Business Development Manager

Summary Statement
The Business Development Manager serves as part of a team of sales, marketing and training professionals and supports the MITAGS organization by managing customer relationships while helping to identify and pursue new business opportunities.

The Business Development Manager strongly contributes to the successful operation of the Business Development Department, and the establishment of Departmental policies, plans and budgets.

A successful Business Development Manager is a person of integrity and trust who enjoys working with others, has excellent written and verbal communication skills, and can create clear, concise project descriptions and proposals.  Business Development Managers must be able to exercise discretion and independent judgment with respect to matters within their authority.

Supervision

• Reports to the Executive Director of MITAGS

Major Duties and Responsibilities

• Serve as relationship manager for existing customers, with emphasis on East Coast vessel operators, engineering firms, pilot associations and other organizations, developing strong relationships as a trusted advisor, not just a salesperson.  As relationship manager, the Business Development Manager is not only expected to call on customers but is also authorized to lower or increase prices as reasonable for group or custom client trainings, advocate on behalf of customers with MITAGS’ operations team, enter into agreements, and resolve customer disputes, among other responsibilities.
• Recruit new customers through external outreach, as well as facility tours, sales calls, and electronic communications.
• Work directly with the Academic and Simulation Departments to craft solutions and meet customer needs. The Business Development Manager is authorized to determine and offer new courses outside the standard curriculum and customize existing courses, and to enter into agreements with customers regarding new or customized courses.
• Represent MITAGS at industry events, including trade shows, seminars, conventions, and other forums; speak or make presentations at industry events on behalf of MITAGS; and engage in sales activities at such events.
• Update and maintain the Customer Relationship Management (MIDS) tool with all business booked and sales activities.  Utilize CRM tool to log and generate sales call and productivity reports.
• Analyze, make recommendations about and contribute to the development of Business Development Department policies and short-term business objectives.
• In conjunction with other members of the Business Development Department, the Executive Director, and the CFO, analyze, make recommendations, develop, and establish the Departmental budget, marketing and sales plan, standards of procedure, forecasting reports, and campaigns.
• Achieve individual performance goals and implement Departmental performance goals as described in the Marketing and Sales Plan
• In conjunction with other members of the Business Development Department, manage the Department budget and quality control, make recommendations for adjustments to the budget and marketing plan
• Lead the Academic Department when the Director of the Campus is out of the office.
• Work with third party vendors to fulfill Departmental goals in conjunction with the budget and marketing plan, negotiate with vendors, enter into contracts binding MITAGS, and monitor vendor contract compliance and performance.
• Complete special projects and other managerial assignments as assigned by the Executive Director.

Required Qualifications
The Business Development Manager must be a person of integrity and trust who enjoys working with others, and has:

• Experience in the maritime industry either as a licensed officer or a shoreside manager
• Strong interpersonal, communications and presentation skills
• Experience developing budgets and adjusting budgets
• Proven ability to make sound decisions while exercising authority, discretion and independent judgement
• Experience negotiating contracts
• The ability to sell concepts and ideas to management, peers and outside organizations
• The ability to assess customer needs and solve problems while also providing value
• An excellent telephone manner and the solicitation skills to develop new business
• The ability to travel to various customers’ physical locations, conferences and trade shows
• A demonstrated track record of performance based on personal initiative
• Willingness to work as part of a team in a collaborative sales environment
• Experience with the Microsoft Office suite, including Word, Excel and PowerPoint
• Experience with or the ability to learn Microsoft TEAMS and CRM products.
• Excellent time management skills

Desired Qualifications

• A knowledge of STCW, CFR and other mariner training requirements
• Ability to cross-sell customers programs and provide marketing support
• Experience with maritime simulators
• Qualified to teach and ability to complete the Train the Trainer (TTT).

Core Values
The ideal candidate enjoys interacting with existing and potential customers and can speak passionately about MITAGS’ mission and capabilities.
Additionally, the Business Development Manager should be:

• Analytical
• Action oriented
• A good listener
• Customer focused
• Able to develop customer-specific solutions
• Detail-oriented
• Flexible
• Organized
• Current on maritime industry developments
• A team player

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