Job Description

OBJECTIVE/PURPOSE

Responsible for the development and progress of key relationships with decision makers and influencers with assigned institutions.  The incumbent is accountable for sales activities beginning with lead generation and nurturing individuals participating in the evaluation and selection of distance learning services.  The Business Development Manager will execute the prescribed sales process bringing together the internal resources necessary to close the opportunity.  Additionally, participants in the development and implementation of the Distance Learning sales and marketing plans. 

MAJOR RESPONSIBILITIES AND FUNCTIONS

• Expert selling skills necessary to identify and build quality relations with key decision makers.  Uses a full range of questioning skills and responses to overcome objections within the prospective customer's institution. 
• Possesses exceptional communication skills; written, telephone and face-to-face necessary to position the company's offer as the favored alternative.  Proficient understanding and navigating group buying dynamics. 
• Understands how to uncover points of resistance and reluctance and how to develop opportunities that lead to closing. 
• Proficient making presentations in-person and via on-line vide tools 
• Builds effective relationship with internal staff, works closely with Subject Matter Experts, Operations team, and Customer Service. 
• Travel required for customer visits and conferences
• Uses Salesforce to maintain accurate records of all sales and prosecting activities including sales calls, presentations, pipeline progress, and metrics. 
• Performs other duties as required. 

POSITION REQUIREMENTS

Education: Bachelor's degree required. 

Experience: Three years field sales in education required.  Science background and teaching experience a plus. 

Specialized Training/Skills: Sales training, Salesforce experience required.