Business Development Associate

• Google Workspace (Gmail, Calendar, Docs, Sheets, etc).

The Business Development Associate (BDA) owns new market penetration from the ground up, building the pipeline of property partnerships that pay Smart City for referrals. Reporting to the Director of Market Expansion, the BDA determines how to approach a market, decides which properties and property management companies to pursue and in what order, identifies decision makers, and secures meetings to present the Smart City value proposition.

The BDA operates as Smart City's business development presence in a market where the company has no established footprint, and exercises independent judgment on territory strategy, prospect prioritization, and how the partnership case is made to each property. While the role is primarily an office and non-manual role coordinating outreach and meetings, the BDA visits properties regularly and gets in front of senior leaders at property management companies (PMCs), so executive-level presence is essential.

Once a property partnership is contracted, the BDA structures onboarding of the property for the market's agents and builds the case for why an agent would include the property on a list for their client. The BDA is accountable for the market penetration outcome, not only the activity that supports it.

• Own daily property outreach across the assigned market, determining which properties and communities to approach, in what sequence, and through which channel.
• Research and identify decision makers at properties and PMCs (property managers, regional managers, owners) and decide how to route and tailor outreach to each contact.
• Secure meetings for the Director of Market Expansion and for themselves to present the Smart City value proposition, who we are, the value we deliver, and why properties would want to partner with us.
• Develop and adapt the outreach cadences, talk tracks, and messaging used in the market, working from the Market Expansion playbook and refining it based on what the market responds to.

• Be the face of Smart City in a new market, representing the brand with professionalism in every interaction.
• Visit properties regularly to build relationships in person, strengthen partnerships, and uncover new opportunities.
• Present with executive-level presence when meeting senior leaders at PMCs, whether in scheduled appointments or on-site introductions.

• Pitch the Smart City value proposition in self-conducted meetings with properties, adapting the case to each prospect's priorities, portfolio, and objections.
• Prepare the Director for higher-level PMC conversations with prospect background, recommended approach, and meeting objectives.
• Advance prospects through the pitch-to-contract process, advising the Director on which opportunities to prioritize and what terms or concessions are worth pursuing.
• Assess which properties move the market penetration number fastest and allocate time and effort accordingly.

• Design and run onboarding for new property partnerships so each partnership is ready for the market's agents to use.
• Present to agents why they would want to include the property on a list for their client, covering partner details, incentives, and positioning.
• Stay engaged with onboarded partners to resolve issues, maintain visibility with agents, and identify where each partnership can be expanded.

• Maintain accurate records of all outreach, contacts, appointments, and pipeline status in the CRM.
• Report pipeline progress and market penetration status to the Director on a regular cadence, in support of reporting to the EVP and Brokerage leadership.
• Be agile and adjust execution strategies based on current business needs, assist with process review and improvement.
• Assist with efforts in other markets, as needed.
• All other duties as assigned.

• None. The BDA works through influence and partnership, coordinating with the Director on pipeline and strategy, with GMs and agents on partnership onboarding and enablement, and with prospective property partners and regional PMC contacts across the market.

• Achieves property KPIs on schedule.
• The market is systematically introduced to Smart City, with outreach and meeting pace owned and managed by the BDA.
• A steady flow of qualified meetings is generated for the Director and the BDA, contributing to the market's penetration goal of properties contracted and compliant to pay for referrals.
• Property visits are consistent, and the BDA is recognized as the face of Smart City in the market.
• New property partnerships are cleanly onboarded for agents, and agents understand why to include partner properties on client lists.
• CRM records are accurate and current, and pipeline reporting to the Director is…