Duties/Responsibilities

To perform this job successfully, an individual must be able to perform each essential function satisfactorily. The responsibilities listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.

• Develop and execute a lead generation plan to meet or exceed annual targets.
• Conduct new business development activities focused on professional development and credentialing products and services.
• Execute a structured sales cycle process – prospecting, making contact, qualifying leads, developing, and negotiating proposals, presenting proposals, overcoming objections, closing the sale, and generating referrals.
• Coordinate the client hand-off from sales to relevant departments (e.g., Credentialing, Training Delivery & Operations, Membership, Accounting) and ensure delivery commitments to clients are met.
• Conduct outbound/inbound account management activities (e.g., cold calling, following up with open quotes in Association Management System (AMS), responding to incoming inquiries, following up on email campaigns, and providing BICSI program advice for career development).
• Prospect other sources to include trade publications, competing shows, corporations, directories, lists, etc. for new lead generation.
• Manage contract cancellations or changes and communicate the changes to the relevant departments.
• Provide ongoing customer service, support, and follow-up to ensure customer satisfaction.
• Capture accurate and complete information on sales efforts; expand and maintain database of active prospects in the AMS.
• Remain abreast of the ICT industry and have working knowledge of industry trends, products, and technologies, purchasing behavior and interests, other major associations, competitive tradeshows, trade magazines and publications.
• Possess a strong understanding of BICSI’s products and services, our position and competition in the industry and articulate BICSI’s value proposition.
• Track and report on sales activities; generate sales reports (e.g., monthly sales performance, active prospects).
• Proactively contribute and participate in internal (staff) and external (volunteers) discussions involving BICSI education issues.
• Create a supportive, respectful, and inspired team dynamic in all interactions with volunteers, subject matter experts (SME) and staff.
• Other duties as assigned.

BICSI is an Equal Opportunity Employer