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Cooke & Associates, Inc. (CAI) is a global risk management company based in the San Francisco Bay Area. For over 19 years, CAI has been providing executive protection, corporate security, critical site protection and public safety support services to multinational corporations, international brand, government agencies and ultra-high net wealth families.
Position Summary
CAI is seeking a Global Business Development Leader to join us in providing security solutions to a variety of vertical markets including executive protection, corporate and government work. This position is ideal for those who have a drive to deliver the best service possible, can identify new business sales opportunities through a consultative approach and provide a tailored solution which meets the client’s needs. The ideal candidate will have a proven record of continually increasing sales, is not only knowledgeable about the industry but passionate about the work they do and has a proven business development strategy with a solid record of success.
Essential Functions
Reasonable Accommodations Statement: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.
- Work directly with CAI management to execute strategic initiatives and projects as well as assisting in driving growth of the business while leading mission critical, cross-function efforts.
- Meet or exceed minimum company assigned sales objectives by direct selling of CAI services to new and existing clients. Sales objectives listed below.
- Be responsible for all aspects of business development and the entire process of a sale i.e. identify and contact prospective leads, manage meetings and client’s vendor process, negotiate and execute contracts and manage client relationship after the contract has been executed.
- Ensure CRM software or shared spreadsheet is kept current at the end of each day i.e., potential leads and client contact information, client outreach, documentation etc. Reports must be prepared and ready for each weekly department meeting.
- Review each morning, any new leads/targets entered into CRM or spreadsheet and conducted initial outreach within one business day.
- Research new organization and identify key decision makers for targeted marketing calls and emails.
- Concentrate efforts each day on effective prospecting and sale methodologies (cold calling, client/associates/internet referrals etc.) in identifying and “connecting” with prospective clients all with a goal of establishing face-to-face appointments and determine prospect qualification.
- Building rapport with prospects and transition “cold” inquiries over time into CAI clients with fully executed contracts.
- Gather useful information from existing and potential clients and competitor data.
- Deliver key business literature and appropriate promotional items to clients and prospects on an ongoing basis. Produce and present presentations to prospective clients.
- Assist with planning and overseeing new marketing initiatives.
- Maintain relationships with existing clients with a goal of increasing CAI footprint within their operation. Meet frequently with client decision-makers and referral sources.
- Negotiate contract terms with clients and ensure fully executed contracts are in place before any work is performed. Ensure agreements are in 100% compliance with all federal, state and local regulations in assigned accounts.
- Be accessible to clients, employees and executive staff via phone or email 24x7. It’s expected that all client communications or urgent client matters be acknowledge and/or responded to within the same day they are received.
- Maintain thorough knowledge and understanding of CAI client sites, post orders, staffing requirements/priorities, client policies and procedures, and any other information necessary for the effective and efficient operation within the business unit.
- Routinely meet with CAI Operations and client assigned staff to be briefed on the current state of the operation, address client concerns, receive staff feedback, address problems, offer solutions, evaluate staff proficiency, ensure compliance to contract specifications as well as CAI policies, providing assistance when necessary, and initiating corrective action as required all to ensure services are delivered to the client at the highest level possible.
- In partnership with CAI Operations, assist with the rollout of new client sites or projects.
- Work closely with Bookkeeper on pricing/billing issues; conduct follow-up with clients when payments are sufficiently overdue.
- Meet weekly with management to share success stories and discuss effective sale/business development strategies and methodologies. Recommend new approaches, policies and procedures to effect continual improvements in efficiency of department and services performed.
- Represent CAI by attending conferences, meetings and industry and client related events.
- Through the company brand, product, mission, and goals, actively promote CAI through social media and other digital outlets.
- Continually develop key competencies (sales, computer skills, business analysis etc.)
- Carry out all responsibilities in an honest, ethical and professional manner.
- Foster teamwork and continual communications across the teams.
Required Skills & Experience
- Possess excellent verbal and written communication skills, interpersonal and customer service skills.
- Strong organizational skills, attention to detail, time management skills with a proven ability to meet deadlines.
- Excellent analytical and problem-solving skills.
- Ability to prioritize tasks and to delegate them when appropriate.
- Ability to function well in a high-paced and at times stressful environment.
- Strong supervisory and leadership skills with the ability to make reasonable decision which keep operations moving forward, are in the best interest of the client and do not negatively impact the CAI or its brand.
- Work under pressure and effectively respond to any situation that may arise while supporting clients and projects.
- Advanced proficiency in technology to include Windows, Mac OS, Microsoft Office 365, Android or iOS mobile devices, and collaboration tools such as scheduling tools, group messaging platforms, and video conferencing applications.
- Ability to work under tight deadlines with various conditions of urgency while maintaining composure.
- Be available after hours (nights and weekends) as needed and respond to project needs should they arise. This ranges from reviewing emails, making calls, identifying staff to being an option to respond to a project should the need arise.
- A motivated, problem-solving mindset with a customer service, "get it done" attitude.
- Have excellent writing, reporting and verbal communications skills.
- Be approachable and articulate with the ability to present to cross functional teams, clients, and groups.
- Have a strong moral compass that drives ethical decision making 100% of the time. Maintain the highest level of professionalism and confidentiality.
- Ability to travel to sites and assess operational needs.
- Ability to successfully complete a background check.
Education & Experience
- (Required) Minimum 6 years relevant business development experience preferably in executive and corporate security.
- (Required) Bachelor’s Degree
- Minimum 4 years’ experience successfully utilizing CRM software to drive sales.
- Proven experience ensuring the achievement of key company objectives.
- Proven history of continually meeting or exceeding sales goals.
- Demonstrated ability to work in a team-oriented environment that allows for collaboration with the sales and operations teams in identifying and resolving problems, issues, concerns