Market Development - Regional Business Development Manager

Next Street is a merchant bank founded to serve high-performing, high-potential urban small and mid-size businesses and non-profits in Boston and New York. Next Street selects organizations that are poised for growth and, in the context of a long-term trusted advisor provides them with the tandem assets of advice and access to finance that together ensure they achieve their full potential.

Our clients earn annual revenues between $1 million and $100 million, with our primary target market earning revenues in the range of $5 million to $50 million across all industries, including the non-profit sector. For all clients, we offer a full range of services from strategic planning and acquisitions to organizational development and marketing. For clients that require capital, Next Street provides customized finance — in particular, growth capital — either directly or by arranging for the most favorable financing from third-party sources of capital.

POSITION SUMMARY:

Next Street is looking to add experienced Regional Business Development Managers to source, qualify, and acquire new small and mid-size businesses to expand the firm’s portfolio of clients. The Regional Manager is responsible for the sale of the firm’s products & services in a specified region or major geographical area. The Regional Manager sells the firm’s products & services using a consultative sales approach and technical business knowledge to influence companies and assist them in applying the product & service solutions to their needs. The Regional Manager will partner with the firm’s advisory practice to demonstrate the firm’s value proposition at the close cycle of the sales process. In addition, the Regional Manager provides input and participates in the marketing, market planning and technical development of products and services.

DUTIES AND RESPONSIBILITIES

Research prospect company needs and develop applicability of Next Street’s products and services by

• Understanding and refining Next Street’s strategies & goals for each product & service
• Obtaining & coordinating data & information from staff & member groups
• Researching and developing lists of potential companies
• Performing market research to determine prospect company needs & providing information to members of the team as it relates to the sale.
• Evaluating product & service marketability in terms of the business technical need
• Following up on sales leads and developing leads
• Maintaining up-to-date understanding of industry trends and technical developments that affect target markets
• Establishing & maintaining industry contacts that lead to sales
   

Develop and deliver sales presentations and close sales:

• Developing sales and marketing proposals for businesses on technical products & services
• Making presentations to prospects and channel partners
• Developing technical presentations & workshops
• Maintaining up-to-date awareness of activities, industry trends & government regulations
• Making regular sales calls to develop relationships and follow up on lead
• Acting to close deals & finalize contacts
• Meeting established sales quotas and revenue goals
• Identifying and building effective partnerships with local business associations/institutions, foundations, and other professional groups to maximize prospect pipeline

Participate in sales forecasting and planning:

• Researching, developing & maintaining long & short range sales & marketing plans
• Producing regular reports & final plans for Partner’s approval
• Maintaining an up-to-date awareness of strategic plans and procedures to coordinate market plans
• Monitoring, analyzing, & communicating sales data, via contact management system, to contribute to product & service planning

Promote Next Street’s culture:

• Communicating openly, honestly and constructively
• Treating all employees and firm relationships with dignity, respect and courtesy
• Taking responsibility for and making every effort to resolve communication, concerns and/or problems

Required Skills, Knowledge, and Experience:

• Prefer experienced candidates with minimum of 10 years sales experience
• Experience selling to market segment
• Proven ability to outperform sales quotas
• Must be a self-starter and motivated individual with a strong desire to work in an entrepreneurial environment
• Commitment to urban economic development
• Able to work independently and as part of a team
• Willingness to travel
• Strong written and verbal communication skills

Interested candidates, please send a cover letter and resume to Next Street.