The Role
Develop and expand customer relationships across Eastern Washington by selling communications technology and services to public safety, utilities, transportation, and other organizations. Responsibilities include territory planning, prospecting, market research, presentations, contract negotiation, closing deals, CRM management, forecasting, customer retention, and collaboration with technical and operational teams. The role requires extensive travel to customer meetings, conferences, and networking events.
Summary Generated by Built In
Are you inspired by the idea of supporting our nation’s critical infrastructure and securing communications for first responders, utilities, and transportation?
Are you an experienced sales professional interested in driving customer sales efforts while collaboration with our technical and operational teams across eastern Washington and Idaho?
Are you interested in being part of a fast-paced, growing company with opportunities to expand your knowledge base across a wide range of mission critical technologies?
Company Overview
Eastern Communications, Ltd. is a critical communications provider based in Long Island City, Queens, NY. Founded in 1976, and acquired from original ownership in 2020, Eastern provides infrastructure, technical services, field replacement parts, and maintenance to a range of end users including public safety, transportation, utilities, and the federal government. The company has earned its exceptional reputation for delivering the highest quality products and services over its 45+ year history. In February 2023, we acquired Iowa-based RACOM Corporation, creating one of the largest nationwide mission critical communications companies in the United States.
Job Summary
We are seeking a skilled Business Development Manager to join our nationwide team in with ownership over the Eastern Washington region. This role plays a crucial role in our organization, focusing on expanding our existing customer relationships. This position requires a strong sales-oriented individual with a "hunter" and "farmer" mentality, dedicated to deepening relationships with existing clients and expanding our geographic footprint with net new customers through effective customer relationship management. This role will utilize our existing service center footprint as the basis for customer retention, expansion, and growth.
Role Responsibilities
- Expand Existing Customer Relationships through utilizing a proactive approach to identify opportunities for upselling and cross-selling additional products and services to existing clients through a geographic territory management mentality around all service centers within your given service center region.
- Identify and pursue new business opportunities through cold calling, networking, and market research.
- Develop and maintain strong relationships with key decision-makers and influencers within customer organizations.
- Collaborate with the Technical teams at each location to leverage their interactions with customers and identify opportunities for service expansion.
- Within your geographic territory identify potential new customers and develop strategies to expand our customer base in the geographic footprint of our Service Centers.
- Conduct market research and analysis to identify industry trends, customer needs, and competitive landscape in the assigned territories.
- Develop and execute territory-specific sales plans and initiatives to achieve growth targets.
- Engage and work closely with other Regional Account Managers and Business Development Managers on key, large strategic initiatives with specific requirements by complexity, total deal size, or other items as deemed necessary by the Head of Business Development.
- Build and maintain a comprehensive customer database, including contact information, sales history, and customer preference to ensure consistent revenue growth.
- Conduct presentations and product demonstrations to potential clients.
- Provide exceptional customer service and act as a trusted advisor to clients, ensuring their needs are met and issues are resolved promptly.
- Regularly engage with customers to assess their satisfaction, identify opportunities for improvement, and address any concerns.
- Participate in local tradeshows, industry conferences, and networking events to promote our services and generate leads.
- Collaborate with the Facilities Coordinator at each Service Center to identify strategic business development efforts and capitalize on local market opportunities.
- Assist in the development of marketing materials, presentations, and proposals to support sales activities.
- Set ambitious sales targets and objectives aligned with company goals and objectives.
- Monitor sales performance and provide regular reports on progress, achievements, and challenges to the management team.
- Utilize CRM tools and systems to track sales activities, manage leads, and generate accurate sales forecasts.
- Negotiate contracts and close deals to achieve sales targets.
Requirements
- Bachelor's degree in Business Administration, Marketing, or a related field (or equivalent work experience).
- Proven track record of successful sales and business development experience, with a minimum seven (7) years of complex solution selling experience in technology sales and/or selling to public safety agencies.
- Demonstrated experience developing and executing complex sales strategies that require multiple months to close.
- Strong understanding of sales principals , techniques and strategies.
- Excellent communication, negotiation, and presentation skills.
- Ability to develop and maintain effective relationships with customers at all levels.
- Self-motivated, results-driven, and able to work independently.
- Strong organizational and time management skills, with the ability to handle multiple priorities simultaneously.
- Proficient in CRM software and Microsoft Office Suite
- Willingness to travel extensively (50% or more) to meet with customers and attend industry events.
Benefits We Can Offer You
- Health, dental and vision insurance
- 401k and company match
- Annual Performance Review and Accompanied bonus
- Paid holidays, vacation and sick days
- Ongoing technical training
- Advancement opportunities
- Safe, clean & friendly work environment
If you are a talented and experienced Business Development Manager familiar with experience in technology sales who is looking for a challenging and rewarding opportunity, we encourage you to apply!
Skills Required
- Bachelor's degree in Business Administration, Marketing, or a related field, or equivalent work experience
- At least seven years of complex solution selling experience in technology sales and/or selling to public safety agencies
- Experience developing and executing complex sales strategies with sales cycles lasting multiple months
- Strong understanding of sales principles, techniques, and strategies
- Excellent communication, negotiation, and presentation skills
- Ability to develop and maintain effective relationships with customers at all levels
- Self-motivated, results-driven, and able to work independently
- Strong organizational and time management skills with ability to manage multiple priorities
- Proficiency in CRM software and Microsoft Office Suite
- Willingness to travel extensively, 50% or more
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The Company
What We Do
Eastern Communications Ltd. is a leading provider of mission-critical communications technology, services, and infrastructure in North America. Headquartered in New York, the company supports public safety, utilities, transportation, and federal markets by ensuring reliable connectivity for personnel in the field. With over six decades of experience, they specialize in wireless trunking, system design, and rapid-response maintenance to ensure critical communication readiness for their partners.
