Director, Business Development- Northwest

Job Title

Director, Business Development
- Northwest

A Director of Business Development – Sector / Industry Assignment (DBD – Sector) works to improve C&W SERVICES’ market position and achieve financial growth across the US marketplace. This person assists in the development of sector 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 – Sector position is a senior level management position within C&W SERVICES. It is the director’s job to work closely with the Vice President(s) of Client Services for the sector/ 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 – Sector needs to develop additional sales with existing customers, present to them, and continue to grow business in the future.

They call on clients, often being required to make presentations on solutions and services that meet or predict current and future needs. The DBD – Sector 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.

• They must proactively plan persuasive approaches and solutions that will convince clients that C&W SERVICES is the provider of choice. They must possess outstanding customer relationship skills, have sold facilities services successfully within a sector, and have sales experience and maturity to develop territory plans that will enable success. The DBD – Sector will be required to work 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 proposals for the company.
  
  Strategic planning is a key part of this job description, since it is the DBD that is responsible for building a balanced pipeline to support their annual targets. 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 – Sector at C&W SERVICES will vary from time-to-time, market-to-market and regionally dependent; however, the main duties of the DBD – Sector can be summarized as follows:

• Sustained over achievement of annual sales target
• Prospect and network as appropriate within your geographic area to ensure a robust pipeline of opportunities
• Research and build relationships with 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 speaks to the client’s needs, concerns, and objectives as outlined in issued RFPs or as discovered in meeting 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

• 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

• 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…