Vice President of Business Development

The VP, Business Development is responsible for generating and managing new business and/or maintaining existing clients/portfolio accounts, as assigned.

The VP will provide leadership and manage Business Development team members assigned. In this position, the VP will act at all times as the business owner for the strategic and tactical planning that leads to successful conversion, retention and penetration of assigned association and portfolio clients that meet/exceed revenue objectives.

Responsibilities

• Identifies and prospects new business based on developing targeted solicitation strategies for key accounts.
• Highest level, client point of contact leading shows $2M plus.
• Develops and maintains strong relationships with existing and potential accounts.
• Directs business development and client services teams in the strategic management of existing clients to ensure client retention and drive revenue and profit growth.
• Maintains accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within the Salesforce.com (CRM) system.
• Prepares and presents clear, compelling and persuasive sales presentations that demonstrate GES’s value proposition and core capabilities to our customers.
• Sells consultatively and makes recommendations to prospects and clients of the various solutions the company offers to their business issues.
• Ensures optimal resources are assigned to the right opportunities.
• Assists Business Development team members with negotiating terms, conditions, pricing and commitments.
• Provides necessary information and approval for proposals and contracts.
• Identifies ‘at risk’ clients and executes strategies to mitigate issues and retain the account.
• Regularly meets with clients to build strong relationships and to ensure client needs/expectations are met.
• Demonstrates full knowledge of GES products and services.
• Innovates and creatively thinks about unique methods to differentiate GES that leads to sales successes.
• Attends industry events and maintains active memberships in related professional associations such as IAEE, PCMA, HCEA, ESCA and any other relevant organizations to provide maximum exposure for the Company and network/build relationships with targeted existing clients and prospects.
• Performs other duties as assigned and deemed necessary of the position under the direction of the Business Development Leadership Team.
• Account size and revenue volume guidelines:
• Individual and/or Team Volume – $25 Million or more annually
• Sells and/or manages to large complex accounts (Greater than $2 Million)

Qualifications

• BS/BA degree, preferably business/marketing/communications emphasis or equivalent experience.
• 15+ years of consultative sales/project management experience.
• Extensive experience managing and producing complex sales opportunities.
• Strong leadership skills with the ability to build, develop and motivate a team to win.
• Industry association membership – active participation
• Proven sales record of success against established goals.
• Demonstrated relationship management skills.
• Consultative communications style – effective listener.
• Strong presentation skills.
• Strong organization skills.
• Demonstrated strategic, solution-based problem-solving skills.
• Effective problem-solving and mediation skills.
• Proficient computer skills to include Microsoft Office Suite and audio/visual equipment.
• Excellent, proven interpersonal, verbal and written communication skills.
• Proficiency with customer relationship management software (Salesforce.com preferred).

Work Environment

• Moderate travel required – up to 35%
• Ability to work in an office or remote.

Our team members are our family, so we help our team members care for their families. The rewards of joining GES are extensive. We offer a comprehensive benefits package to all full-time employees. Here are some of the highlights:

• Competitive salaries
• 401K with company match
• Healthcare/vision/dental insurance
• Wellness benefits
• Career development program
• Employee assistance program
• Vacation time
• Community involvement opportunities
• Team activities

And much more……