Business Development Manager - Staffing Services - Detroit Labs

Detroit Labs is looking for an experienced business development professional to join one of the most well-respected staffing organizations in IT staffing. We offer a competitive base salary, aggressive uncapped commission plan, and a comprehensive benefits program including Medical, Dental, 401k, and Vacation.

About Detroit Labs

Detroit Labs is a digital innovation studio that transforms the way our clients do business by launching bold and cutting edge technology solutions that deliver key results. Since 2011, we’ve built genuine relationships with high profile clients based on respect, trust, and results. We foster a diverse and inclusive culture that values people - providing them with the tools, resources, and support they need to thrive professionally, exceed client expectations, and be themselves at work. We ideate, validate, and create through strategic exercises like design sprints, early stage consulting, cloud/architecture solutions, large scale web and mobile apps—and staffing. Our “Staff by Detroit Labs” staffing organization is one of the ways we meet our clients’ needs and help transform their digital products.

Business Development and Staffing Sales at Detroit Labs

Our Business Development team researches and builds strong client relationships to bring the most value and customized solutions to accelerate clients’ current and future needs. Sometimes what our clients need most is flexible staffing to support and infuse their existing teams with top talent or needed skills. As our Business Development Manager (BDM) for Staffing, you are responsible for identifying and generating new business through outside staffing sales activities such as prospecting, telemarketing, territory planning, cold calls, and relationship building. The Staffing BDM is accountable for focusing on and generating business through new staff augmentation contracts with companies of all sizes and industries. The Staffing BDM will deal most frequently with middle to senior management, particularly talent acquisition partners, within the client’s organization.

In this role, you will be responsible for developing and cultivating new staffing business opportunities while supporting Detroit Labs to build strong, long-term relationships with its clients. A core aspect of your role will be understanding the digital needs of clients and collaborating with internal teams to ensure clients are connected to the talent they need for their digital solutions. You will also stay current on industry trends and emerging technologies, using this knowledge to offer thought leadership and proactively address your clients' evolving needs.

With a focus on achieving gross profit (GP) targets, you will manage a robust sales pipeline and consistently meet or exceed quarterly and annual quotas, ensuring long-term business success for both our company and our clients.

Our Application

At Detroit Labs, multiple members of our team will read over every application (including yours), and will review your resume in addition to your responses to the application questions.

To help us get to know you better, we encourage you to answer these questions genuinely and honestly. We value each applicant and want to learn about the real you. Be yourself in your responses, and our team will look forward to understanding what you can bring to this role!

Requirements

• 3-5 years of business development/staffing sales experience
• Experience with consultative, solutions-based selling
• Excellent communication and presentation skills, with the ability to engage both large and small audiences, and effectively present to executive level.
• Proven relationship-building skills with various levels of leadership
• Possess a “hunter” mindset
• Work well within a quota driven environment
• Self-manager who can lead and achieve sales goals
• Commitment to continuous learning and growth, particularly in understanding justice, equity, diversity, and inclusion (JEDI) principles.
  

Responsibilities

Drive Business Strategy for “Staff by Detroit Labs”

• Develop and implement an effective sales plan to meet or exceed established sales objectives for medium to large size accounts
• Utilize a consultative sales strategy to effectively drive new business, resolve client objections, and maximize sales activity
• Evaluate and determine client needs and a plan of action to offer staffing solutions
• Work collaboratively with cross-functional teams to create contracts, proposals, pitch decks, and sales collateral that effectively address client needs
• Make formal sales presentations and follow-up calls to prospective new accounts
• Interface with leadership to establish pricing for quotes and bids that are consistent with the company’s financial objectives
• Maintain a thorough working knowledge of all services offered, and awareness of the competition
• Conduct cold and warm outreach to generate new business and acquire new logos
• Meet/exceed performance expectations including weekly calls, appointments, and GP dollars
• Organize weekly sales efforts utilizing the Customer Relationship Management (CRM) system, including all contacts, activities, appointments, and opportunities
• Collaborate with Executive Leadership on contract negotiations with customers, Statements of Work (SOWs) and to respond to RFP’s

Exceed Client Expectations and Support Excellent Operations

• Collaborate with internal talent acquisition team to ensure that accounts sold are consistent with service resources and candidate pool
• Develop and nurture relationships with stakeholders at all levels, including C-level executives and key decision-makers
• Navigate sales challenges and objections with creativity and urgency, consistently delivering appropriate solutions
• Collaborate with the fellow business development team members to strategically grow and support client relationships, ensuring long-term business partnerships
• Willingness and ability to perform on-site visits to clients, facilitating meetings, hosting events, and establishing a positive presence to grow relationships

Travel

Overnight travel and onsite visits will be required for things like traveling to client sites, industry events, or other business engagements, depending on project needs and geographic location of clients

Benefits

• The base salary for this role is $60,000 - $80,000 with uncapped on-target earnings (OTE) of $150,000+/yr in bonus payout based on performance
• Flexible PTO policy
• Remote friendly work environment
• Flexible work schedule
• Health, dental, and vision coverage
• 401k contribution and matching options
• Parental leave program
• Monthly $50 phone credit and choice of MacBook or other necessary work equipment
• Access to professional development budgets as needed
• Monthly budgets for "team fun" bonding events
• Free lunch for various company meetings and Lunch & Learns
• All-company remote-friendly activities
• Access to our employee resource groups (ERGs)
• Plenty of Detroit Labs swag