solutions to begin the sales cycle.
• Profile strategic accounts by identifying key individuals.
• Set appointments for Mercans’ Service Implementation and Technical team when a lead reaches a related qualified stage.
• Drive attendance for webinars and live seminars, and set meetings for potential conferences and events in different countries.
• Collaborate and guide other Mercans’ sales and marketing team members on strategic sales approaches.
• Ensure successful follow-up of the sales cycle by maintaining accurate activity and lead qualification information in the CRM application used by Mercans (currently HubSpot).
• Consistently achieve qualified opportunity quotas to ensure global revenue objectives.
• Develop and execute a strong prospecting plan for business development activities, including email and call scripts.
• Research accounts, identify key players, generate interest, and develop accounts to stimulate opportunities.

Experience & Qualifications:

• University degree or equivalent qualification or practical experience that demonstrates equivalent knowledge and skills related to Sales and Marketing, HR and Payroll Management, or Business Administration.
• Must have 10+ years of previous sales experience in HR Outsourcing services, Payroll Outsourcing, PEO – Employer of Record Services (Staff Leasing and outsourcing), ATS – Applicant Tracking System, HRMS and Payroll Platforms, Advisory Services (HR Policies, Salary Benchmarking services, etc.).
• Proven business development success through effective use of core sales tools: Salesforce, DiscoverOrg, LinkedIn, Tableau, OpsCon, Google Apps, HubSpot, and Microsoft Office.
• Strong and professional communication skills — written, verbal, and presentation.
• Capability of understanding customer pain points and requirements, and correlating potential business opportunities for Mercans.
• Aptitude to manage numerous requests and time demands concurrently while achieving production goals from assigned territory or set of accounts.
• Promotes a strong sense of urgency for reaching goals and key deliverables. Acts without being told what to do. Brings new ideas to the company.
• Strong desire to compete and win.
• Ability to work independently as well as part of a team in a fast-paced environment.
• Ability to develop business relationships, influence others, and maintain strong working relationships.
• Experience using Salesforce.com, HubSpot, or comparable CRM is strongly desired.
• Strong understanding of Business Development’s role and lead development best practices and procedures.

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