TITLE: Business Development Representative

AKA: Judicial Services Liaison

DEPARTMENT: Sales

REPORTS TO: Regional Sales Director

FLSA: Exempt

Position Summary

Expand the market share of Smart Start products within a state or region. Build brand presence. Act as a business development representative in working with referral partners to deliver best of class alcohol monitoring products and services within a state or region. Act as a conduit fostering communication and product use between referral partners such as DUI / Family court attorneys, criminal justice community, treatment centers, insurance providers, DUI Schools and Smart Start, Inc. Deliver annual growth objectives.

Summary of essential job functions

 Act as a field sales representative between Smart Start, LLC and the referral partner community.

 Forecasting sales, developing “out of the box” sales strategies / models and evaluating their effectiveness.

 Evaluating referral partners, needs and building productive long lasting relationships.

 Work with referral partners to deliver best in class breath alcohol monitoring services through meet or exceed annual unit growth targets to enhance both top-line growth and bottom-line profits for Smart Start, Inc.

 Help educate referral partners on the introduction and application of new products and services that are introduced to insure success.

 Provide technical expertise as it applies to both retail operations and consultative selling with referral partners.  Provide market intelligence to insure Smart Start’s competitive agility in the marketplace.

 Promote Smart Start initiatives within the state or region.

 Increase Smart Start’s market share and installed unit base in your territory for Breath Alcohol Ignition Interlock and S.M.A.R.T Mobile devices.

 Represent Smart Start to referral partners by answering questions on Breath Alcohol Ignition Interlock Devices, S.M.A.R.T. Mobile devices and educating them on our services.

 Visit referral partners to describe program services, demonstrate the use of the product, and explain the necessity for quality data and program integrity.

 Educate referral partners on our reporting features and Smart Log interpretations.

 Maintain an open line of communication with referral partners.

 Present when necessary educational training sessions to probation officers, prosecutors, and other referral partners.

 Attend and exhibit at associated conferences, i.e., State Corrections Association, State Probation Association, Association for Court Administration, Judicial Conferences, Bar Association Conferences, and others as they apply

 Maintain proficiency in utilizing Smart Start specific software products.

 Have a full knowledge base on state regulations and rules pertaining to DUI, ignition interlock and alcohol monitoring.

Minimum requirements

Outside Sales Experience ( 3 years) shop / retail operations

 Experience ( 3 years) leading a direct sales force and / or calling on key national accounts.

 Ignition Interlock, Technology or Alcohol Monitoring Community experience a plus

 Experience interacting with, working for or calling on governmental agencies (probation, parole, courts, DMV)

 4-year degree (BBA / BA) from an accredited university

Core Competencies

 Leadership

 Strategic Thinking

 Problem Solving

 Industry Knowledge

 Business Acumen

 Decision Making

 Excellent Communication

Skills Abilities required

 60% overnight Travel with some weekend travel (conferences, etc).

 Computer literate (MS Office and Proprietary Software Systems)

Duties: May Include the Following but not limited to

Plan: Deliver annual sales and marketing plans.

Sales: Lead the sales process as the primary Smart Start contact for referral partners. Constantly work to remove barriers to success.

Call Frequency: Conduct regular and follow up calls (monthly) to referral partners such as courts, DUI attorneys, probation departments, parole, drug courts, DUI Schools, etc. to inform them of services; products, problem solve; train; new products, features & benefits and etc.

Local Lobby: Be the primary point of contact with the local MADD Chapter. Build relationships with chapter leadership.

Competitive Environment: Collect, maintain and communicate competitive intelligence on a constant basis. Complete a competitive analysis as needed or at a minimum once a quarter. Conferences: Attend, display and manage Smart Start’s presence at all referral partner related trade shows and conferences within the state or region. This includes associations, legal conferences, DUI attorney conferences, bar and judicial conferences, etc. Training: When needed conduct training for referral partners on Smart Start systems, processes and products. Category Leadership: Position Smart Start as a category leader by providing up-to-date industry information to referral partners on a regular basis. Political Action: Help drive legislation that is favorable to ignition interlock by building relationships with civic, political and other organizations or individuals who can influence legislation.

New Market Development: Make cold calls on potential new markets / channels and potential customers for Smart Start products and services to include but not be limited to on courts, attorneys, probation departments, parole, DUI courts and schools, prosecutors, etc. Maintain accurate database of referral partners including follow up opportunities. Product Performance: Communicate performance issues and features internally on both Smart Start and competitive products. Maintain open communication pertaining to unit functionality with Smart Start Operations and IT. Collaboration: Work collaboratively to drive solutions to problems and successful delivery of planned operating results. Business Planning: Develop a formal sales and marketing plan prior to the beginning of each year to assure achievement of stated sales goals within the annual marketing plan. Report Analysis: Maintain proficiency on SmarTrac, Smart Web and other reporting tools to resolve issues that arise as well as provide an analytical resource to drive informed decision making. Self Development: Maintain professional and technical knowledge of product applications and legislative opportunities to establish the role as a Category Expert and in so doing, help promote products, sharing of approaches and positioning products with referral partners. Problem Solving: Drive issues and processes to resolution so as to deliver planned objectives for product lines.

Physical Demands and Work Environment

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the functions. While performing the duties of this position, the employee is regularly required to talk and hear. The employee frequently is required to use hands or finger, handle, or feel objects, tools or controls. The employee is occasionally required to stand; walk; sit; reach with hands and arms; climb or balance; and stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this position include close vision, distance vision, color vision, peripheral vision, and the ability to adjust focus. The noise level in the work environment is usually moderate. Drive a Motor Vehicle and facilitate regular maintenance