Business Development Manager – Kansas City, MO

$60k-$70k

We move to the beat of a different drum. Our core values aren’t just words on a piece of paper but something we strive to live out every day. We make a difference in the lives of our employees, their families, and our communities. We accomplish this by using our time, talents, and resources. Each of our locations support local charities and we offer the opportunity to participate in international mission trips.

We are committed to our culture. We rally behind our core values, and we deliver a positive experience to our customers. We celebrate our employees’ success and encourage our team members to bring their insights and recommendations to the table. Are you ready to discover your true potential? Are you ready to join the Lineage family?

This role is responsible for business development and focused exclusively on new customer acquisition for our outsourced print-to-mail services. The Business Development Representative will provide a consultative selling approach to discover and diagnose inefficient customer business processes and design innovative outsourced solutions that optimize business-critical communications.

Business Development & New Customer Acquisition:

• Conduct business development activities and penetrate targeted accounts in vertical markets requiring direct mail services
• Identify and engage new direct mail accounts through cold-calling, networking, referrals, and your ability to source your own leads
• Proactively develop relationships with prospective clients to increase sales volume and income
• Qualify, manage, and close inbound sales leads in an expedient manner
• Focus exclusively on new business development with no ongoing account management responsibilities

Solution Design & Consultation:

• Diagnose inefficient and ineffective customer mailing workflows and business processes
• Align Lineage Connect’s direct mail and outsourced services with prospects’ marketing and strategic needs
• Provide optimized solutions including complete direct mail packages, print-to-mail outsourcing, mail preparation, and presorting services
• Assist prospects in designing mail pieces that are efficient to produce, save money on postage, and meet USPS regulations
• Understand and translate customer financial and budgetary considerations

Sales Process & Pipeline Management:

• Build and maintain a productive sales pipeline using P1, P2, P3 methodology
• Project accurate forecasts and booking of new business for outsourced print-to-mail services
• Utilize and maintain accurate CRM database for all prospect interactions
• Execute A2D4 Sales Process:
  • A1 – conduct account research and planning
  • A2 – gain access to targeted accounts and earn the right to perform discovery
  • D1 – conduct and discover high-level opportunities within accounts
  • D2 – document inefficient and ineffective workflows and business procedures
  • D3 – design differentiated and optimized solutions for accounts
  • D4 – document and deliver ROI and optimized solutions in Executive Summaries and/or Proposals

Proposal Development & Closing:

• Assist with bids on large-scale and commercial direct mail jobs
• Develop and make presentations and submit proposals for jobs
• Bring creative out-of-the-box recommendations to prospects and areas that support sales
• Deploy functional knowledge and understanding of Lineage Connect products and outsourced solutions

Cross-Functional Collaboration:

• Coordinate, as needed, with Lineage’s other divisions (Accelerate and Optimize) for comprehensive solutions
• Serve as Direct Mail expert to the broader sales organization to advance future opportunities
• Engage in the development of new direct mail-related products and services at Lineage Connect
• Support marketing and advertising efforts in support of Lineage Connect’s growth
• Live out Lineage core values of Integrity, Growth, Family Culture, Pursuit of Excellence, and Compassion is all aspects of the job.
• And other duties as assigned.

Required:

• 2-4 years experience in B2B sales or account management
• Reliable transportation and good driving record / Current valid Real ID Driver’s License
• Strong work ethic and professional demeanor
• Pass background check
• Good PC skills and CRM experience
• Excellent communication skills (email, teleconference, telephone)
• Detail oriented with strong organizational abilities
• Ability to work independently and make effective decisions
• Understanding of direct mail processes and USPS regulations preferred

Preferred:

• Experience with print-to-mail services or mailing industry
• Knowledge of postal regulations and presorting processes
• Familiarity with data processing and mail production workflows
• Experience managing complex, multi-step customer projects

• This position is in a warehouse environment
• Standard & specialized office equipment is used (such as computers, phones, copier, mail machine, folder inserter, printers, sorters, etc.) as well as tool use (screw driver, clamps, drills, pliers, wrenches, etc)
• Mix of physical and sedentary position
• This position would require some lifting/carrying (up to 25lbs)
• Filing, bending, standing, reaching with hands/arms, using tools, etc. as necessary
• While performing the duties of this position, the employee is required to speak and hear

Lineage Offers full time employees with the following benefit options:

• Medical, Dental, Vision Insurance
• Company paid Long Term Disability and Basic Life Insurance
• Voluntary Additional Life Insurance/AD&D, Short Term Disability, Accident Insurance, Critical Illness Insurance, and Hospital Insurance
• $1000 Health Payment Account
• 401k and Roth 401k with discretionary employer contributions
• Paid Time Off starting at 12 days, and accruals start upon hire
• Paid Holidays
• Parental Leave
• Annual Company Bonus Programs
• First Time Homebuyers Program gifting $10k towards the purchase of your first home
• Area Caring Teams designed to meet the needs of our employees, whether it be emotionally, financially, or spiritually