Business Development Specialist

The Business Development Specialist’s primary emphasis is on bringing in new business. This is done by qualifying potential business opportunities and contacting key decision makers, through phone and in person sales calls. Successful people in this role are comfortable engaging with businesspeople at all levels and selling critical business services. This requires the ability to use consultative selling techniques (communication skills, questioning, and listening techniques, etc.) and the discipline to be persistent while following a daily and weekly plan and demonstrating the desire and drive to become a top performing sales professional.

1. Generate a sufficiently high level of sales activity to secure a minimum of two to three new clients per week.

• Effectively speak with decision-makers to assess needs and to secure accounts.

• Complete a minimum of 250 total sales calls weekly, a combination of phone and face-to-face, to include a minimum 125 completed quality Decision Maker calls.

• In addition to, complete a minimum 100 MPC’s and set a minimum 10 face-to-face appointments per week for the outside sales team, to ensure the minimum number of two to three New Clients per week goal is achieved

• Generate 10 or more job orders per week for the team of Employment Specialists to fill

• Document 100% of calls in the automated system and set a next action step to keep prospects/clients in the sales pipeline.

1. Develop a Sales Action Plan for each prospect on the Top 20 Hit List.

• Develop a quarterly sales plan identifying potential new clients and business opportunities.

• Take the lead in coordinating ongoing sales activities for Top 20 Hit List prospects.

• Research new and missing accounts, establish meetings, and coordinate presentations as needed,

focusing on prospect’s needs.

3. Prepare and execute a daily sales plan to maximize territory management.

• Use the automated system to prepare a daily sales plan identifying companies and offices to visit.

• Introduce the organization through discovery, planned, appointment, and telephone calls.

• Maximize sales efficiency by properly using account classification and territory management

systems.

• Classify prospects and set the appropriate call frequency based on potential business.

• Utilize LinkedIn and another social media platform to generate leads and prospects

4. Use a Total Client Care sales approach to present full-service capabilities.

• Identify and follow up regularly with key accounts and develop unique value-added sales

opportunities, for example, provide company knowledge-based campaigns, arrange MPC calls with the Employment Specialist and invite them to Refresh Leadership simulcasts.

• Sell all product and service lines.

5. Effectively work with and communicate with internal team.

• Meet with the inside team daily to ensure sales and recruiting are in sync and clients’ needs are being met.

• Perform other related duties as necessary and assigned.

6. Conduct business in accordance with company guidelines and applicable Federal/State Legal Guidelines.

• Must have thorough knowledge of employment-related laws and regulations, including, but not limited to the Fair Labor Standards Act, Title VII of the 1964 Civil Rights Act, Americans with Disabilities Act, Equal Pay Act, Pregnancy Discrimination Act, and the Family and Medical Leave Act Employment Standards Act, Human Rights Code, Equal Employment Opportunity Commission regulations, and the Health Insurance Portability and Accountability Act and Fair Credit Reporting Act, as they relate to employment.

• Develop a thorough knowledge of the staffing and placement services offered by our company as well as pricing techniques and strategies. Supervisory Responsibility

• No direct supervisory responsibility.

Working Conditions and Physical Requirements

• Essential activities are conducted inside the local office.

• Must be able to work effectively under stress of daily travel, deadlines, commitments, and client problems.

• Climb stairs and carry necessary marketing materials, gifts, and supplies.

• Occasional out of town travel for meetings or training required

The office as a whole should be focusing on the 5 Sales Plays at all times:

1. Make face-to-face decision maker calls

2. Develop a sales action plan for each top 20 hit list account

3. Make MPC calls

4. Fill job orders with urgency

5. Deliver the Client Care Packet

Branch Manager

1. Modeling/showing sales focus (what a good job looks like)

1. Minimum of 45 Decision Maker calls every week

1. 50% prospect calls

2. Minimum of 5 MPC calls every week

3. 8-10 Appointments every week

2. Qualified Top 20 Hit List with Action Plans based upon prospects challenges

3. Weekly one on ones (accountability) with each team member

1. Utilizing Weekly One-on-One Form (attached)

4. Deliver 100% Client Care packets

5. Morning & Afternoon (Stand-up) White Board meetings daily

6. Office averaging 2-3 new clients every week.

7. Holding your team accountable to the activity outlined below

Business Development Specialist

1. Average of 250 sales calls every week, a combination of phone and face-to-face

1. Min 80% prospect calls

2. Average of 125 Decision Maker calls every week

3. Average of 100 MPC calls every week

4. Average of 2 new clients every week

5. Average of 10 appointments with qualified prospects every week

6. Average of 10 job orders per week

7. 100% accurate documentation in Q4 by end of every day

Employment Specialist

1. Fill 100% of all qualified job orders with urgency by end of every business day

2. 100% Q/C calls completed and turned into Marketing calls

3. Minimum of 100 total sales calls of which 60 to be decision maker calls every week

1. Schedule 2 appointments every week

2. Minimum 10 MPC calls every day (50 per week)

4. Complete between 4-7 interviews per day

Front Office Coordinator

1. 100% Completed Inquiry Calls

2. Generate 10 Sales leads a week

3. Schedule 10 interviews per week for SC’s