BUSINESS DEVELOPMENT SPECIALIST

Position Summary

The Business Development Specialist is responsible for representing Graphcom’s core values (we not me, can’t stop won’t stop, forever curious) in everything they do. Responsible for developing business for Graphcom’s offset printing services, digital printing services, mail/fulfillment/distribution services, media services, creative services, marketing strategy services, data analytics services, signage, fabric, trade show, vehicle wrap, and any other services provided by Graphcom to existing and prospective clients. In addition to selling to new customers, the Business Development Specialist is responsible for developing and maintaining business needs with current customers. Responsible for providing leadership and direction for project management to their internal customers, in particular the client services teams (account management team and project management team) and production team, as well as their external customers. Responsible for serving as the account manager when an account manager is not assigned to a client. Responsible for understanding the needs of the internal and external clients. Responsible for setting expectations consistent with and in support of Graphcom’s company goals as well as manage, coach, and counsel performance to meet or exceed those expectations.

Essential Functions

To perform this job successfully, an individual must be able to execute each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills and abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Responsible for generating sales/revenue for Graphcom specifically in the digital printing, offset printing and mailing/fulfillment/distribution, media services, creative services, marketing strategy services, data analytics services, signage, fabric, trade show, vehicle wrap, and any other services provided by Graphcom to existing and prospective clients
• Act as a strategic partner by helping clients evaluate their current print, mail, fulfillment, distribution, and strategic marketing needs
• Provide leadership and direction for Project Management team, Account Management team and Production Management team as required throughout the entire timeline of each project
• Manage Request for Proposal (RFP) process by writing proposals, coordinating internal resources to develop quote prices and credit terms. Lead all planning meetings that may be required during the RFP process
• Develop and maintain excellent client relationships
• Enter all appropriate customer and prospect information into a contact management database. Responsible for updating customer and prospect information when changes occur in each Graphcom database
• Gain new market share by prospecting for potential new clients for use as sales leads, based on information from newspapers, business directories, business journals, industry ads, trade shows, internet web sites, conferences, networking events and other sources
• Assemble media kits and mail or deliver them to researched/prequalified prospects
• Develop and maintain a comprehensive working knowledge of our capabilities and understand how the services we provide may benefit our clients
• Pursue relationships with customers who recognize our value (strategic partnerships), as opposed to customers who buy only based on price (transactional relationships)
• Pursue customers who require the type of strategic marketing services, printing, mailing, fulfillment, and distribution that Graphcom is best equipped to produce
• Travel to call on existing and prospective customers or contact customers and prospects by phone or via email
• Steward existing relationships with clients by routinely providing relevant, helpful information regarding how Graphcom can help grow their business
• Develop and deliver presentations, proposals, conducts facility tours
• Regularly conducts Periodic Business Reviews (PBRs) with major clients (top 10 portfolio clients at a minimum)
• Coordinate customer training when necessary
• Meet or exceed sales goals by:
  1. Grow revenue of selected accounts by developing an understanding of each customer’s needs and communicating the benefits of Graphcom and our products best suited to meet those goals
  2. Identify additional decision-makers in different departments and locations within those selected accounts
• Prepare sales forecast reports as directed
• Maintain open and effective communication with all company personnel
• Develop and maintain professional communication and sales skills
• Comply with all Graphcom policies, standards of conduct, rules, etc.
• Other duties as assigned

Minimum Job Requirements:

• Minimum of High School Diploma or equivalent, Bachelor’s Degree in related field such as marketing strongly preferred
• Minimum 5 years successful selling experience preferably to corporate/business accounts
• Entrepreneurial spirit
• Excellent communication and presentation skills required
• Non-compete/disclosure agreement
• Valid driver’s license and insurance with proof required
• Experience working with a CRM
• Up to 25-75% travel required

Measure of Performance:

• Individual performance will be measured against a monthly or annual sales goals
• Individual performance will be measured against “action standards” which will be assigned to each individual; number of cold calls expected, number of sales letters expected, number of appointments expected, number of new customers expected, etc.…all within a specified timeframe

Working Conditions and Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• While performing the duties of this job, the employee is occasionally required to stand; walk; sit; use hands to finger, handle, or feel objects, tools, or controls; reach with hands and arms; climb stairs; balance; stoop, kneel, crouch or crawl; talk or hear; taste or smell. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus
• Work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions
• While performing the duties of this job, the employee can be occasionally subject to adverse weather conditions including extreme heat and cold
• The noise level in the work environment is usually moderate