Company Summary: At the heart of bb Blanc's mission lies the belief that 'The Experience is everything'. As a pioneer in the industry, we specialize in curating unforgettable moments for large-scale events. With an event portfolio of over 2500 events annually, we've mastered the art of creating event magic. Since our establishment in 2008, bb Blanc, a Canadian-owned and operated live events company, has set the standard for excellence in audiovisual/staging production and live entertainment. Our commitment to unmatched creativity and award-winning customer service has made us leaders in both the corporate and social event markets. However, it's our dedicated team that truly sets us apart. With their passion and expertise, we transform ordinary gatherings into extraordinary experiences, leaving a lasting impression on every guest. Whether it's a corporate gala, a lavish wedding, or a high-profile conference, at bb Blanc, we understand that the experience we deliver is paramount, defining the essence of every event we touch.

Position Summary: As a Business Development Representative, you will hunt for new business with highly desirable accounts within your defined strategic territory. Actively seek new business opportunities by contacting and developing relationships with potential customers through multi-modal sales campaigns.

Competencies And Skills

Hunting: Ability to quickly begin, nurture, and develop strong relationships over time.

• Will Prospect Consistently: Willing and capable of making cold outreach. Prioritizes filling the pipeline over other activities; even when the pipeline appears full.
• Rapport Building: Establishing a strong connection early with customers. Enables customers to know, like, and ultimately trust the seller’s consultation. Allows sellers to steer conversations away from price and keep focus on value.
• Handling Organizational Politics: Forming the habit of questioning why your customers behave the way they do when the customer exhibits unpredictable behavior. This helps you uncover hidden opportunities and overcome obstacles.
• Has No Need For Approval: Does not see their job as making the prospect like them. They are confident in who they are and willing to push prospects constructively. Thrives on tension and high pressure. Recovers easily from rejection.
• Closing: Gain commitment from decision-makers and finalize agreements with customers.
• Supportive Buying Cycle: Does not allow the customer to delay decision-making with “think-it-overs” or “more research”.
• Reaches and Forms Partnerships with Decision Makers: Believes it is important to meet with the decision maker and is comfortable overcoming gatekeepers and other stakeholders to get to the right person. Gain the confidence of the decision maker by clearly demonstrating you can solve their core problem(s).
  
  

Professional Selling: Ability to make positive first impressions, differentiate, be memorable, and run an effective sales cycle.

• Negotiating - Effectively negotiate terms, prices, and conditions throughout the sales process. Seeks win/win outcomes for both you and the customer and are willing to walk away from unfavorable deals.
• Selling Value - Comfortable discussing money but does not fall into price traps and comparisons. Connects customer problems to strategic outcomes. Does not feel “compelled to quote” just because the customer wants one.
• Asking Questions - Skillful in asking enough questions, tough questions, and the right questions.
  
  

Accountabilities and Metrics

• Meetings Booked with Qualified Opportunities
  
  

On a Weekly, Monthly, Annual Basis, How Many Meetings Did This Seller Generate With Qualified Opportunities Through Their Prospecting Activities. A Qualified Opportunity Must Meet The Following Criteria

• Within defined territory/industry
• Within defined client profile (title, company size, etc.)
• Has BANT (budget, authority, need, timing)
• Is accepted by Sales and/or Sales Manager
• Qualified Pipeline Generated
  
  

The monetary value of the opportunities generated through the prospecting activity. Measured before the closing of the deal (for example, the value of the deals that are in discovery or scoping stages of the sales pipeline).

Job Activities

• Create and Activate Sales Action Plans (Territory Playbooks): jointly forming a territory sales strategy with your sales leader, writing a territory sales action plan, and executing the plan to generate more revenue.
• Prospecting and Business Development: Proactively find new prospects that fit your ideal client profile and initiate meetings by utilizing email, phone calls, social media, and other business development tactics.
• Reach target decision-makers: ability to get beyond gatekeepers and waste little time in the process, allowing you to discover more opportunities.
• Networking: attend professional and personal networking event opportunities to act as a brand ambassador and convert new contacts into qualified leads.
• Manage client timelines: create clear and concise processes for both you and the client to follow through before, during, and after commitments are made.
• Ask for referrals: after a relationship is established, proactively ask your key contacts to introduce you to others both within and outside of the client’s organization. This is done to both extend reach to potential clients as well as add to your individual sales pipeline.
• Close with urgency: Always look to gain firm commitment when working an opportunity. If your customer asks you to follow up about a decision later, you appropriately push back to discover why.
• Get involved in the client’s early planning process: Position yourself as a strategic advisor that helps the client deliver on business outcomes that you help deliver through an event (or series of events). Get invited early.
• Reframe price discussions into value discussions: when pricing questions or objections are raised, use questions and insights to get the client thinking about value/ROI instead of costs.
• Maintain a full pipeline: prioritize filling early-stage pipelines without getting distracted by client service or non-selling activities. Targets pipeline value consistently at 3x of annual quota.
  
  

Qualifications And Requirements

• Bachelor’s degree in business, Marketing, Sales, or a related field.
• 1-3 years of experience in business development, sales, or a related role, preferably in a B2B environment.
• Strong communication and interpersonal skills, with the ability to build rapport and establish relationships with prospective clients.
• Proactive and self-motivated approach, with the ability to work independently and as part of a team.
• Excellent organizational and time management skills, with the ability to prioritize tasks and manage multiple projects simultaneously.
• Proficiency in using CRM software, Microsoft Office Suite, and other sales and marketing tools.
• Ability to understand and articulate complex business solutions and value propositions.
• Strong problem-solving and analytical skills, with the ability to identify and address client needs effectively.
• Positive attitude and a strong desire to achieve sales targets and contribute to the company's growth.