Director, Business Development

Problem Solving Skills

Product Knowledge – Able and willing to learn about the application and use of KBM Group Health Services' products and services. Attentive to marketplace and competitors’ moves

Business Concepts – Able to grasp, understand and discuss abstract and complex business concepts as they relate to executive level buyers’ key business goals. Able to understand key business and financial concepts and relationships.  Able to consider impact of efforts on top and bottom line. Able to see “big picture” and to understand strategies of customers and KBM Group Health Services.

Discovery Process – Able to discover and understand client goals, problems and needs as communicated by C-level executives and within the context of KBM Group Health Services' offering.  Possess strong data collection, listening, and probing skills. Perceptive in reading people and situations and adept at using this knowledge to determine customers’ needs and identify sales opportunities. Able to track logic of others.

Judgment – Demonstrates sound and practical business judgment.


Work Skills

Process Orientation – Able and willing to learn and follow KBM Group Health Services' approach to sales and the sales process.  Takes an approach to sales that emphasizes perseverance and determination in order to achieve success. Willing and able to demonstrate patience in executing the sales process.  Demonstrates the willingness to be flexible to meet changing circumstances. Helps to improve the sales process based on experience in the marketplace.

Entrepreneurship - Acts as an independent business professional, viewing the sales role in a creative fashion, willing to take risks and pursue things independently. Willing to take calculated risks to advance the sales cycle.

Motivation – Strongly motivated to sell by financial and material incentive and view the sales role as providing the opportunity to gain status and recognition, yet emphasize the importance of the company’s and one’s personal integrity and principles, refusing to compromise these to make a sale.

Organization Skills – Well-organized and exhibits a willingness to plan as well as execute activities to achieve goals. Demonstrates attention to detail with ability to multi-task.

Maturity - Is thick-skinned and tough-minded, realizing and internalizing that the workplace, particularly the sales profession, can be emotionally challenging.
Takes responsibility for outcomes rather than blames others.  Links efforts to results and objectives. 

People/Teaming Skills

Team Player – Has a professional, commanding presence with positive, upbeat, and optimistic attitude. Readily builds a positive team spirit.  Loyal to the organization and attend to its needs, aligning with the team. Communicates, coordinates and establishes, prioritizes and actively plans with input from others. 

Self-Control - Exhibits strong emotional control in stressful situation; resilient.

Communication - Strong verbal communicator, including platform presentation, across-the-conference room table, and phone skills. Has adequate writing skills to include proposals, letters, and email.

Relationship Building – Shows genuine interest in other people, sensitive to others’ feelings and able to build effective relationships with customers.  Can connect with the emotions of others. Establishes and maintains interpersonal relationships. Relates effectively to a variety of executive styles and able to discern the agendas and motivations of others.

Organizational Impact – Understands how own role and work relates to and impacts others at KBM Group Health Services.  Has the ability to read situations and circumstances.

Sales Personality and Influencing Skills

Self-confidence - Sufficiently confident to approach and conduct sales interviews with C-level executives.

Technical – Has a working knowledge of the products/services and is able to converse on client usage of KBM Group Health Services' products/services. Understands market trends and analyzes customer buying patterns.

Prospecting – Willing and able to devote sufficient attention to the process of finding potential customers by developing contacts, using referrals and pursuing leads.

Persuasive – Focuses on convincing, persuading, and negotiating in a compelling way within the context of the sales process (i.e. by asking prospects questions to allow them to become convinced by answers that they themselves discover.) Acts in a friendly, accepting, and informal manner with customers and others, but able to be selectively aggressive while not engaging with others in an overly forceful and competitive manner.

Production – Takes an approach to sales that emphasizes setting very high standards for achievement and has a strong results orientation.

Sales/Customer Focus – Identifies and takes pride in the sales role and has a strong commitment to selling and the sales profession and emphasizes the importance of putting the interests of customers first, treating them well by providing both product quality and service.