International Cybernetics Company is looking for Business Development Managers (BDM) - New Strategic Accounts to join our growing sales team. The BDM is responsible for identifying, developing, and securing new strategic customer relationships that drive long-term growth and market expansion. This role is focused on high-value prospecting and cultivating selling to enterprise-level organizations or accounts with significant impact. The BDM will serve as a trusted advisor, crafting tailored solutions that align with the customer's objectives while positioning the company as a partner of choice.

Who We Are:

Based in Largo, FL, International Cybernetics Company (ICC) has designed and manufactured devices to collect road surface data since its founding in 1975. In May of 2022, ICC acquired Infrastructure Management Services (IMS), which is now fully integrated as the services division of ICC. Together, ICC and IMS boast almost five decades of experience in pavement engineering and analysis, software development, automated data collection equipment manufacturing, and ROW mapping.

We enable data-driven decisions about pavement, sidewalk, and right-of-way (ROW) assets that empower agencies to get the most out of their budgets and deliver meaningful safety, maintenance, and rehabilitation results to their constituents.

Through our Core Values, Put the Customer First, Develop Expertise, Act with Integrity, Avoid Surprises, and Recognize and Reward, ICC emphasizes integrity, accountability, and teamwork in the workplace with a vibrant culture that empowers employees to be the best they can be.

The company has a bright future in the new age of road data collection technology and is looking for team members who wish to be part of that vision.

What We Offer:

Innovation in Action: Join a team that doesn't just follow industry trends; we set them. At ICC, innovation is not a buzzword; it's a way of life. Be part of projects that redefine standards and transform challenges into triumphs.

Collaborative Excellence: We believe in the power of collaboration. At ICC, you'll work alongside industry experts, thought leaders, and passionate professionals who are committed to excellence. Your ideas will not just be heard; they'll shape the future of our industry.

Continuous Learning: Our industry is ever-evolving, and so are we. ICC is a place where learning never stops. Whether it's through training programs, mentorship, or hands-on experiences, we invest in your growth.

Client-Centric Impact: Every project at ICC is an opportunity to make a positive impact. Join us in delivering solutions that not only meet but exceed client expectations. Be part of a team that takes pride in its reputation for world-class customer support.

What We Look For:

Passion for Excellence: If you're driven by a desire for excellence, you'll find your home at ICC. We seek individuals who are passionate about pushing boundaries, solving challenges, and making a real impact in our industry.

Innovative Thinkers: Innovation is the cornerstone of our success. We welcome creative minds who bring fresh perspectives, challenge the status quo, and contribute to our culture of forward-thinking.

Team Players: Collaboration is at the heart of what we do. If you thrive in a team environment, value diverse perspectives, and believe in the power of collective achievement, you'll fit right in at ICC.

Compensation:

• $70,000 - $100,000 base salary
• Performance-based bonus incentives

Benefits:

• 100% employer-paid health benefit for employee coverage.
• Dental
• Long-term disability
• Group life insurance
• Voluntary short-term disability and life insurance.
• Retirement Plan with employer match
• Paid Time Off
• Paid Parental Leave

Education and Experience:

• Bachelor’s degree in Business, Marketing, or related field.
• A bachelor’s degree in Engineering or other technical disciplines is a plus.
• 3-5 years of experience in sales, business development, or territory management.
• Demonstrated track record of acquiring and closing large, complex deals with enterprise clients.
• Proven experience selling to government agencies (municipalities, counties, and cities), including navigating procurement processes and RFPs.

Required Skills:

• Strong executive presence with the ability to influence senior-level stakeholders.
• Exceptional consultative selling, negotiation, and presentation skills.
• Proficiency with CRM systems and enterprise sales tools.
• Self-driven, results-oriented, and able to work independently in the field.
• Ability to travel as needed to build and close strategic relationships. 

Responsibilities:

Strategic Prospecting & Market Development

• Research, identify, and pursue high-potential enterprise and strategic account prospects.
• Develop and execute account penetration strategies to establish relationships with executive-level decision makers.
• Represent the company at industry events, conferences, and targeted networking opportunities to build brand presence and uncover opportunities.

Consultative Selling & Opportunity Qualification

• Engage prospective accounts to understand their business priorities, challenges, and growth plans.
• Qualify opportunities based on revenue potential, strategic fit, and long-term partnership opportunities.
• Build tailored business cases and value propositions to align solutions with customer objectives.

Deal Structuring & Closing

• Lead complex sales cycles, including proposal development, solution design, and contract negotiations.
• Partner with internal stakeholders (product, engineering, operations, finance, and legal) to ensure solutions are viable and scalable.
• Consistently meet or exceed new strategic account acquisition and revenue targets.

Transition & Relationship Handover

• Secure executive-level buy-in and formalize long-term agreements.
• Seamlessly transition new accounts to the Operations team for onboarding and ongoing relationship management.
• Maintain involvement during early phases to ensure smooth implementation and customer satisfaction.

Insights & Reporting

• Provide market intelligence and competitive insights gathered through strategic prospecting.
• Maintain accurate records of pipeline development, opportunity status, and closed business in CRM.
• Report progress on new strategic account acquisition to executive leadership.