Director of Business Development
This dynamic, high performance role is devoted to seeking out new business opportunities with potential clients. The Director of Business Development is responsible for making appropriate and effective client appointments in order to take the opportunity to the next level and help close the deal. Market sectors may include interiors, retail, hospitality and healthcare.
Salaried professional with compensation commensurate to experience and qualifications. The position reports to the Managing Principal.
Business Development, Lead Identification, Qualification and Sales
Devote significant time to creating meetings with prospective clients in order to introduce the key project team members who will close the sale. The market segments approached will be in accordance with the strategic marketing plan. Help the Principals to create situations where the firm can be introduced to target clients on a proactive basis.
Work with the Principals to develop cost vs. benefit analysis of prospective projects and clients to determine if the prospect is worth pursuing within the guidelines established in the marketing plan and budget, i.e. Go, No Go.
Help develop the strategy for penetrating each market segment identified in the strategic marketing plan.
Strategize with other professional staff regarding specific presentations (message, competition, media to be used, etc.) and help manage preparations for the meeting.
Continue to fine-tune our plan for continuous recalling, lead referral and client prospects – which are based on the firm’s network of contacts (updated continuously by you, the Marketing Coordinator and senior staff).
Help establish, in consultation with management, a viable target/quota for these activities and results.
Conduct market research to inform the selection and approach to target market segments.
Research prospects to ensure that staff has all appropriate prior to interacting with a potential client.
Systems and Processes
Prepare periodic sales forecasts.
Input to the Marketing Coordinator as they prepare the annual marketing budget.
Manage the input and analysis of output of leads and client database.
Working with firm management, track and assign responsibilities for pursuing individual clients.
Measure and analyze performance of the marketing plan vs. budget.
Help direct the activities of the Marketing Coordinator who is directly supervised by the Managing Principal and who has a dotted line relationship to the Director of Business Development.
BS/BA degree required in Business Administration, Economies, Marketing, Architecture, Design, or a related field.
A minimum of eight to ten years’ experience in a sales and business development position in a professional services firm. Proven track record of creating appointments with potential clients.
A self-starter with superb client service sensibility. Ability to prioritize and perform multiple tasks proactively and efficiently. Ability to organize effectively and with uncompromising attention to detail. Ability to meet deadlines and remain focused under time pressure. Ability to exercise good judgment at all times. Excellent oral and written communication skills.
Substantial skills with software tools/programs including Outlook, Google, Word, Excel and a CRM system.