Business Development Manager – US/Canada

  • Location: USA
    (ref. code US-2023-BDM)
    Position: 1 full time

Mantis is looking to hire a highly driven, mentor/coach and collaborative Business Development Manager to work across multiple industry verticals. You will have a proven sales track record of enterprise software sales, with preference with a WMS ranked vendor. The Business Development Manager will be responsible for achieving revenue goals on a continuous basis by becoming a trusted and credible partner to our customers, generating pipeline, effectively prospecting into target accounts, and closing business. The Business Development Manager main duties include executing plans to meet sales targets, developing, and cultivating relationships with clients and evaluating costs to determine their products’ pricing when selling to customers. This is an excellent opportunity for someone with solid software sales experience to act as goal-oriented digital sales executive and to be a part of a large privately owned business applications company.

What We Offer

Our company culture is focused on helping our employees enable innovation by building breakthroughs together. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

Location: Home Office, USA preferred. Remote work from any US or Canada major travel hub.

Job Description & Responsibilities:

  • Bring and foster new opportunities through existing relationships or additional methods effective for Mantis products and services.
  • Conduct analysis of existing clients and develop strategic and tactical strategies to expand and/or cross sell Mantis products.
  • Own your forecast and be accountable for providing accurate business updates to our internal business, while keeping activities and deal updates current in Mantis CRM.
  • Build a pipeline for software and services in assigned named accounts or territory towards closing new business.
  • Create a sales plan and approach to achieve quarter and annual sales goals.
  • Manage the entire sales process from identification to close, by:
    • Identifying, qualifying, and closing new sales opportunities to prospective and potentially existing customers.
    • Conducting discovery sessions in person or virtually in collaboration with other Mantis resources to fully understand customers’ functional and technical requirements and to deliver tailored solution proposals.
    • Self-directing activities with internal and external parties such as marketing, business development and system integrators or partners to ensure pipeline is at least 4-5 times sales quota for the rolling 12-month period.
  • Work with Mantis team members to elaborate compelling proposals and be the owner and driver of responses to RFPs/RFIs from prospects in the assigned territory or named accounts, ensuring that Mantis and its value propositions are presented in the best possible manner.
  • Work with the direct supervisor (Sales VP) to ensure all assigned accounts are handled in a strategic manner and collaborating when required:
    • Cultivate relationships with named accounts to become a trusted partner.
    • Build key-relationships at D/VP/CXO levels within accounts and sales opportunities.
    • Identify key relationships with named accounts and provide a roadmap to gain access to decision-makers.
    • Understand and promote Mantis value proposition.
  • Be able to provide effective high-level presentations and demonstrations of Mantis software in person and virtually and engage the Pre-Sales Consultant when required.
    • Travel to Mantis offices, prospective clients, current accounts or attend trade shows when required.
    • Update and maintain data in CRM and other applications on all leads/prospects/contacts/activity, etc.
    • Assist with other projects and responsibilities as assigned.
  • Maintain professional and technical knowledge by:
    • Attending educational workshops.
    • Reviewing professional publications.
    • Establishing personal networks.
    • Participating in professional organizations.

Qualifications:

  • 8+ years of professional experience in selling:
    • Complex sales cycle (4-8 months, multiple stages and stakeholders) in the Supply Chain / WMS markets.
    • Software and implementation services in a single transaction.
    • Preferably in the segments of 3PL/LSP, Retail and Distribution.
  • Proven sales quota attainment track record.
  • Customer focused, consultative Account Management, cross sell and upsell skills required.
  • Ample knowledge of the sales processes and experience in account management and client management.
  • Demonstrable use or training of sales process/methodology (e.g., MEDDPICC, Challenger Sale, Solution Selling, Force Management, Complex Sale, Power Base Selling or similar).
  • High level of comfort selling to C/VP suite, operational and technical (IT) stakeholders.
  • Knowledge and understanding of distribution processes and KPIs of customers in the USA/Canada.
  • Experience in Team-based organizational model (e.g., a virtual team that includes business development, presales, services, etc.) will be an asset.
  • Availability to travel up to 75% of the time.
  • Strategic orientation, relationship building, negotiation skills, and business acumen.
  • Ability to collaborate internally with all levels of sales resources and other team resources.
  • Aggressive, competitive, resilient attitude with a strong work ethic.
  • Proficient in Microsoft Outlook, Excel, Word, PowerPoint.
  • Organizational skills and comfort multitasking in a dynamic environment.
  • Strong attention to detail and accuracy.

EOE AA M/F/Vet/Disability

Mantis does not discriminate in employment opportunities or practices on the basis of race, color, creed, religion, sex, gender identity or expression, sexual orientation, national origin, genetics, disability, marital status, age, veteran status, protected veterans, military service obligation, citizenship status, individuals with disabilities, or any other characteristic protected by law applicable to the state in which you work.

Applicants to and employees of most United States private employers, state and local governments, educational institutions, employment agencies and labor organizations are protected under Federal law from discrimination. For additional information please see EEO is the Law poster, the EEO Supplemental as well as the Statement of Policy.

All interested individuals may send their curriculum vitae (mentioning the ref. code), via email to careers@mantis.email.