Business Development Associate - ERP Software

Together We Are BIG
If you were to ask the CEO of BIG what the biggest asset of the company is, he’ll tell you it’s the employees. We pride ourselves in not only our corporate culture, but more importantly, our people. Everyone works together to demonstrate and meet our core values – what our culture revolves around.
Join our mission in providing leadership to the IT industry by bringing safe, reliable and understandable solutions to clients – all while growing on a personal and professional level.
Together, we create a great team.
Awards & Recognition:

• Best Places to Work in PA: 2017, 2018, 2019, 2020, 2021, 2022 (Central Penn Business Journal)

• Reader Ranking Awards, (Central Penn Business Journal)

Top Winner – Software Development Company (2019)
Top 3 IT & Tech Support Companies (2018, 2019, 2020)
Top 3 Data Management and Protection Companies (2019, 2020)
Top 3 Cybersecurity Companies (2020)
Top 3 Software Development Companies (2020)

• Top 250 Private Companies in Central PA, 2018 (Central Penn Business Journal)

Company Benefits:

• Competitive Compensation

• Health Benefits: Medical, Dental, Vision

• 401K Including Company Match

• Profit Sharing

• Flexible Spending Account

• Professional Development and Certifications

*What Our Team Has to Say About BIG.
*

“What I like most about BIG is the people. It’s hard for me to believe I’ve been at BIG for 17 years and I think my fellow employees have a lot to do with that.”
Sheridan Palmer

“The best part about BIG is that every day is different and I work with some pretty amazing people.”
Andrea Shue

“The people who work for BIG is what I like most. They are a talented group of people I am so proud to be associated with.”
Ken Jones

The Viewpoint Business Development Associate is a client facing role responsible for developing and managing enterprise level relationships through solution selling tactics in order to generate new logo sales across the Viewpoint and BIG product portfolio. The ideal candidate will possess both a construction sales and enterprise level sales background. This position is responsible for developing long-term relationships with new business clients. High-level technical discussions and C-Level business conversations will be required to be successful in this role. The responsibilities of this position fall into three main categories: pre-sales, sales, and post-sale support of hardware, software, and client relationship management.
Pre-sales activities include prospecting, networking, cold calling and client profiling.
The sales process entails discovery and deep dive introductory calls and meetings, identification of challenges, building business cases, development and facilitation of proposal and quote process for specific clients, budget and pricing development, as well as proposal writing, contract negotiations, and client presentations.
Post-sale support includes maintaining the client relationship, identifying challenges and finding solutions, ongoing education of technology in the construction industry and BIG
ESSENTIAL DUTIES AND RESPONSIBILITIES

• Promote Business Information Group’s product and service offerings which include Viewpoint Software, managed network services, computer hardware and software sales, development services, security services, wireless technologies, and selected vertical offerings.
• Understand clients’ specific business needs and challenges through solution selling techniques.
• Build business cases to drive sales and profit
• Attain sales and profit budget goals
• Prospecting and qualifying to ensure customer acquisitions align with BIG’s solution strategies
• Develop strategic territory management plans to obtain sales and profit budgets.
• Identify, profile and develop new business through multiple channels: phone, E-mail, networking, client relationship management.
• Hold “C” level meetings with agility and confidence.
• Prepare business cases and proposals in conjunction with team members to drive sales and profit.
• Clearly communicate the business value of Business Information Group.
• Use Salesforce to manage calendar, prospects, clients and opportunities, as well as territory and pipeline.
• Responsible for the development and generation of RFPs
• Other duties as assigned

Competencies
· Integrity and Trust – is widely trusted; is seen as a direct, truthful individual; can present the unvarnished truth in an appropriate and helpful manner; keeps confidences; admits mistakes; doesn’t misrepresent him/herself for personal gain
· Customer Focus – is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect
· Drive for Results – can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results
· Interpersonal Savvy – relates well to all kinds of people-up, down and sideways, inside and outside the organization; builds appropriate rapport; builds constructive and effective relationships; uses diplomacy and tact; can defuse even high-tension situations comfortably
· Listening – practices attentive and active listening; has the patience to hear people out; can accurately restate the opinions of others even when he/she disagrees
· Presentation Skills – is effective in a variety of formal presentation settings: one-on-one, small and large groups, with peers, direct reports and bosses; is effective both inside and outside the organization on both cool and hot data and controversial topics; commands attention and can manage group process during the presentation; can change tactics midstream when something isn’t working.
· Written Communication – can write clearly and succinctly in a variety of communication settings ad styles; can get messages across that have the desired effect.
· Negotiating – can negotiate skillfully in tough situations with other internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships; can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing
· Informing – provides the information people need to know to do their jobs and to feel good about being a member of the team, unit and/or the organization; provides individuals information so that they can make accurate decisions; is timely with information
· Priority Setting – spends his/her time and the time of others on what’s important; quickly zeros in on the critical few and puts the trivial many aside; can quickly sense what will help or hinder accomplishing a goal; eliminates roadblocks, creates focus
Education, Qualifications & Experience
· Bachelor’s degree in business related field
· Three to five years enterprise level selling experience
· Background in selling Viewpoint software and/or construction related technologies preferred
· Proven track record of new client acquisition and hunter mentality
· Salesforce experience preferred

Job Type: Full-time

Pay: From $60,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Disability insurance
• Employee assistance program
• Flexible schedule
• Flexible spending account
• Health insurance
• Health savings account
• Life insurance
• Mileage reimbursement
• Paid time off
• Paid training
• Profit sharing
• Travel reimbursement
• Vision insurance
• Work from home

Schedule:

• Monday to Friday

Supplemental pay types:

• Bonus pay
• Commission pay

Application Question(s):

• What is your average deal size and sales-cycle length?

Experience:

• Direct b2b sales: 2 years (Required)

Willingness to travel:

• 25% (Required)

Work Location: On the road