Job Description

About BNI

Established in 1985, BNI is the world’s largest business referral network. With over 325,000 small-to medium-size business Members in over 11,000 Chapters across 77 Countries.  We are a global company with local footprints. Our proven approach provides Members with a structured, positive, and professional referral program that enables them to sharpen their business skills, develop meaningful, long-term relationships, and experience business growth.

关于BNI:

BNI，成立于1985年，是全球知名的商业引荐人脉网络平台。作为一家国际化企业，我们的足迹遍布全球78个国家及地区，设有超过11,000个分会，为超过320,000名中小企会员给予支持。四十年来，我们通过切实有效的策略，为会员提供一套架构完善、正面积极且专业高效的引荐系统，助力会员精进商业技能，建立深远而有意义的合作关系，并共同见证业务蓬勃发展。

Position Summary

Reporting to the President of Mainland China, the Business Development Manager is responsible for the development of the China sales pipeline and achieving or exceeding annual licensing unit growth objectives through the execution of the strategic licensing sales plan for both traditional and non-traditional development.

职位概要

业务发展经理向中国大陆总裁汇报，负责中国销售渠道的开发，通过执行传统和非传统开发的战略授权销售计划，实现或超过年度授权单位增长目标。

Roles and Responsibilities

• Facilitate short and long-term strategic plans.
• Ownership of the designated market includes franchise sales prospect generation, cultivating, and ultimately conversion to achieve annual sales goals across China including both Master Franchise Territories across two brands (BNI and Corporate Connections) as well as Sub-franchise Regions
• Build and implement pipelines to create conversion opportunities. Understand the brand growth strategy and be able to effectively articulate the brand value proposition. Engage in active networking and media strategy to drive accountability in reaching growth goals.
• Accountable to achieve individual, team, and brand growth goals through effective execution of selling fundamentals and multiple sales strategies. Actively participate in role acceleration training and ongoing development opportunities.
• Effective and regular use of CRM to update pipeline progress. Develop due diligence presentation on prospects for brand leadership to use in brand events, ensure understanding of due diligence by business partners.
• Effectively leverage shared services team’s support and assets to be knowledgeable on Brand FDD, market trends, data/analytics. Optimally partner with sales enablement and growth teams to achieve brand and sales goals and improve sales funnel effectiveness. Leverage tools, systems, and resources to support prospects and new franchisees in the application process.
• Ownership of complete deal flow and sales cycle including prospecting, building, and encouraging relationships, negotiation, and finalizing conversions. Develop and submit, as requested, detailed budgets for the operation of the Franchise Department.
• Create and oversee the franchise sales process including the handling of franchise leads, interviewing franchise candidates, evaluating franchise applications, and awarding franchise contracts.
• In conjunction with franchise legal counsel, develop and implement the Company’s franchise compliance system ensuring compliance with all federal and relevant state laws governing the franchise sales and relationship process.
• Successfully engage with the brand, shared services, sales enablement, and growth teams to achieve and improve effectiveness.
• Guide prospects through all phases of the sales process independently with support from manager in final meetings. Lead primary meetings and discussions continuously throughout process

角色和职责

• 促进短期和长期战略计划。
• 指定市场的所有权包括特许经营销售前景的开发、培养和最终转化，以实现全中国的年度销售目标，包括两个品牌(BNI和Corporate Connections)的主特许经营区域以及子特许经营区域
• 建立和实施渠道以创造转化机会。了解品牌发展策略，能够有效地表达品牌价值主张。参与积极的网络和媒体战略，推动实现增长目标的问责制。
• 通过有效执行销售基本原则和多种销售策略，负责实现个人、团队和品牌的增长目标。积极参与岗位提升培训和持续发展机会。
• 有效和定期地使用CRM来更新渠道进度。在品牌活动中为品牌领导的前景制定尽职调查报告，确保商业伙伴对尽职调查的理解。
• 有效利用共享服务团队的支持和资源，了解品牌FDD、市场趋势、数据/分析。最佳合作伙伴的销售支持和增长团队实现品牌和销售目标，提高销售渠道的有效性。利用工具、系统和资源在申请过程中支持潜在的和新的加盟商。
• 拥有完整的交易流程和销售周期，包括勘探、建立和鼓励关系、谈判和最终转换。根据要求制定并提交加盟部运营的详细预算。
• 创建并监督特许经营销售流程，包括处理特许经营线索，面试特许经营候选人，评估特许经营申请，授予特许经营。
• 与特许经营法律顾问合作，制定并实施公司的特许经营合规制度，确保遵守有关特许经营销售和关系流程的所有联邦及相关州法律。
• 成功地与品牌、共享服务、销售支持和增长团队合作，以实现并提高效率。
• 在经理的支持下，独立指导销售人员完成销售过程的所有阶段。在整个过程中持续领导主要会议和讨论合同。

Qualifications

Required:

• Bachelor’s degree required. Master’s degree preferred
• 8-10 years of sales experience/leadership with an emphasis on business development and or management consulting. Franchise sales/development in a global setting a plus. CFE Certification is also a plus.
• Experience reading and interpreting financial statements, problem solving and encouraging business deals strongly preferred.
• Confirmed capability of performing upbeat and multifaceted presentations both in person and virtually. Ability to empower, and influence people into reaching a buying decision.
• Basic understanding of Sales CRM systems and MS Office
• Fluent in English
• Role will require ability to travel often

任职资格：

• 本科以上学历，硕士学位优先。
• 8-10年销售经验/领导经验，重点是业务开发和/或管理咨询。具有全球特许经营销售/开发经验者优先考虑。CFE认证也是加分项。
• 有阅读和解释财务报表、解决问题和促成商业交易经验者优先。
• 在现场和虚拟环境中进行乐观和多方面演讲的能力得到证实。授权和影响人们做出购买决定的能力。

基本了解销售CRM系统和MS Office。

• 英语流利。
• 能够适应经常出差。

This is a full-time, exempt paid position. This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

此职位为全职。请注意，本职位描述并未详尽列出所有相关的活动、职责或责任。随着公司发展的需要，相关职责、责任和活动可能会随时调整，恕不另行通知。

BNI’s wonderful culture based on Givers Gain® is lived out every day by our team and over 320,000 Members globally.

在BNI，我们与全球超过320,000名会员共同践行着“付出者收获”（Givers Gain®）的核心价值理念。

Learn more at BNI.com

如需了解更多信息，请访问我们的官方网站 BNI.com

An equal opportunity employer.

我们是一家倡导机会平等的企业，期待与您携手帮助更多中国企业家实现梦想。