Business Development Manager (custom software development)

About Us

With a mission to humanize technology and create better human experiences, TheAppLabb is an innovation company focused on transforming businesses through intelligent and immersive business applications. We ideate and build fully custom solutions with emerging technologies like Artificial Intelligence, IoT, Virtual Reality, Augmented Reality and Blockchain.

TheAppLabb is a Toronto-based technology company that specializes in strategy, design, and development of mobile first, AI enabled apps. TheAppLabb has built over 750 apps over the past 16 years for leading enterprise firms in North America including Unilever, GE, Samsung, RBC, Meridian, among others. TheAppLabb was awarded Great Place to Work in Canada by Globe & Mail, Top Mobile App Developer and Most Innovative Company by Canadian Business.

The Opportunity (Role Summary)

We are looking for a sales hunter who has sold custom software development services (preferably mobile app development) to enterprise clients in US. Ideal candidate will have a strong knowledge, network and experience selling to US retail and eCommerce sector.

Summary

The Business Development Manager is a hands-on sales role responsible for driving an enterprise sales cycle to bring new clients to the company and ensure high customer satisfaction, both nationally and internationally. This role involves increasing company revenue by generating sales from new and existing customers. The Business Development Manager will identify, qualify, and close deals, acting as the key point of contact for client accounts. The role also involves working with sales channels to raise awareness of company offerings and initiate new business ventures to increase market share and meet fiscal goals.

What you will do(Responsibilities)

Essential Responsibilities:

• Client Engagement:

• Meet with clients to discuss the company's products and services.
• Initiate new opportunities across new target accounts.
• Present information regarding leads, clients, and sales at company meetings.
• Work to foster lasting relationships with a customer base. This includes:

• Upselling or cross-selling and renewal sales
• Analyzing and understanding the business requirements and objectives associated with a client's vision and roadmap
• Formally eliciting these requirements and detailing them,
• Scoping these potential projects (including sizing and costing potential projects)
• Submitting proposals to the customer
• Monitoring the client's budget, explaining costs, and negotiating new terms if necessary

• Market Strategy:

• Provide input to marketing and sales leaders to devise new and innovative ways to market our services both in print and online.

• Regularly attend industry conferences to expand insights and opportunities for the team.

• Relationship Management:

• Foster lasting relationships with a customer base, including upselling, cross-selling, and renewal sales.
• Analyze and understand the business requirements and objectives associated with a client's vision and roadmap.
• Elicit and detail these requirements formally, scope potential projects (including sizing and costing), and submit proposals to the customer.
• Monitor client budgets, explain costs, and negotiate new terms if necessary.

• Perform other duties as assigned.

Key Responsibilities:

• Identify and Acquire New Clients:
• Actively seek out and engage potential clients in the retail industry who need mobile app development services.
• Lead all aspects of client selling: prospecting, consultation, building strategic proposals, relationship management, closing, and transitioning new logo deals.

• Book of Business:
• Leverage existing relationships and networks to drive new business opportunities.
• Manage multiple customer sales cycles and close effectively, acting as an advisor rather than a sales order taker.
• Travel for in-person meetings as required with customers and partners to develop key relationships.

• Sales Strategy:

In alignment with corporate sales strategy, develop and implement an approach to minimize the sales cycle and maximize closing ratio.

• Client Relationship Management:
• Build and maintain strong, long-lasting relationships with enterprise clients, ensuring high customer satisfaction.
• Manage key customer relationships and participate in closing strategic opportunities.
• Meet with customers regularly to identify and manage their needs and expectations.

• Industry Events and Conferences:
• Represent the company at industry events, conferences, and networking functions to generate leads and build brand awareness.

• Market Understanding:
• Stay informed about industry trends, competitive landscape, and emerging technologies, particularly in CX and AI, to effectively position our services.
• Work closely with the marketing function to establish successful support, channel, and partner programs.

• Collaboration:
• Work closely with the marketing, product, and delivery teams to ensure alignment and successful execution of business development initiatives.
• Build effective relationships with internal/external stakeholders to ensure alignment.

• Reporting:
• Provide regular updates and reports on sales activities, pipeline status, and progress towards targets.

What You'll need (Required Qualifications)

Formal Education or Equivalent

• A bachelor's or master's degree in Business Administration, or similar

Years of Experience

• Experience: 5 + years of sales experience in custom software development services and experience selling to the US market.
• Industry Knowledge: Extensive experience selling custom software solutions to enterprise clients, retail and e-Commerce industry highly preferred
• Book of Business: Established network and book of business in the relevant sectors.
• Skills: Excellent communication, negotiation, and presentation skills.
• Motivation: Self-motivated, results-oriented, and capable of working independently with a strong sense of urgency.
• Travel: Willingness to travel for in-person meetings, events, and conferences as required.

• Preferred Qualifications:

• CX and AI Experience: Knowledge and experience in Customer Experience (CX) and Artificial Intelligence (AI) as applied to mobile app solutions.
• Location Flexibility: Based in Canada or the US, with a preference for candidates located in major metropolitan areas (East coast preferred).

Competencies

• Excellent oral and written communication skills
• Knowledge of user-centered design principles
• Working in a fast-paced environment managing multiple prospects
• High sense of accountability
• Effective engagement with remote, distributed teams
• Excellent negotiation skills

Specialized skills, knowledge, or certifications unique to this role

• Solid experience in selling consultative services in the technical space is an asset
• Proven experience with engaging enterprise business leaders, building customer relationships and influencing senior executives
• Solid experience & understanding of Hubspot, LinkedIn Navigator and other CRM's as applicable
• Experience working with a diverse team

Why you'll love TheAppLabb:

We are proud to be certified as a "Great Place to Work, Canada". We're a motivated team with laser-focused mission to create exceptional experiences. At TheAppLabb, our culture is geared towards creativity, collaboration, and flexibility.

• We adopt a remote-first working model with a work/life balance you can brag to your friends about
• Premium Medical, Dental, Vision and Life insurance plans through Manulife
• We give you tools to stay healthy, mentally, and physically with access to multiple wellness resources including Manulife EAP and counselling services
• We also reward your efforts to stay healthy with our incentivized wellness programs
• Paid vacation time and additional personal days and sick days
• Coaching and Learning and Development to ensure you have the training and education you need to thrive in your career
• We add a bit of sparkle to your special days with our birthday surprises and special day celebrations
• A diverse leadership team with an open-door policy to help you grow and succeed at your career goals
• Company Social and team building activities to keep our fun on (Virtual and in-person)

At TheAppLabb, we believe diversity and inclusion is a strength we cultivate. We are proud to be an equal opportunity employer and we do not discriminate based on race, gender, ethnicity, citizenship, national origin, religion, sexual orientation, age, marital status, disability, veteran status or any other legally protected status.

Our work environment welcomes equity, inclusiveness, and diversity by providing accommodations throughout the recruitment process and during your employment here. If you require accommodation, please let us know and we will work with you to meet your needs. Please contact us at jobs@theapplabb.com.

So, if you are looking for your next challenge, then this is your chance to join our team of exceptionally talented, creative, and innovative professionals working towards a unified goal.