Manager, Business Development

Job Title: Manager, Business Development

Introduction:

The Manager of Business Development will establish and lead efforts that pave the way for Toshiba's customer acquisition growth in retail. Acting as the face of our brand to new prospects, this leader will establish and manage a high-performance team within the Marketing organization that is responsible for identifying and nurturing high quality leads.

You will have the unique opportunity to build this organization within a well establish brand with a strong existing sales team and culture. You'll be responsible for setting the overall strategy as well as the day-to-day guidance and operations of this retail Business Development Representative (BDR) team.

Specifically, this leader will be tasked to consistently expand and improve the sales process, metrics management, reporting and develop positive cross-functional relationships. You'll hire, manage, motivate, and drive a high-performing and efficient team that will generate new leads, qualify opportunities for our sales representatives and channel partners in the Americas, starting with the USA and Canada.

Success in this role looks like:

• Apply your understanding of Account Based Marketing (ABM) and the role BDRs play in lead generation focused on high quality engagement, account/contact intelligence and leads instead of
• Recruit, hire, motivate and optimize business development talent.
• Develop and maintain oversight for robust onboarding & continued training programs for BDR effectiveness in association with sales enablement.
• Design KPIs to measure BDR performance, monitor & coach daily activity inputs such as calls, social outreach and emails, and work with Sales leadership to ensure profitable BDR opportunities are successfully handed off to Sales.
• Drive business development programs by establishing call plans, campaign call guides, motivating the team, and tracking and reporting success.
• Work closely with marketing and sales to drive interdepartmental Service Level Agreements (SLAs) that ensure strong process alignment
• Partner closely with sales leadership, communicating proactively and taking initiative to continually innovate and improve operations and productivity.
• Ensure high quality CRM (Salesforce) maintenance and continually monitor and manage the integrity of account and contact data for their activity.
• Ensure effective management and oversight of sales enablement and MarTech tools.
• Monitor and report on marketing KPIs and conversions on a daily, weekly, and monthly basis and ensure quick interventions to address performance challenges.
• Build spiff programs and other incentives to empower a team of BDRs
• Optimize each team member's pipeline as though it were a sales funnel, identifying weak points and teaching strategies to maximize results
• Develop your team's skills for prospecting, qualifying and opportunity creation
• Collaborate with the Marketing team to uncover sales leads in acquisition and channel accounts based on marketing campaigns and events
• Work closely and collaboratively with the sales teams on the strategy to deliver leads in support of sales goals

Required Skills:

• Bachelor's degree or equivalent experience
• 8+ years in a BDR/SDR Management function within a B2B organization
• Track record of starting up and leading high performing sales or business development teams
• Expert in using Salesforce and other sales tools/products to drive productivity
• Excellent leadership, interpersonal, collaboration, communication, and conflict resolution skills
• Metrics driven - driving the team to keep on top of daily, weekly, monthly, quarterly targets
• High level of energy, motivation, initiative, commitment, and professionalism
• Personal previous experience as a quota achieving BDR/SDR or account executive
• Specialized in lead nurturing with previous experience exceeding lead generation objectives
• Strong organizational skills a must, plus excellent verbal, written and active-listening skills

Preferred Skills:

• Experience with the retail technology industry, either on vendor or client side
• Experience with using Salesforce (CRM), LinkedIn Sales Navigator, ZoomInfo, and sales engagement technology
• Experience with ABM, targeted account sales strategies
• Ambition for a career in Tech sales or Marketing for high tech

About the Company:

Toshiba Global Commerce Solutions is a dynamic billion-dollar global company based in Research Triangle Park, NC, providing retail store solutions to your favorite brands. Have you ever been in a hurry and made use of the self-checkout at Lowe's Foods, earned fuel rewards at Kroger, or just paid for purchases at retailers such as Walmart, Michaels, Carrefour, The Gap, Calvin Klein, Boots, Cencosud, BJ's, or Costco? These are just a few examples of our in-store solutions and impressive customer base that made us the world's installed market share leader.

The nature of retail is changing quickly, so if you share our 'Together Commerce' vision of a seamless two-way, participatory shopping experience, let's get together to drive the new economy.

Toshiba Global Commerce Solutions, Inc. offers a competitive salary and generous benefits package including the following:

• Group health coverage (medical, dental, & vision)
• Employee Assistance Programs
• Pre-tax spending accounts
• 401(k) plan (with company match)
• Company provided life insurance
• Pet Insurance
• Employee discounts
• Generous paid holiday schedule, paid vacation & sick/personal days

EEO:

Toshiba Global Commerce Solutions is an equal opportunity/affirmative action employer that evaluates qualified applicants without regard to age, ancestry, color, religious creed, disability, marital status, medical condition, genetic information, military or veteran status, national origin, race, sex, gender, gender identity, gender expression and sexual orientation or any other protected factor. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.

Individuals who need a reasonable accommodation because of a disability for any part of the employment process should email [email protected] to request an accommodation

DIVERSITY, EQUITY & INCLUSION:

We at Toshiba Global Commerce Solutions firmly believe that our people are an integral part to the success of our customers. Furthermore, we're committed to Diversity, Equity, and Inclusion for all our people as highlighted by our5 Core Principles (Create Outreach, Foster Belonging, Unleash Opportunity, Diverse Cultural Engagement and Culture of Transparency). We're passionate about our customersthe retail industry and becoming a more responsible company as we help create a brighter future.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)