Power Business Development Director
Date published: 11-Jan-2018
Opportunity: Experienced Hire
Business Line: Power
Business Plan: SAM
The Director of Business Development (Director) serves as the senior leader reporting to the President of the Power Business responsible for the development and growth of the global business through strategically building relationships with clients and partners, identifying opportunities, and completing business deals. The Director will combine strategic thinking with ambition and action and develop a proven track record of reaching targets, goals, and objectives. In partnership with Power and other B&V leadership, the Director develops and implements a strategy, plan and metrics for business development, marketing, and sales operations planning. They provide leadership to sales talent, sales and marketing processes. As the organization’s senior most sales leader, the Director is accountable for overall global sales performance, profitable achievement of sales goals, and aligning sales objectives with the business strategy.
Principal Duties and Responsibilities:
? Client Management
o Responsible for client engagement. Pursues and maintains the development of global strategic partnerships, relationships and alliances.
o Builds and maintains relationships with executives across the business for the purpose of achieving strategy and new business goals
o Leads and directs account planning; directs the identification and management of global key accounts
o Establishes the criteria for qualifying sales opportunities and leads the effort across the business; collaborates with efforts across the company.
o Sets the standard for qualifying sales opportunities and how to quickly assess successful pursuit opportunities. Leads critical strategic pursuits.
? Manage Sales Talent
o Oversees regional and business line sales to ensure revenue objectives are met; coordinates and ensures execution of sales objectives, strategies, marketing, and promotional programs.
o Provides leadership to the sales organization team, while fostering a culture of accountability, professional development, high-performance, and ethical behavior
o Participates in effective recruiting, hiring, and training of new sales resources.
o Oversees the performance management process for entire sales organization including individual goal setting and development planning, performance feedback, and implementation of the annual and mid-year performance review process.
o Approves and implements merit and bonus distribution for sales staff ensuring internal equity while adhering to budget and corporate guidelines.
? Manage Sales Operations
o Establishes and manages the sales process
o Aligns the sales organization’s objectives with firm business strategy through active participation in corporate strategic planning, sales strategy development, forecasting, sales resource planning, and budgeting
o Provides input on client and market trends that lead to the development of strategic plans; develops recommended programs that support the operating plans that in turn supports the strategic plan
o Forecast sales; provides relevant sales information for quarterly forecasts.
o Manages the integrity and accuracy of the data in the company’s Customer Relationship Management system
o Coordinates sales initiatives and events; collaborates with other businesses as needed
o Develops value proposition and messaging
o Creates sales collateral
o Facilitate Industry Branding and Recognition
o Oversees marketing programs and partner channels that increase the company's revenues and customer base.
SKILLS & ABILITIES
? A leader with the ability to create a vision and inspire a cross-functional team, senior business leaders and executives to successfully achieve overall business strategy and performance objectives.
? Ability to effectively listen, communicate and interact with senior level executives, including CEOs and Presidents. Excellent communication and inter-personal skills; ability to successfully interface with diverse personalities
? Deep knowledge and understanding of the Power external market, foreseeable changes and the ability to impart that knowledge to position B&V for future success.
? Ability to quickly judge and evaluate proposed sales strategies and make appropriate recommendations and adjustments
? Ability to solicit trust from and lead, guide, motivate, train, and mentor team
? Thinks strategically and can naturally create a persuasive message
? Strong understanding of budgets and financial and performance metrics
Bachelor’s Degree in Engineering or related field, Master’s Degree in Business Administration. 10 + years experience in sales/marketing function in the Energy or Power industry. Strong knowledge of client buying patterns and overall drivers. All applicants must be able to complete pre-employment onboarding requirements (if selected) which may include any/all of the following: criminal/civil background check, drug screen, and motor vehicle records search, in compliance with any applicable laws and regulations.
Preferred Job Qualifications:
? Deep knowledge and experience in the Power industry. Project execution experience preferred
? Experience in a senior business development position within a fast-paced and dynamic environment. Proven and successful experience in prospecting and lead generation, leading to revenue generation and profitable growth. Ability to identify potential for valuable long-term relationships with global clients, encouraging retention of their business and, therefore, extended revenue generation and profitability.
? A suitable candidate will have a proven and successful ability to work with teams across a diverse business in order to maximize the impact of overall business effort.
? Four year college degree from an accredited institution.
? Master in Business Administration or equivalent.
? Minimum fifteen years of sales management experience in a business-to-business sales environment.