The Director of Business Development is a senior leadership position responsible for driving profitable growth across the company by developing new business opportunities, expanding existing customer relationships, strengthening the sales organization, and
identifying new markets and revenue streams.
This position serves as the bridge between the company's growth strategy and execution. The Director of Business Development is expected to actively pursue opportunities rather than simply manage existing business. Success will be measured by revenue growth, profitability, pipeline development, customer retention, market expansion, and the effectiveness of the companies overall sales efforts.
The Director of Business Development works closely with the CEO, CFO, operational leaders, sales team, and marketing team to
ensure the company's growth is intentional, profitable, and scalable.
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?
- How do we grow without sacrificing profitability, customerexperience, or operational execution?
The Director of Business Development should ultimately create a predictable and scalable growth engine that supports the company's long term vision.
