Brian J Burtcel
Newtown Square,PA
Summary
Business development and sales professional with proven success as a top producer, delivering measurable results and tailored solutions through direct sales and revenue-generating partnerships. Knowledgeable in a wide variety of SaaS and
cloud computing solutions for the K-12 and financial services markets. Asset to the C-Suite in solving business challenges related to maximizing and growing client relationships, generating new leads, and cultivating prospects and centers of
influence. Industry experience includes B2B and B2C in business, professional, managed, and financial services.
Overview
16
16
years of professional experience
Work History
Business Development Manager
Hellas Construction, Inc
Austin, TX
01.2024 - 12.2024
- Pioneered market entry techniques for the leading US sports construction firm in NJ and PA
- Increased client base through targeted marketing campaigns.
- Cultivated connections with critical decision-makers to drive expansion.
- Created tailored solutions addressing client-specific issues.
- Represented company and promoted products at conferences and industry events.
- Demonstrated products to show potential customers benefits and advantages and
- Built relationships with customers and community to establish long-term business growth.
- Boosted marketing, reviewed pricing strategies and expanded distribution channels to increase sales revenue.
- Cultivated strong relationships with key decision-makers to enhance growth.
- Delivered compelling sales pitches to potential clients, emphasizing unique product and service benefits.
- Generated significant brand exposure during industry networking.
- Collaborated closely with marketing teams to develop targeted campaigns that generated high-quality leads for the sales pipeline.
- Met monthly quotas through diligent prospecting efforts.
Director of Business Development
Meteor Education LLC
NJ, PA, DE
07.2022 - 12.2023
- Hired for a new NE territory
- Selling furnishings and interior design services to K-12 classrooms
- 18 months to 2 years sales cycle
- Including RFP process, and selling to Superintendents and School Boards
- First year has been focused on building the funnel through cold calling, networking, and leveraging past contacts in the education space
- Introducing brand new products and services to the this newly created NE region
Director of Business Development
Southwest Foodservice Excellence
NJ, PA
10.2020 - 06.2022
- Hired for a opening a brand new territory in PA and NJ - selling food services to K-12 schools
- Target contact was the C-Suite - Superintendent or School board
- Grew sales 40% above target with a 100% customer retention rate
- Sales process involved proposal / RFP, presentation, negation / contract, and relationship building
- Solicited new leads through cold calling, networking, and connecting with former clients
Financial Services Sales
Grant Thornton LLP
Philadelphia, PA
06.2019 - 09.2020
- Executed global business plan to expand sales to new markets, signing on 3 large, new insurance carriers, including several Fortune 100 companies in the first year
- Responsible for $2.3 million in revenue through new and existing accounts
- Exceeded sales goal by 12%
- Managed engagements with clients from financial services, insurance, and non-profit industries, serving as the point-person to key executives and employees from multiple cross-functional teams to address areas including budgeting, risk assessment, IT software implementations, process and control documentation, report writing, client management updates, RFP creation, and client presentations
- Initiated and cultivated new partner relationships, providing strategic alliances and growing business opportunities
- Orchestrated the audit program, identifying gaps and developing recommendations for remediation to streamline operations and improve productivity
Sales Director
U.S. Employee Benefit Services Group
NJ, PA
01.2017 - 05.2019
- Sales of Public Employer Benefits and Retirement Planning for K-12 clients
- #1 producer (out of 12) for regional office and # 6 in entire company (out of 65) for 2017 and 2018
- Presidents Club for 2017 and 2018
- Exceeded sales goal of $ 5 million for 2017 and 2018
- Focused on driving growth in Pennsylvania and New Jersey markets targeting K-12 public schools and local municipalities
- Responsible for creation and development of customized employee benefits plans and solutions that included insurance products, healthcare, and financial products by way of weekly meetings with district administration and presentations to school board members
- Coordinated and managed multiple implementations of companies' employee benefits software portals
- Led business development for the NJ and PA markets, which consisted of creating sales strategies for targets, leading the responses to formal RFPs and maximizing sales conversion percentages for the region
Director of Business Development
ESS / Source4Teachers
NJ, PA, NY, VA, FL, CT, DE
12.2008 - 12.2016
- Company Overview: Source4Teachers is the top provider of comprehensive educational management programs providing substitute teachers, paraprofessionals, and special education professionals for K-12 school districts
- Successful track record in driving new business from prospect to close in New Jersey and Pennsylvania K-12 market
- Annual sales goal of $15M with average deal between $300k and $1M
- Met or exceeded sales goal for 6 consecutive years and was the company's #1 producer from 2011 - 2016 with over $130 million in new business
- Identified, secured and presented to New Jersey and Pennsylvania school district administration (Superintendents, Business Administrators, Human Resources and School Board members) on a weekly basis
- Championed penetration into the Pennsylvania K-12 market in 2013, achieving a client base of over 100 school districts generating $42 million in new business within 2 years
- Spearheaded all sales initiatives from sourcing, presenting, pricing, reviewing, marketing, and contracts
- Garnered visibility for the company through participation in national and regional conferences and trade shows as a speaker and exhibitor
- Analyzed data pre/post conferences for insights
- Source4Teachers is the top provider of comprehensive educational management programs providing substitute teachers, paraprofessionals, and special education professionals for K-12 school districts
Education
Bachelor of Science - Business & Political Science
West Virginia University
Miller Heiman Strategic Selling Course -
Skills
- Team leadership
- Business development and planning
- Customer service
- Relationship building and management
- Business development
- Strategic planning
- Sales presentations
- Sales and marketing
- Account management
- Operations
- Relationship development
- Process improvement
- Relationship building
- Lead generation
- Project management
- Prospect targeting
- Key decision making
- Territory management
- Market research
- Sales expertise
- Competitive analysis
- Account development
- Proficient in software
- Market penetration
- Performance metrics
- Team building
- Territory and account management
- Contract negotiation expertise
- Sales and market development
- Product deployment
- Consultative and relationship selling
- Goal setting and achievement
- Market and competitive analysis
Additional Information
Miller Heiman Strategic Selling Course – 2010, 2017
Treasurer & Board Member – Summerhill Condominium Association, 2015 - Present
NJ Producer License – Life, Accident & Health: License # 0215790
PA Producer License – Life, Accident & Health, Fixed Annuities: License # 393094
Member of NJ Association of School Business Officials (NJASBO); NJ Education Association (NJEA)
PA Association of School Business Officials (PASBO); PA Dept. of Education (PDE); PA Intermediate Unit (PAIU)
Timeline
Business Development Manager
Hellas Construction, Inc
01.2024 - 12.2024
Director of Business Development
Meteor Education LLC
07.2022 - 12.2023
Director of Business Development
Southwest Foodservice Excellence
10.2020 - 06.2022
Financial Services Sales
Grant Thornton LLP
06.2019 - 09.2020
Sales Director
U.S. Employee Benefit Services Group
01.2017 - 05.2019
Director of Business Development
ESS / Source4Teachers
12.2008 - 12.2016
Bachelor of Science - Business & Political Science
West Virginia University