Serves as a member of an energetic, results-oriented Professional Development Department. The primary responsibility of this position is sales of BICSI’s education and credentialing products and services as assigned by the Director, Training Delivery and Operations. Responsibilities include but are not limited to sales and new business development in: Training (onsite, open enrollment, and virtual offerings), Publications/Standards, and Credentialing Exams. This position will develop and maintain professional working relationships with key accounts, vendors, members, and all BICSI departments.
Computer Skills
To perform this job successfully, and individual should have knowledge of:
Word
Excel
PowerPoint
Outlook
Association Management System (AMS)
Travel
Up to 20% annually (to include 3 to 6 one-week conferences; potential customer site visits; additional overnight travel to trade shows or other industry events, totaling approximately 8 weeks.) Must be able to obtain a US Passport.
Education and Experience
High School Diploma required
College Degree preferred
Minimum of 5 years sales and business development experience
Proven telephone, email and in person sales experience
Proficient with Microsoft Office 365 suite or related software
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
About BICSI
BICSI is a professional association supporting the advancement of the information and communications technology (ICT) community. ICT covers the spectrum of voice, data, electronic safety & security, project management and audio & video technologies. It encompasses the design, integration and installation of pathways, spaces, optical fiber- and copper-based distribution systems, wireless-based systems and infrastructure that supports the transportation of information and associated signaling between and among communications and information gathering devices.
BICSI provides information, education and knowledge assessment for individuals and companies in the ICT industry. BICSI serves nearly 23,000 ICT professionals, including designers, installers and technicians. These individuals provide the fundamental infrastructure for telecommunications, audio/video, life safety and automation systems. Through courses, conferences, publications and professional registration programs, BICSI staff and volunteers assist ICT professionals in delivering critical products and services, and offer opportunities for continual improvement and enhanced professional stature.
Headquartered in Tampa, Florida, USA, BICSI membership spans nearly 100 countries.
