Senior Business Sales Consultant

About ESOP Partners, Inc.

ESOP Partners, Inc. is a third-party administration and consulting firm dedicated to providing a liquid business transition solution for owners of closely held businesses through the establishment, maintenance, and sustainability of Employee Stock Ownership Plans (ESOPs). Our mission is to maximize the financial and cultural benefits of employee ownership by helping ESOP companies build strong, informed, and engaged employee ownership cultures.

We aspire to be nationally recognized as the leading ESOP firm in the country. We pursue this vision through our Core Values:

• Seek to Understand – We identify the underlying reasons behind questions and actions and take ownership of continuous learning and improvement.
• Manage Expectations – We proactively communicate clear, specific, and achievable objectives to create alignment and accountability.
• Collaborate – We work together through constructive discussion and teamwork to achieve win-win outcomes.
• Get Things Done – We prioritize, organize, and execute efficiently to deliver accurate and timely results.
• Practice Professional Skepticism – We apply a questioning mindset to objectively analyze information for quality and accuracy.
• Exhibit Mental Strength – We manage challenges with professionalism, resilience, and a solutions-oriented attitude.

Position Summary

The Senior Business Consultant is responsible for supporting the company's sales goals through advanced consultative sales techniques and great customer service, maintaining quality relations with existing accounts and referral partners (RPPs), and obtaining new business clients. The role owns the full sales cycle, from generating and screening leads through closing the sale of the Feasibility Study, with primary emphasis on pipeline development and new business development with owners of small to mid-market businesses.

Position

Details

• Location:
  
  In-office position based in Appleton, Wisconsin
• Position Type:
  Full-time | Exempt
• Travel:
  This position will travel to support business development, relationship building, and industry visibility. Candidates need to be familiar, comfortable, and willing to travel independently via plane or car.

Key Accountabilities

Essential duties include, but are not limited to, the following. Accountabilities are listed in order of priority, with the approximate share of the role noted for each.

Pipeline Development and Management (approximately 40%)

Drive prospects through the entire sales process from initial qualification to deal closure by conducting discovery, building relationships, presenting solutions, handling objections, and maintaining deal momentum until the Feasibility Study is sold.

• Conducts discovery with owners and senior decision-makers to understand business, financial, and succession goals.
• Educates potential clients on the financial and tax implications of Employee Ownership.
• Develops maximum sales potential through competitive consultative sales techniques and knowledge of the company's products and services, as well as the competition's strengths and weaknesses.
• Analyzes prospect financial statements to assess fit and shape recommendations.
• Creates customized proposals to meet specific client requirements in an efficient manner.
• Handles objections and maintains deal momentum across lengthy sales cycles, collaborating with delivery teams and subject matter experts as needed.
• Maintains updated, organized files and CRM notes on all accounts.
• Completes and submits weekly sales reports on account activity, outstanding proposals, proposals secured, and proposals lost with complete documentation.
• Presents an annual sales budget to management for approval. An established approval process will be followed should the budget need to be adjusted…