Director of Business Development

Job Title : Director of Business Development Job Description Summary A Director of Business Development – Geography/Regional Assignment (DBD - Geo) works to improve C&W SERVICES’ market position and achieve financial growth within defined geographic and regional assignments. This person assists in the development of regionally directed strategic goals, builds key customer relationships, identifies business opportunities, negotiates and closes business deals, and maintains extensive knowledge of current market conditions. The DBD - Geo position is a senior level management position within C&W SERVICES. It is their job to work closely with the Vice President(s) of Operations for the geography/region and with the internal solution development team, marketing staff, and other managers to increase sales opportunities and thereby maximize revenue for C&W SERVICES. To achieve this, the DBD - Geo needs to find potential new customers, present to them, ultimately convert them into clients, and continue to grow business in the future. They call on prospects and/or clients, often being required to make presentations on solutions and services that meet or predict their clients’ future needs. The DBD - Geo may be involved in an element of non-financial management of existing clients to ensure client satisfaction. This position carries a competitive base salary with a structured commission incentive program. Job Description Essential Duties The primary role of the DBD - Geo is to prospect for new clients by networking, cold calling, marketing or other means of generating interest from potential clients. They must then plan persuasive approaches and presentations that will convince potential clients to do business with C&W SERVICES. They must develop a relationship with new clients, set targets for sales, and provide support that will continually improve the relationship. The DBD - Geo works with mid and senior level Operations management, marketing, and technical staff and will have the lead role in managing the activities of others responsible for developing solutions and responses for RFPs for the company. Strategic planning is a key part of this job description, since it is the DBD – Geo’s responsibility to develop the pipeline of new business coming in to the company. This requires a thorough knowledge of the market, the solutions/services C&W SERVICES can provide, and of the C&W SERVICES’ competitors. There is an additional requirement to grow and help retain existing accounts by presenting new solutions and services to clients. Responsibilities of a DBD - Geo at C&W SERVICES will vary from time-to-time, market-to-market and be regionally dependent; however, the main duties of the DBD - Geo can be summarized as follows: New Business Development Prospect for potential new clients and turn this into net new business opportunities. Prospect and network as appropriate within your geographic area to ensure a robust pipeline of opportunities. Meet potential clients by growing, maintaining, and leveraging your network. Identify potential clients, and the decision makers within the client organization. Research and build relationships with new clients. Set up meetings between client decision makers and C&W SERVICES’ business (Operations) leaders and Subject Matter Experts (SMEs). Plan approaches and presentations. Work with team to develop proposals that speak to the client’s needs, concerns, and objectives as outlined in issued RFPs or as discovered in meetings and working with clients or prospective clients. Participate in solution development by formulating a win team, win theme, and proposal approach. Participate in pricing the solution. Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion. Present an image that mirrors that of the client. Client Retention Present new solutions and services and enhance existing relationships. Work with Operations, FMS, or other internal colleagues to meet customer needs. Arrange and participate in internal and external client debriefs. Participate in key client account governance activities. Business Development Planning Attend local industry functions, such as association events, conferences, and trade shows, and provide feedback and information on market and creative trends. Present to and consult with Operations on business trends with a view to developing new services, products, and opportunities within the market. Identify opportunities for marketing and prospecting campaigns that will lead to an increase in net new business for C&W SERVICES. Using knowledge of the market and competitors, identify and develop C&W SERVICES’ unique selling propositions and differentiators. Management and Research Maintain data in C&W SERVICES’ CRM and ensure data is accurate. Forecast sales targets. Track and record activity on accounts and help to close deals to meet these targets. Ensure that prerequisites (like prequalification or getting on a vendor list) are fulfilled within a timely manner. Ensure all team members represent C&W SERVICES in the best light. Research and develop a thorough understanding of the C&W SERVICES’ people and capabilities. The position may require up to fifty percent travel. Other duties may be assigned. Management reserves the right to change or modify this position description to meet the company’s needs. Education & Work Experience Bachelor’s degree or equivalent field experience in a comparable position. 3-5 years of Facilities Services sales. 5-8 years of sales experience in a like field. Demonstrated success in selling single service, multiple service, or bundled service solutions within the prescribed geographic market.

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