Business Development Manager - Mid-Market

Brinks - San Diego, CA

Full-time - Mid Level

San Diego, CA

Support Activities for Transportation

About the position

The Brink's Company (NYSE:BCO) is a leading global provider of cash and valuables management, digital retail solutions, and ATM managed services. Our customers include financial institutions, retailers, government agencies, mints, jewelers, and other commercial operations. With a network of operations in 52 countries serving customers in more than 100 countries, Brink's is committed to delivering the highest levels of service and support to our customers. As a Business Development Manager (BDM) at Brink's, you will play a crucial role in building and maintaining strong relationships with customers in your regional territory. This position requires you to serve as a trusted collaborator and advisor to key decision-makers, leveraging your knowledge of the complete Brink's solution portfolio to develop and deliver innovative solutions that meet unique business needs. In this role, you will be supported by a culture of coaching, development, and performance, which empowers you to proactively develop new customer growth areas and create opportunities within existing accounts. The BDM position offers a competitive compensation structure, which includes a base salary and a commission program based on your performance. As a member of our team, you will have the opportunity to advance your career and grow within Brink's, with potential paths leading to becoming an Enterprise Client Partner (ECP) or Sales Manager. Your day-to-day responsibilities will include identifying and developing sales opportunities with potential customers, engaging with customers to determine their needs, conducting market research to uncover current and future business opportunities, and proactively identifying future growth areas. You will also be responsible for creating account growth strategies, building pipelines, analyzing performance for customer insights, and tracking ongoing deals in Salesforce. Building trust and confidence with customer decision-makers is essential, as you will provide counsel on solutions to their cash management needs, leverage data and industry knowledge to deliver clear presentations, negotiate and close deals, and collaborate with other functional teams to achieve account development and performance objectives. Additionally, you will communicate market trends and competitive landscapes to Brink's Leadership and perform any other duties that help drive growth, customer loyalty, innovation, and operational excellence.

Responsibilities

• Identify and develop sales opportunities with potential customers within a given geography and within a portfolio of established accounts.
• Engage customers to determine their needs, conducting market research to uncover current and future business opportunities.
• Proactively identify future growth areas, creating account growth strategies, building pipelines, analyzing performance for customer insights, and tracking ongoing deals in Salesforce.
• Build trust and confidence with customer decision-makers, providing counsel on solutions to their cash management needs.
• Leverage data, case studies, and industry knowledge to deliver clear presentations on Brink's value proposition and impact of solutions.
• Negotiate and close deals, converting identified opportunities across the solution portfolio into compelling deals.
• Collaborate with other functional teams (e.g., Customer Care, Operations, Marketing) to achieve account development and performance objectives.
• Communicate market trends and competitive landscapes to Brink's Leadership.
• Perform any other duties that help to drive growth, customer loyalty, innovation, and operational excellence.

Requirements

• Highly motivated, with demonstrated excellence in prior positions.
• Developed business acumen, including concise communication skills, a solid knowledge of business strategy, and experience in negotiations.
• 1+ years of direct sales experience is required, with a preference for new business development or field sales in a B2B setting.
• Experience managing B2B customer relationships is preferred.
• Proficient in office productivity applications (e.g., Microsoft Office suite) and comfortable using CRM tools (e.g., Salesforce).

Benefits

• Competitive compensation structure, including base salary and commission program based on performance.
• Opportunities for career advancement within the company.