The Business Development Manager (BDM) is a consultative outside sales role responsible for initiating and managing direct sales efforts with targeted law firms and corporations. The position is will be responsible for growing and expanding our footprint by developing relationships in that geographic area including: Washington, DC, Virginia, and Maryland. The BDM will be expected to win projects involving discovery, digital forensics, data analytics, cyber security, and other legal technology solutions. Qualified candidates must have a hunter mentality with high energy as well as a strong motivation for taking action and getting results.
Key Responsibilities
- Generate new client leads through prospecting and marketing efforts
- Provide direct sales efforts to penetrate key accounts, create new relationships, and grow account revenues
- Collaborate with Managing Directors and Directors to help expand and develop the iDS book of business
- Work with Managing Directors and Directors in the design and development of client proposals (including creation of detailed Letters of Engagement and Statements of Work)
- Track and monitor project activity on multiple engagements, providing client feedback and issue resolution to foster positive relationships with clients
- Work with Managing Directors and Directors to help steer and manage iDS business development initiatives, as well as marketing and training plans
- Provide support to other Managing Directors and Directors fostering an environment of collaboration and cross selling
- Assess potential business deals by analyzing market strategies and deal requirements
- Work with Solutions team to effectively scope projects while providing clients with realistic expectations
- Update job knowledge by participating in educational opportunities, reading professional publications, maintaining personal networks, and participating in professional organizations
- Work with Process and Project Management department to mitigate issues and ensure client satisfaction
Additional Responsibilities:
- Attend bi-monthly, quarterly, and annual company meetings
- Report to Sales Team at weekly sales meetings
- Submit and approve time and expenses in accordance with company policy
- May be asked to perform other duties not listed in this job description as required by business needs
Job Qualifications:
- Minimum of 10 years documented successful B2B solutions- oriented sales experience with a proven track record of developing new accounts and growing existing relationships; e-Discovery/litigation support sales is helpful but not required
- Must be able to demonstrate a successful track record of establishing new relationships and expanding existing relationships and projects within the identified geographical region
- Must be able to demonstrate a successful track record of establishing new relationships and expanding existing relationships and projects within the identified geographical region
- Familiarity with major e-Discovery tools and platforms is helpful but not required
- Must have experience working in a team selling environment
- Ability for overnight travel 10%-20%
- Ability to cover territory with 3/5 days in a large territory.
- Positive personality with the ability to develop, foster, and maintain relationships
- Proactive work style exhibiting a high level of follow up and follow through
- High level of energy to maintain constant communication with existing and prospective clients
- Experience monitoring multiple projects with a commitment to client services delivery
- Strong understanding of the company’s core practice areas to develop client pitches and proposals (including litigation readiness, complex litigation management, forensics, processing and hosting, cyber security, etc.)
- Flexibility regarding work schedule to meet client and prospect needs outside of regular business hours
- Individuals must be able to perform the essential functions of this position with or without an accommodation
iDS is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status.
The above is intended to describe the general content of and requirements for the performance of this job. It is not to be construed as an exhaustive statement of job functions, responsibilities or requirements