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Accessibility Business Development Manager with WCAG / ADA
Location:
US-IL-Chicago
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As Accessibility Services - Business Development Manager (A11Y-BDM), the incumbent will be responsible for expanding our customer base & generating revenues which includes Identifying qualified sales opportunities & effectively present key benefits of Amnet accessibility products and services, to potential customers through outbound lead generation, cold calls, email, follow-ups & final closure. Outcomes: <ol> <li>Grow the new sales capability to cover the range of services in Accessibility </li> <li>Communicate to Management on marketing trends and opportunities </li> <li>Accountable for Revenue target, Qualified Opportunities, Prospects </li> <li>Ability to liaise with the Operations team for Client deliveries </li> <li>Ability to identify, manage accounts and retain clients </li> <li>Subject matter expert of the services offered </li> </ol> <p> </p> Expected Qualification and Experience: Graduation in any discipline 5+ years of total experience in Sales Proven track record with wide experience in sales management <u> <li>2+ years of Bis/Dev experience specific to Accessibility servicesor;</li> <li>4+ years direct publishing sales with emphasis on Accessibility services</li> <li>Proven experience and confidence prospecting and communicating with senior-level executives</li> </ul> Expected Profile: <p> </p> <p><b>Responsibilities in detail </b></p> <p>The key metric will be Qualified Opportunities mapped week on week. The base number is 3 qualified opportunity per week. A qualified opportunity is one where the prospect spends time and effort and shows interest leading to the following:</p> <ul> <li> <ul> <li>A definite need is established based on calls, presentations etc.</li> <li>The prospect has given us an RFP or a proposal to work on.</li> <li>There is a request for price or sample.</li> <li>There is an agreement to do a pilot.</li> </ul> </li> </ul> <p> </p> <p><b>Activities in detail A11Y-BDM will; </b></p> <ul> <li>track follow ups and reminders from interested prospects for further reach-out. </li> <li>assist with follow-ups from client meetings </li> <li>work with lead generation team to research prospects and contact information.</li> <li>work with manager and marketing team to send out email campaigns to prospects with at least 4 follow ups daily.</li> <li>make minimum of 8 active/answeredcontactsper day, log all contacts and update CRM. </li> <li>Source at least 2 new prospects each day </li> <li>generate interest, identify need/challenges faced by customer and suggest them with appropriate service / solution. </li> <li>share the insights gathered from their customers with both sales and operations teams. </li> <li>ensure that the samples / POCs and quotesand Business Proposal and Agreements are delivered on time as per the customer requests.</li> <li>must follow-up on the feedback of the samples and quotes submitted and get them approved by customer.</li> <li>share the feedback on the samples and quote to the production team and CRM.</li> <li>ensure the projects are delivered on time</li> <li>track all phases of each opportunity in the CRM</li> <li>Report on number of leads, prospects, samples/quote shared, active clients (WTD, MTD, QTD and YTD)</li> <li> </li> </ul> <p><b>Additional Responsibilities A11Y-BDM; </b></p> <ul> <li>May be assigned tasks as part of their direct manager's quarterly objectives</li> <li>Will research and generate new leads from existing markets and clients </li> <li>Will maintain professional working relationships with all Amnet customers/prospects </li> <li>Will attend and participate in weekly meetings with Accessibility and production unit heads </li> <li>Will HAVE FUN </li> </ul> <p> </p> <p> </p> Competencies required (<b><u>Only indicate if any of the following will not be applicable for the role</u></b>) Intellectual <table width="100%"> <thead> <tr> <td width="21%"> <p align="center"><b>Competencies </b></p> </td> <td width="78%"> <p align="center"><b>Description </b></p> </td> </tr> </thead> <tbody> <tr> <td valign="top" width="21%"> <p><b>1. </b><b>Intelligence </b></p> </td> <td valign="top" width="78%"> <p>Ability to acquire understanding and absorb information rapidly. A quick study </p> </td> </tr> <tr> <td valign="top" width="21%"> <p><b>2. </b><b>Strategic Skills </b></p> </td> <td valign="top" width="78%"> <p>Determines opportunities and threats through a comprehensive analysis of current and future trends. Comprehends the big picture </p> </td> </tr> <tr> <td valign="top" width="21%"> <p><b>3. </b><b>Pragmatism </b></p> </td> <td valign="top" width="78%"> <p>Generates sensible, realistic, practical situations to problems. </p> </td> </tr> <tr> <td valign="top" width="21%"> <p><b>4. </b><b>Leading Edge </b></p> </td> <td valign="top" width="78%"> <p>"Constantly benchmarks best practices and expects others to do the same </p> </td> </tr> </tbody> </table> Personal <table width="100%"> <thead> <tr> <td valign="top" width="19%"> <p align="center"><b>Competencies </b></p> </td> <td valign="top" width="80%"> <p align="center"><b>Description </b></p> </td> </tr> </thead> <tbody> <tr> <td valign="top" width="19%"> <p><b>5. </b><b>Resourcefulness /Initiative </b></p> </td> <td valign="top" width="80%"> <p>Passionately finds ways over, around or through barriers to success. Achieves results despite a lack of resources.Goes beyond the call of duty.Shows bias for action. A result oriented "Doer." </p> </td> </tr> <tr> <td valign="top" width="19%"> <p><b>6. </b><b>Emotional Intelligence </b></p> </td> <td valign="top" width="80%"> <p>be aware of, control, and express one's emotions, and to handle interpersonal relationships judiciously and empathetically </p> </td> </tr> <tr> <td valign="top" width="19%"> <p><b>7. </b><b>Excellence </b></p> </td> <td valign="top" width="80%"> <p>Sets high stretch standards of performance of self and others.Low tolerance for mediocrity. High sense of responsibility. </p> </td> </tr> <tr> <td valign="top" width="19%"> <p><b>8. </b><b>Independence </b></p> </td> <td valign="top" width="80%"> <p>Willing to take an independent stand. Not swayed by the last person talked with. </p> </td> </tr> <tr> <td valign="top" width="19%"> <p><b>9. </b><b>First Impression </b></p> </td> <td valign="top" width="80%"> <p>Professional in demeanour. Creates favourable first impression-body, language, eye-contact, posture etc. </p> </td> </tr> </tbody> </table> Interpersonal <table width="100%"> <tbody> <tr> <td valign="top" width="21%"> <p align="center"><b>Competencies </b></p> </td> <td valign="top" width="78%"> <p align="center"><b>Description </b></p> </td> </tr> <tr> <td valign="top" width="21%"> <p><b>10. </b><b>Likability </b></p> </td> <td valign="top" width="78%"> <p>Puts people at ease. Shows Emotional Intelligence. Warm, sensitive, compassionate. Not arrogant. Friendly, sense of humor and genuine. </p> </td> </tr> <tr> <td valign="top" width="21%"> <p><b>11. </b><b>Customer Focus </b></p> </td> <td valign="top" width="78%"> <p>Monitors client satisfaction (internal or external). Establishes partner relationship with clients. Visible and accessible to clients. </p> </td> </tr> <tr> <td valign="top" width="21%"> <p><b>12. </b><b>Assertiveness </b></p> </td> <td

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