Job title BDM - Healthcare & Education

Department Outside Sales

Report to  VP Sales-East

FLSA Status Exempt

Summary of Position:

The primary responsibility of the Business Development Manager Healthcare & Education is to develop, manage and grow Kwalu’s product awareness, acceptance, and sales to the Healthcare and Higher Education market segment, including pipeline build, develop strategy and analyze business opportunities.

This role serves as the key contact with customers to develop and establish productive relationships with decision-makers, influencing them by using selling skills to discover/diagnose their needs and deliver world-class healthcare furniture solutions.

The Business Development Manager will increase awareness and interest among Healthcare end-users, A+D firms, dealerships, and government accounts of the Kwalu brand, product, and capabilities. As a Business Development Manager, you'll be accountable for achieving/exceeding revenue, profit, and market share growth objectives, inclusive of the full Kwalu product offerings.

Essentials Functions:

• Introduce new products, programs, promotions, and specification tools to the Healthcare and Higher Education market; reinforce the value proposition of our offering and its advantage in the market.
• Manages the sales development of Kwalu products within the core geography by maintaining a constant awareness of markets and pursues profitable opportunities focused on organizational growth.
• Commitment to continual learning and knowledge of Kwalu Products, the proper application and specification requirements along with fabrication and installation process to ensure proper use and overall customer satisfaction
• Acts as a facilitator and provides recommendations to senior management with key sales information as it relates to markets and regions.
• Coordinate regular field sales activities including prospecting and lead generation. Identify, qualify, and close opportunities with existing and new clients and customers.
• Interact regularly with buying influences to specify our products for future sales on projects, then ultimately close those sales and convert into revenue.
• Proactively develop, track, and aggressively grow top line sales and margins across healthcare and higher education market segments. Continually build a proactive pipeline of new and existing clients and accounts.

• Conduct technical product presentations with a high degree of knowledge and professional delivery to address issues, needs, trends, technical attributes, and provide solution offerings. Hold accountability for achieving assigned goals for sales, orders, shipment volumes, new business, and margin percentage.
• Build and maintain key relationships and present a positive image of Kwalu in the marketplace.
• Develop and execute a business plan for new and existing healthcare accounts, and guide relationships with end users, A+D firms, and dealers associated with these accounts.
• Develop and grow assigned strategic accounts in the local market. Conduct technical product presentations with a high degree of knowledge and professional delivery to address issues, needs, trends, technical attributes, and provide solution offerings.
• Guide the strategy for assigned healthcare accounts to achieve volume goals through the development and maintenance of long-term relationships with select customers, ensuring long-term customer satisfaction.
• Proactively develop, track, and aggressively grow top line sales and margins across healthcare and higher education market segments. Continually build a proactive pipeline of new and existing clients and accounts.
• Protect accounts from the competition by understanding the competitions' position and strategies.
• Provide insight into new healthcare trends and modes of work that will make a case for change or help customers realize a need (demand generation).
• Spend over 75 percent of time supporting and consulting with healthcare customers to grow relationships and developing/managing business plans (including necessary overnight travel).

   

   

  Qualifications/Requirements

   

  • An associate or bachelor's degree in Marketing, Business Administration, or a related field. An equivalent level of experience will also be considered.
  • At least 10 years of successful account management with healthcare experience (preferred).
  • Selling skills, including account penetration, strategic selling, conceptual selling, issues-based selling, consultative selling, negotiation, and contracts.
  • The ability to think strategically and execute tactically.
  • Excellent verbal, written, and interpersonal communication abilities with a strong emphasis on listening and healthcare environments vernacular.