Business Development Specialist

Do you enjoy organizing and coordinating targeted, niche sales and marketing campaigns and events? Do you thrive on the challenge of moving prospects through complicated and, at times, long sales processes? Are you an excellent writer, presenter, and communicator comfortable with public speaking and giving boardroom presentations? We’re looking for a business development specialist to join our growing business development team. You’ll introduce prospective new clients to Innovative through targeted sales and marketing campaigns and niche events. You’ll also assist the Director of Business Development with moving prospects through the new client sales process. This may include participating in discovery meetings, working with prospective clients to collect the technical information needed for proposal development, updating CRM documentation, and developing proposals and presentations. Our sales process can be long and complex, and your role is instrumental in ensuring prospects in the pipeline remain appropriately engaged, not just with 1:2:1 communication but also with event invites and targeted campaigns. Additionally, you’ll represent Innovative at various networking events and target industry associations, ensuring follow-up with all prospects identified through these engagements. No two days are the same in this role; one day, you could be coordinating catering and room set-up for a lunch and learn, and the next day, you’re finalizing a proposal presentation for a pitch to a multi-million dollar company. You’re an ideal candidate if you have attention to detail, a knack for meeting planning and logistics, and can articulate the business benefits of working with a managed service provider (MSP) in various settings, including casual 1:2:1 sales meetings, formal boardroom presentations, written proposals, and at tradeshows and other networking events. Our target market spans from Washington County, MD, to the greater Washington, DC, metro area. While this position comes with some degree of flexibility, you must be available to participate in both virtual and in-person meetings and events throughout our target market, including some early morning and evening commitments. Expect to start your work day with in-person internal meetings at Innovative’s HQ office in Hagerstown at least two days each week. While you will have the flexibility to work from home when your meeting and event schedule allows, you must have availability for in-person client meetings and events at variable times throughout the week as needed. Accountabilities: As the Business Development Specialist, you’ll be accountable for the following: Representing Innovative at networking events and trade shows throughout the target market area (Washington, DC metro/DMV, Maryland, Southern PA, WV Panhandle, etc.) Owning trade show materials, stock of swag, logistics, scheduling, and set-up. Owning sales and marketing event logistics and execution. Managing our stock of marketing materials, swag, and other items needed for events and sponsorship engagements. Executing lead conversion and follow-up after events. Maximizing ROI on events, association and other business/trade organization memberships, and sponsorship investments. Maximizing Marketing Development Funds from vendor partners to support sales and marketing events. Assisting in any or all phases of the new client sales process as needed. Ensuring the CRM is accurately updated with relevant information. Assisting in proposal writing and sales presentations. Following up with leads and prospects to collect necessary information for proposals and ensuring prospects move to the next phase of the sales process as quickly as possible. Owning “stalled” deals, ensuring regular engagement and attempts to move them through the sales process. Executing targeted marketing and sales campaigns to high-value prospects. Assisting in the attainment of new client monthly recurring revenue quotas. Must-haves: Embodiment of Innovative’s core values. Excellent communication, writing, and presentation skills. Ability to learn and understand technical concepts and effectively communicate them to non-technical stakeholders. Proficiency in CRM, sales and marketing automation tools, and Microsoft 365. Advanced Microsoft Word and PowerPoint skills. Experience leveraging sales and marketing automation tools and an interest in adopting AI and other emerging technologies in your work process. Self-motivated and results-oriented with a strong work ethic. Valid driver’s license. Willingness to travel, including occasional overnight travel, for client meetings and industry events. Travel is typically anywhere throughout the DMV, Western MD, and WV Panhandle. Flexible availability. It’s not uncommon for this position to have a morning meeting in downtown Washington, DC, one day and an evening event in Martinsburg, WV, another —and on rare occasions, both in one day. Some lifting may be required for event and trade show set up and tear down. This requires the ability to lift and move 25 pounds unassisted. Nice-to-haves: Proven track record in B2B sales or marketing, preferably in the IT or technology industry. Proven history of identifying and qualifying new leads through networking, trade shows, and event participation. Experience planning and coordinating trade show booth logistics and vendor participation. Understanding of RFP processes. Experience writing complex sales proposals. Experience with HubSpot CRM, Marketing, and Sales modules. Experience selling or marketing managed service contracts. Familiarity with the managed service provider (MSP) model. Experience leveraging tools like ZoomInfo for prospecting. What does success look like? Success in this role includes the following deliverables: Assist in closing 1-2 new managed service contracts per month. The Business Development team is hitting the quarterly New Business MRR quota. Executing a regular schedule of events and campaigns that will likely include: 1-2 lunch and learns per quarter 2-4 trade shows per year 4-6 other speaking engagements and/or other events/activities per year. All events and activities are hitting applicable ROI goals for qualified lead generation and closed business. What’s in it for you? A competitive pay and benefits plan with quarterly performance bonuses. A positive company culture built on Innovative’s purpose, cause, and passion for challenging the status quo and creating opportunities for happiness. Working for a company that fully embraces and runs on EOS (Entrepreneurial Operating System). Opportunities to grow alongside a successful and growing company. FUN! – typically includes: Quarterly “mandatory fun” (river floats, pumpkin patch outings, laser tag, etc.) First Friday lunch Competitive Halloween costume contest Annual ugly sweater holiday luncheon Other fun surprises and activities throughout the year About Innovative: Innovative, Inc. offers managed and co-managed services for IT, voice, and print/copy infrastructure for small to mid-sized businesses. Headquartered in Hagerstown, Maryland, with a secondary location in Washington, DC, Innovative employs nearly 50 technology professionals and serves business clients in the I-70, I-270 and I-81 corridors from Chambersburg, PA, to Winchester, VA, and Washington, DC. At Innovative, we operate on the Entrepreneurial Operating System (EOS). EOS is a system that organizes a company's human energy, including how we meet, solve problems, plan, prioritize, communicate, follow processes, lead, and manage. EOS helps ensure that roles and responsibilities are clearly defined, and that each team member is accountable for their goals. Being a part of an EOS company, you’ll get a chance to enhance your professional skills in a structured and dynamic environment. Join a team committed to achieving our vision while fostering your personal and professional growth. As you excel in this position, you will have the opportunity to advance within the organization into a Team Lead or Manager level role. If you discover you have interests in other areas of the company, you will have the opportunity to pursue those interests as well. We want to hear from you: We’re building a team of diverse professionals who bring unique skills, backgrounds, views, and experiences to the table. Our mission is to provide the best experience, strategy, and technology in an environment where our employees can maximize their potential. We know there’s no such thing as a perfect candidate, and we encourage you to apply if this job description sparks excitement and enthusiasm about what you could accomplish here. All qualified applicants will receive consideration for employment without regard to the individual's race, color, sex, national origin, religion, age, disability, genetic information, status as a military veteran or any other characteristic protected by applicable law.