Capital Associated Industries, Inc.
  • Raleigh, NC, USA
  • Full Time

CAI is a non-profit membership organization emphasizing long-term relationships with North Carolina employers. It's not about invoices, consulting models or long engagements. It's about relationships and service. 

This position owns the Member Acquisition function for CAI. A significant part of the job will be direct and indirect involvement in New Member acquisition, with an emphasis on building the funnel and creating leads and referrals.

The Business Development Manager will also plan, coordinate and direct sales team member activities. This includes setting goals, managing to those goals, training & developing, and performance management.

To be successful, this position will also ensure continuous evaluation and improvement of the Sales processes, systems, and overall effectiveness. 

Manage Member Acquisition

  • Serve as internal owner for CAI's New Member Acquisition.
  • Develop strong referral relationships & networks with local professionals to feed the Member funnel.
  • Encourage & support Member & Employee Referrals.
  • Become a subject matter expert in CAI's offerings and stay current.
  • Establish strong internal relationships and collaborate to meet goals.
  • Work with the CAI Marketing team to develop, implement and continuously improve a robust marketing plan for potential CAI members.
  • Maintain a pulse on CAI competition, employer trends, feedback and receptivity of CAI Membership.
  • Serve as a public face for CAI, engage in events and opportunities to drive interest and awareness in CAI.

Manage Sales Team

  • Establish individual Sales Team member goals & metrics, and manage to them.
  • Follow CAI's Performance Management process to support & develop Sales Team (GPS).
  • Plan and implement training programs to ensure team is versed in CAI's offerings. Hold regular skills training sessions with internal or external sales trainers.
  • Recruit, select, onboard and train new sales representatives. 
  • Motivate and engage the sales team with monetary and non-monetary (intrinsic) motivational tactics, such as sales contests, incentive packages, prizes, and public recognition.
  • Unite the team: Ensure sales representatives work as a positive unit and share their best practices.
  • Set a good example for the team. Work according to company culture and values, prioritize excellently, use good communication and deliver results effectively

 Manage Sales Process

  • Ensure an effective sales process/playbook exists and is appropriately followed.
  • Ensure utilization of Sales Force within sales process and by sales team.
  • Ensure sales team has aids, prompts, tools, and resources to support the sales cycle.

 

The successful candidate will have the ability to...

  • Manage, coach and lead a team of 4-5 sales representatives
  • Increase our membership base to 2200 Members by 2023
  • Drive achievement of 300+ Member joins per year
  • Drive creation of 1200+ Member Opportunities per year

 EDUCATIONAL REQUIREMENTS

  • ­­­­­­­­Bachelor's degree in business, management or related field or an equivalent combination of education and experience.

 

Capital Associated Industries, Inc.
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