Business Development Manager, People Operations

Escalon Services is a Business Process Management company that provides essential business services to small and medium-sized businesses. They are seeking a Business Development Manager for their People Operations Team to uncover and win new HR outsourcing opportunities, working closely with Client Engagement Managers and strategic partners to deliver tailored solutions.

Responsibilities:

• Become the trusted HR outsourcing partner to our Client Engagement Managers (CEMs) — your internal referral network — and to the client teams they serve
• Run a disciplined cadence of book-of-business reviews with CEMs to surface and qualify new harvesting opportunities across the existing client base
• Coach and equip CEMs with the talk tracks, tools, and resources they need to spot opportunities inside their own accounts
• Read the signs and triggers of an HR outsourcing need — rapid headcount growth, new-state expansion, compliance gaps, HR or finance leader turnover, renewals, M&A or financing events — and move on them fast
• Lead strategic conversations with CFOs, owner-operators, and executive teams, translating their challenges into practical HR outsourcing solutions
• Facilitate crisp discovery calls that get to the real pain points, then bring the right internal subject-matter experts (SMEs) so the right people are in the room solving the right problems
• Think like a risk manager — identify each client’s compliance and risk exposures and design solutions that reduce risk and cost while making their lives simpler and easier
• Develop and nurture referral relationships that generate additional harvesting opportunities across the base
• Manage a high volume of concurrent opportunities with speed and precision, keeping pipeline, activity, and forecast accurately tracked in Salesforce
• Partner with the CRO, People Operations, and delivery teams to scope, price, and cleanly hand off won engagements for a seamless client experience
• Other Duties as assigned

Requirements:

• Bachelor's degree, or equivalent professional experience in HR, benefits, or sales
• Minimum 5 years selling HR products and services (PEO, ASO, HRO, benefits, payroll, or related HR outsourcing solutions)
• Deep, expert-level knowledge of HR outsourcing and the challenges facing small and mid-sized employers, including solid working knowledge of payroll, benefits, and PEOs
• Gravitas and credibility with CFOs, owner-operators, and executive teams — likeable, trustworthy, and speak their language
• Proven ability to quickly earn the trust of internal referral partners and client teams alike
• Strong consultative, strategic selling skills, with a track record of high-level conversations and discovery that uncovers the real need
• An instinct for small-business problem solving — making clients' lives simpler while reducing risk and cost — and the ability to think like a risk manager
• High energy and drive, with the discipline to keep a relentless cadence and juggle many accounts and opportunities at once
• Exceptional curiosity and listening skills; reads the signs and triggers of a new harvesting opportunity and acts on them
• Speed, accuracy, and a high attention to service and detail
• Highly organized and self-managing, and thrives working fully remotely
• Strong AI skills, using AI tools to work faster and produce high-quality proposals
• Proficiency with Salesforce (our CRM)
• Microsoft Suite
• Google Workspace
• Experience with sales-engagement and proposal-automation tools
• HR certification (SHRM-CP/SHRM-SCP or PHR/SPHR) or benefits credential
• Experience selling into or working alongside a PEO or broker channel
• Experience in a “land-and-expand” or account-based growth motion within an existing customer base
• Working knowledge of benefits, and multi-state HR compliance