Business Development Manager

As a Business Development Manager, you are a part of AWL’s Strategic Business Development team. Our mission is to be a trusted adviser and strategic partner upon whom our new and existing customers can depend on to deliver a shared vision of success in the market. In this role, you will be responsible for growing existing relationships and hunting for new strategic partnerships that drive new demand. You will work to fully penetrate and develop strong relationships with key decision-makers for your assigned accounts. Leveraging your superior strategic business development skills, you will aggressively work a robust opportunity pipeline of existing programs and new prospects, and will be responsible for the discovery, contract negotiation, launch, and optimization.

Candidates must have the ability to come to our office 2-4 times per month for key meetings, team events, training, and exposure to growth opportunities.

General Responsibilities:

• This role, reporting to the Senior Director, Business Development, has a dual focus:
  • Identify and pursue new partnerships that drive demand for AWL’s suite of products
  • Deepen relationships and uncover new opportunities for mutual business growth with existing strategic customers and partners.
• Lead joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones.
• Coordinate the involvement of company personnel, including customer success, marketing, and engineering resources, to meet account performance objectives and customers’ expectations.
• Develop solutions to complex business problems and customer engagements through in-depth analysis, coordination, and negotiation with key decision-makers.
• Gather feedback through multiple channels, including direct customer interaction, and communicate to appropriate business leaders to continually optimize program performance.
• Analyze, monitor, and regularly report both internally and externally on key metrics by account.
• Stay abreast of competitors and insurance industry trends and changes as they affect assigned accounts.

Requirements:

• 5+ years of sales experience consistently exceeding revenue and earnings expectations.
• Established track record of Sales success in direct and/or indirect sales channels with both large and small prospects.
• A sophisticated understanding of the solution selling process, sales strategy, sales forecasting, and pipeline development.
• Prior experience selling customer acquisition marketing or similar services in the Insurance field is preferred.
• Demonstrated ability to quickly understand, adapt and overcome sales, customer, and managerial challenges and the ability to train and teach others.
• Deep comfort with Excel, Tableau, or other data analysis and management tools.
• Ability to set clear goals, be decisive, accept responsibility, measure performance, and overcome challenges to achieve quality and timely results.
• Proven track record managing multiple priorities and building advocacy with cross-functional teams.
• Superb written and verbal communication and negotiation skills.
• Extremely self-motivated with a strong work ethic.
• Personal qualities and characteristics include integrity, humility, honesty, trust, and teamwork.
• Proficient with Excel, Word and PowerPoint.
• Bachelor’s degree required.
• 10-15% travel and a willingness to work a flexible schedule.