Business Development Executive - Touchwork

Touchwork is a leader in customer experience (CX) solutions and services that help organizations capture, analyze, and act on information in real-time – anytime, anywhere. Touchwork’s solutions put the right information in the right hands at the right time. In doing so, organizations can monitor and achieve first-class customer service levels, enhance the customer experience, reduce costs and liability, generate revenue and gain a competitive advantage.

The Business Development Executive will be responsible for identifying opportunities, developing relationships and selling Touchwork solutions to clients in North America. The responsibilities will include:

Leads: Leads are generated by Touchwork and assigned through our CRM platform;

• New leads have self-identified their interest in Touchwork solutions through their own research; or experienced the solutions at a client location first-hand; or generated through outbound marketing programs initiated by Touchwork; or generated through a channel program.
   
• Dark leads have either previously lost interest or chosen to use another vendor’s technology; they will be assigned periodically for Bus Dev executive to re-engage; learn why another vendor’s technology was chosen over Touchwork’s; possibly turn dark lead into new sales opportunity.
   
• Leads require immediate contact by phone or e-mail.
   
• All leads will be qualified by the Bus Dev Executive to determine:
  • Level of interest.
  • Size and value of opportunity.
  • Project timeline.
     
• All leads will be moved through the sales pipeline timeously: Contact Made -> Presentation -> Proposal -> Agreement Signed -> Implementation

Business development: The Bus Dev Executive will actively engage potential clients through networking, trade events, marketing, and cold calling, to existing or new clients that would benefit from Touchwork’s technology. The primary markets include:

• College and Universities
• Healthcare
• Airports

Industry influencers – The Bus Dev Executive will actively develop potential clients through partnerships with consultants and other solution providers.

All leads generated through the business development process will be captured into the CRM system by the Bus Dev Executive and will follow the lead/sales management process described above.

Account management: The Bus Dev Executive will build and develop rapport with existing Touchwork clients to:

• Upsell Touchwork solutions.
   
• Gain value statements for use in sales and marketing programs in order to develop additional clients;
   
• Leverage in order to provide direct referrals, or act as a reference to others who are considering the Touchwork solutions;

All leads generated through the account management process will be input into the CRM by the Bus Dev Executive and will follow the lead/sales management process described above.

A successful Bus Dev Executive will use a number of strategies and tools to move leads from contact made to a closed sale:

• Establish personal credibility with potential clients through consultative sales practices.
   
• Communicate Touchwork value and how it applies to the respective client’s potential needs.
• Modify generic Touchwork sales presentation to speak to potential client’s needs.
• Ask questions and make recommendations in order to guide potential client in choosing appropriate solution(s).

• BS or MS degree in one of the following: marketing, hospitality, dietetics
• Computer literate and tech savvy
• Industry knowledge and contacts in higher ed or healthcare
• Good listener and communicator – ability to present at conferences
• Self-starter and innovative thinker to solve client problems

Compensation is based on a base salary per month plus commission. This is a remote position, and the person will be expected to travel to industry events. Travel and accommodation costs will be covered by Touchwork.

All your information will be kept confidential according to EEO guidelines.