The Business Development Manager (BDM) is responsible for developing and implementing comprehensive business development and sales strategies to promote JAMS delivery of consultative and adjudicative services to public and private institutions and organizations.
Business Development and Sales - Identifies and secures JAMS business opportunities for its panelists to serve as adjudicators, arbitrators, investigators, mediators, neutral evaluators, or in other capacities within the higher education sector and other industries as determined by JAMS Senior Management; promotes JAMS services related to dispute resolution and dispute prevention to corporations, government entities, financial institutions, educational institutions and other industries
Market Awareness - Follows industry news and trends to identify prospects and opportunities; partners with appropriate managers and panelists to develop and execute programs designed to increase awareness of JAMS solutions; maintains database of prospects, contacts and status of related outreach
Networking/Outreach - Appears as JAMS representative at targeted industry events; conducts regular prospect and client meetings to promote JAMS Solutions; effectively collaborates with panelists and/or Senior Managers as appropriate
Marketing - Identifies, coordinates, and executes marketing outreach using a database of prospects and clients to reinforce direct sales activity; conducts roundtables, focus groups, and individual client interviews in coordination with JAMS managers; works with national marketing staff to develop collateral material to support JAMS Solutions and to drive awareness of JAMS capabilities via article placement, media relations, online exposure, advertising, industry event participation, etc.
Budget - Works in conjunction with the National Business Development Director; manages budget for sponsorships, events and general travel; drives revenue growth by identifying efficiencies and opportunities to optimally deploy allocated funds; selectively chooses investments to maximize exposure; partners with operations and marketing teams to ensure that JAMS is meeting or exceeding revenue goals related to JAMS Solutions offerings as revenue growth is an important part of this role
Other Projects - Fulfills other projects designated by the National Business Development Director
Business Development and Sales - Ability to focus on follow-up; adept at illustrating how organizational capabilities match up with client needs; proactively follows industry news and trends to identify opportunities; ability to network effectively at industry functions, conferences, etc.
Client Service - Ability to assess client satisfaction with solutions provided (or dissatisfaction with competitive providers or existing methodologies), and identifies additional client service opportunities and implements strategies to build or strengthen client relationships
Communication - Has excellent verbal and written communication skills; possesses business maturity and the ability to interface effectively with staff and panelists as well as external decision makers; has good listening skills and is able to establish productive relationships with individuals with varying personality styles
Higher Education - Has a keen understanding of the business of higher education, including relevant legal issues affecting universities and colleges
Legal - Has a good understanding of the legal industry, including how law firms, corporations and educational institutions use ADR to resolve disputes
Organization - Ability to organize, prioritize and manage multiple responsibilities and tasks in a fast-paced environment; keeps the organization informed of activities, successes and opportunities, including providing reports to members of the Senior Management Team on progress of various initiatives
Technical - Has computer literacy and proficiency in basic business software programs; has a solid understanding of (or ability to get quickly up to speed on) JAMS operational procedures, case management techniques, database management, etc.