Iron Mountain Manager, Business Development, Secure Shredding in Pico Rivera, California

Overview

Founded in 1951, Iron Mountain Incorporated (NYSE: IRM) is the global leader in storage and information management services. Iron Mountain is committed to storing, managing and transforming what our customers value most, from paper records to data to priceless works of art and culture. Providing a full suite of solutions – records and information management, data management, digital solutions, data centers and secure destruction – Iron Mountain enables organizations to lower storage costs, comply with regulations, recover from disaster, and protect their data and assets from a complex world. Visit the company website at www.ironmountain.com for more information.

Iron Mountain enables 94% of the Fortune 1000 to smartly and securely manage their physical and digital information assets. With unmatched innovation and collaboration, our teams create information management solutions for our customers’ data, no matter what format, location or lifecycle stage it’s in and no matter where it’s kept. We are more than 17,000 people strong and growing. We’ve been a trusted records management leader since 1951.

Iron Mountain is an equal opportunity employer, and does not unlawfully discriminate on the basis of race, color, religion, sex, national origin, marital status, age, sexual orientation, gender identity characteristics or expression, disability, medical condition, U.S. Military or veteran status or other legally protected classifications in making employment decisions.

Responsibilities

The Manager, Business Development will be responsible for the development and management of the BDR-Shred sales force, for the purpose(s) of generating net new sales, through prospecting, cold calling, and executing on marketing initiatives to grow our Shred Customers base within their assigned territory, resulting in revenue growth and quota attainment. The Manager will be responsible for the development, execution, and success of the BDR, Shred assigned to him/her.

  • Accountable for establishing and implementing an effective sales force, through recruitment, retention and management of the territory sales force. Meet sales goals with budgeted resources and potential marketing supported targets for BDR’s to utilize. Build a transactional mentality and establish a “playbook” concept with BDR, Shred. Collaborate with other Sales, Implementation, and Operational teams related to new account on-boarding and service.

  • Master articulating Iron Mountain Shredding's value proposition, techniques, and playbook. Keep informed on competitive services, promotional matter, sales techniques, pricing and marketing policies. Utilize resources and perform research to determine sales patterns and strategies. Work with local Operational leadership to drive market synergy between Sales and Operations.

  • Individually motivate sales teams to hunt new business. Evaluate sales representatives: sales abilities, time management, prospecting, qualification, selling skills, sales strategy, product knowledge, and proposal writing and provide formal/informal training when needed. Manage BDE, Shred by providing consistent feedback and coaching. Help to navigate the IRM career path and manage BDR, Shred to achieve success and career growth.

  • Assist in selling new business, provide sales support for sales team, and analyze account profitability. Work with Product Management and leadership to determine price strategy, advertising, and market penetration. Promote Iron Mountain and reaffirm corporate image in the regions through ad hoc events, associations, and customer entertaining.

  • Utilize SFDC to manage your business, hold your team accountable to metrics defined in the “Playbook”, follow current support systems through SFDC, Sales Support, customer service, etc. Coach and assist sales representatives in the sell of one time shred events and recurring shred service. Provide management and expertise in forecasting and pipeline/opportunity stage management

Qualifications

Business Expertise:

5+ years of sales management with a focus on new business development, preferably in a closely related business service industry. 5 years minimum selling experience in a service industry.

Leadership:

Ability to provide leadership and guidance to the Business Development Representatives (BDR’s) Represent territory sales to the TVP, SVP and other Executives.

Problem Solving:

Able to review client and territory needs. Review and manage the competencies, sales ability and training needs of Sales Reps.

Area of Impact:

Assigned regions where BDR Shred are positioned.

Travel Requirements:

70% Total travel*

50% Overnight travel*

*Depends on geographical responsibility

Compliance Obligations:

It is the responsibility of every Iron Mountain employee: to comply with all applicable laws, rules, regulations, and company policies to exhibit ethical behavior in accordance with our Code of Ethics and Business Conduct complete required training within the allotted time frame.

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Iron Mountain is an equal opportunity employer, and does not unlawfully discriminate on the basis of race, color, religion, sex, national origin, marital status, age, sexual orientation, gender identity characteristics or expression, disability, medical condition, U.S. Military or veteran status or other legally protected classifications in making employment decisions.

Requisition # 2018-18190

Category Sales

Type Full-Time