November 2013 Newsletter: Client News: The Metiss Group: Seeking a Business Development Executive
The Metiss Group is seeking a Business Development Executive. This position requires calling on business owners and senior executives in The Metiss Group network, as well as generating new contacts, locally and throughout the continental United States (very little overnight travel required).
The Metiss Group provides the tools to remove unpredictability and optimize performance. This team of “Behavior Experts at Work” relies on behavioral science to solve common workplace dysfunction. Whether it is hiring frustrations, underperforming teams, disharmony among the leadership team or disappointing sales, behavioral science is at the root of both the cause and the cure for what ails growing companies. The Metiss Group has spent over 20 years perfecting proven processes that empower success at every level of an organization.
EVP, Business Development Accountabilities:
The ideal candidate will demonstrate:
A determined focus on results, not just activities
An ability to speak comfortably to senior leaders, individually and in groups
The ability to initiate new relationships AND nurture lasting genuine partnerships with clients
An ability to be a creative problem solver
A passion for learning and personal development
An efficient use of resources and focus on profitability
A well-balanced approach to the world in which they operate: an ability to see the big picture well, which buttons and levers to push and pull in order to get desired results, and the impact of/on people involved
A very strong critical thinking ability
A really good sense of humor with a desire to be affiliated with a great team
Relationship Management: 30% Accountability
Nurture long-term/strategic relationships
Develop strategies for content delivery touches
Develop strategic vision for each client
Manage client expectations
Handle escalated collection issues
Facilitate hand off to content experts
Participate in initial client services
Conduct gap analysis for new service delivery
Develop multiple client entry points
Success Factors
Demonstrated no “one and done” customer activity
Multiple client entry points were established
Age of A/R was less than 30 days
Strategic plan was in place for each client
Obtained positive feedback from content experts
No avoidable surprises arose
Achieved $200K in sales revenue
Prospecting: 40%
Accountability
Keep personal contacts warm, reach out to current rolodex
Source new companies (cold call)
Develop and follow-up on leads
Qualify leads based on TMG fit
Look for strategic partnerships
Success Factors
Minimal number of leads were rejected due to TMG fit
Demonstrated ROI for network sourcing
Demonstrated ROI for prospecting investment
Client Acquisition: 20% Accountability
Own and execute proposal process i.e. present, revise and follow up
Use decision maker’s debrief as a sales tool
Develop and maintain TMG knowledge for sales
Uncover client “pains” and “define illness” (perform clientoscopy)
Determine initial client service offering
Close sale
Success Factors
Achieved $100K in new client sales
One high potential sale per month was closed
Proposals were turned around within a reasonable timeframe
Professional, accurate and complete business proposals were developed
Team TMG: 10%
Accountability
Develop/execute annual sales plan
Update CRM/build “play bill”
Manage expense report, travel and calendar
Leverage technology
Attend TMG meetings
Live TMG core values
Demonstrate personal and professional development
Demonstrate active participation in relevant associations
Participate fully in learning TMG client offerings
Success Factors
Sales plan was developed and adopted
CRM was updated daily
Effective use of technology was demonstrated
Meetings were attended on time, prepared and engaged
Knowledge of TMG sales offerings was demonstrated
Personal and professional development was demonstrated
TMG core values were adopted and demonstrated
Interested parties should contact Cyndi Gave, president of The Metiss Group, at cyndi@themetissgroup.com with a resume and expression of interest.
The Metiss Group is seeking a Business Development Executive. This position requires calling on business owners and senior executives in The Metiss Group network, as well as generating new contacts, locally and throughout the continental United States (very little overnight travel required).
The Metiss Group provides the tools to remove unpredictability and optimize performance. This team of “Behavior Experts at Work” relies on behavioral science to solve common workplace dysfunction. Whether it is hiring frustrations, underperforming teams, disharmony among the leadership team or disappointing sales, behavioral science is at the root of both the cause and the cure for what ails growing companies. The Metiss Group has spent over 20 years perfecting proven processes that empower success at every level of an organization.
Created by Joan Carleton (jfcarlet@oakland.edu) on Wednesday, November 20, 2013 Modified by Joan Carleton (jfcarlet@oakland.edu) on Monday, November 25, 2013 Article Start Date: Wednesday, November 20, 2013
