Director of Business Development

Position Summary:
 
The Director of Business Development is responsible for targeting and securing project agreements with specific multi-site national companies across North America to achieve personal and Company revenue growth goals.  This position will develop prospects into customers by continually improving our relationship across multiple levels / functions.  The position requires experience selling services and an understanding of key financial concepts to communicate attractive solutions with buyer groups including C-level executives. 
 
Specific Responsibilities:
 

1. Prospect for new customers, which includes:

• Identifying prospects that meet Company’s target account criteria in the areas of customer segment, industry segment, size, and prospect orientation.

2. Identify and qualify project opportunities with new prospects, which includes:

• Developing a thorough understanding of prospect short-term and long-term financial objectives and needs as learned through discussions with prospect’s corporate and decentralized facility, energy, and executive management teams.
• Communicating Company’s capabilities to address prospect needs and objectives, and influence their lighting/energy strategies.
• Confirming mutual alignment between prospect needs and expectations and Company’s’s capabilities in the areas of scope of work, implementation model, timeline, and financial criteria.
• Identifying concerns and potential competitors while differentiating Company’s solutions based on prospect strategy and needs.
• Determining prospect key decision makers, financial budget, timing requirements and other pertinent decision criteria.

3. Securing project approval, which includes:

• Addressing prospect questions regarding proposed project and outcomes.
• Negotiating final terms (financial, light levels, performance, and payment) of project and obtaining customer agreement to proceed with project.

4. Adhering to internal territory planning and administrative tasks, which includes:

• Creating annual sales plan and providing updates on progress versus plan objectives on a regular basis.
• Maintaining company CRM database
• Establishing effective communications with Company's Management regarding sales initiatives, strategies, needs, and market intelligence that could affect sales efforts on a regular basis.
• Managing a personal development plan focused on continual personal growth and improvement.

Requirements:

• Proficient in Microsoft Suite
• Previous track record navigating and closing National Accounts
• Proficient in selling complex solution projects involving mulit-site locations
• Strong Financial acumen
• 5+ years’ sales experience experience