Director of Business Development

Key Responsibilities

Business Development and Growth

Develop and execute overall business development strategy

Identify new customers, markets, services, and revenue opportunities

Build relationships with commercial property owners, facility managers, general contractors, developers, manufacturers, and

other strategic customers

Develop opportunities for commercial service agreements, replacement projects, construction projects, refrigeration, and other company service offerings

Expand presence within existing accounts by identifying additional services and opportunities

Maintain a strong pipeline of future opportunities and ensure consistent follow up

Develop strategic partnerships and referral relationships that can generate long term business

Represent the company at industry events, customer meetings, networking opportunities, and community events when appropriate

Sales Leadership

Provide leadership, accountability, and direction to the sales team

Establish clear sales goals, expectations, and measurable KPIs

Monitor sales activity, pipeline, close rates, average sale, gross margin, and other key performance indicators

Coach sales people on customer relationships, opportunity development, estimating, proposals, presentations, and closing

Ensure opportunities are properly tracked and managed through Service Titan and other company systems

Develop a consistent sales process that can be taught, measured, and scaled as the company grows

Work with operational leaders to ensure sales commitments can be successfully delivered

Strategic Accounts

Develop and maintain relationships with the companies most important customers

Establish a structured key account strategy for major commercial customers

Conduct regular customer reviews to understand upcoming needs and opportunities

Identify opportunities to increase the companies share of wallet with in existing accounts

Assist with resolving significant customer issues when executive level involvement is appropriate

Protect long term customer relationships while maintaining appropriate pricing and profitability

Market Development

Evaluate potential new markets, territories, customer segments, and service offerings

Work with marketing to develop targeted campaigns that support the company's growth objectives

Identify underserved areas of the market where the company can establish a competitive advantage

Monitor competitors, market conditions, pricing trends, and industry developments

Help determine where the company should invest resources to generate the highest long term return

Financial Accountability

Develop annual revenue and gross profit goals in coordination with the CEO, CFO, and operational leadership

Maintain visibility into the sales pipeline and provide reliable revenue forecasting

Ensure growth opportunities meet the company's profitability expectations

Evaluate opportunities based on revenue, gross margin, strategic value, capacity, and risk

Avoid pursuing revenue simply for the sake of growth when the work does not meet the company's financial or strategic objectives

Leadership and Strategic Planning

Participate as a member of the senior leadership team

Participate in annual and quarterly strategic planning

Help develop the company's three to five year growth strategy

Work across departments to remove obstacles preventing profitable growth

Maintain accountability for commitments, priorities, and company goals

Help build the people, processes, and systems required to support the company as the company grows

Key Performance Indicators

Performance should be measured using objective results including:

Total company revenue growth

Gross profit dollars generated

New business revenue

Existing customer revenue growth

Sales pipeline value

Pipeline coverage against future revenue goals

Sales close rate

Commercial service agreement growth

Customer retention

Strategic account growth

Sales forecasting accuracy

Sales team performance against individual goals

Qualifications

Proven leadership experience in business development, sales,operations, or a related role

Strong understanding of the HVAC, refrigeration, construction,service, or related industries preferred

Demonstrated ability to develop relationships and generate newbusiness

Strong financial and business understanding

Ability to evaluate opportunities based on both revenue andprofitability

Strong communication, negotiation, and leadership skills

Ability to hold people accountable while maintaining productiveworking relationships

Comfortable working directly with customers, executives, fieldpersonnel, salespeople, and operational leaders

Strong organizational skills with the ability to manage multipleopportunities simultaneously

Leadership Expectations

The Director of Business Development is expected to think andoperate like an owner.

This position is not simply responsible for managing the sales department.

The Director is responsible for creating growth

The successful person will continually ask

Where is the next opportunity?

Which customers should we be doing more business with?

What markets should the company enter?

What services should we expand?

Where are we leaving revenue on the table?

How do we make our sales organization stronger?