Vertical Business Development Manager

Help grow a safer, cleaner, healthier future for everyone, every day.

Why join AVIRE?

AVIRE is a global leader in elevator safety and emergency communications. Through our market-leading RATH and JANUS brands, we help building owners, consultants, and elevator professionals deploy code-compliant communication solutions that improve safety, accessibility and passenger experience.

We are seeking a Vertical Business Development Manager to accelerate adoption of two-way visual communication across higher education, healthcare and other strategic vertical markets. This role owns end user relationships, account strategy, opportunity development and commercial conversion. Working closely with the Consultant & Specification Manager, you will identify opportunities, build stakeholder support, secure access to key decision makers and guide projects from early engagement through order conversion.

This is a highly proactive business development role focused on creating demand, developing strategic relationships, managing project pipelines and driving long-term growth in targeted vertical markets.

What you will do:

In this role, you will develop demand and drive commercial adoption of SmartView across higher education, healthcare and other strategic vertical markets. You will own end user relationships, account strategy, opportunity progression, forecasting and revenue conversion while partnering closely with the Consultant & Specification Manager on technical engagement and specification development.

Develop strategic end user relationships

• Identify, prospect and develop relationships with owners, facilities leaders and key decision-makers within targeted vertical markets

• Build and maintain a robust pipeline of qualified opportunities within assigned market segments

• Establish account strategies that align stakeholder priorities, project objectives and commercial opportunities

• Serve as the primary commercial relationship owner throughout the opportunity lifecycle

Drive opportunity development and commercial conversion

• Own commercial strategy and revenue conversion for assigned opportunities from initial engagement through order

• Guide opportunities through evaluation, budgeting, specification, bidding, contractor engagement, implementation planning and purchase

• Manage pipeline health, forecasting accuracy, project milestones, risk assessment and next step accountability

• Coordinate internal resources to remove obstacles and accelerate project progression

Partner to secure specifications

• Partner with the Consultant & Specification Manager to increase SmartView adoption within end user standards, approved product lists, basis-of-design language and project specifications

• Align stakeholders, decision-makers and project sponsors while supporting specification strategies that advance commercial opportunities

• Retain ownership of account relationships, commercial execution and project advancement while leveraging technical and specification expertise as needed

Inform market and business strategy

• Collaborate with Sales, Marketing, Product Management and Consultant & Specification Manager to align market development strategies and execution plans

• Provide market intelligence regarding customer needs, competitive activity, funding trends and emerging vertical market opportunities

• Maintain accurate opportunity, relationship, and account information within Salesforce or similar system

Performance Objectives

• A qualified end-user funnel is developed across higher education, healthcare and other targeted vertical markets.

• Commercial and technical strategies are jointly developed and executed, with clear accountability for specification adoption and opportunity conversion.

• Strategic relationships are established and expanded within target end user organizations.

• SmartView adoption increases through successful incorporation into end user standards, approved product lists and project specifications.

• Revenue-producing opportunities progress through the pipeline with predictable forecasting accuracy and timely commercial conversion.

• Specified projects are commercially managed through key milestones from opportunity identification through contractor engagement and order conversion.

• Market intelligence on customer needs, trends and competitive activity informs commercial and product strategy.

• Relationships, opportunities and project intelligence are maintained in Salesforce, or similar system, to enable effective organizational visibility and execution.

Job Skills

• Demonstrated ability to develop end user relationships and influence specification-driven purchasing decisions through collaboration with consultants, designers and technical stakeholders.

• Exceptional prospecting, stakeholder management, executive communication and commercial presentation skills.

• Ability to influence without formal authority and translate needs into specified demand

• Strategic thinking combined with strong execution discipline

• Excellent written, verbal, and interpersonal communication skills

• Experience with Salesforce and Power BI, or equivalent CRM and business intelligence tools

• Fluent in English and primary language used in area of responsibility and/or location

Qualifications

• Bachelor’s degree in Business Administration, Marketing, Communications, Engineering, and/or a related field or equivalent experience

• A minimum of 3 years of experience in outbound business development, strategic accounts, end user engagement, commercial project development or a related role in a specification-driven industry

• Experience engaging higher education, hospitals or healthcare systems, airports, government organizations, property management companies, or comparable institutional end users is strongly preferred

We want someone who displays:

Action-Oriented Curiosity: You readily take on challenges, and you identify and seize new opportunities. You have an outstanding history of delivering on your projects. You work on the problems that truly need solving, and you effectively challenge the organization to be better. You can cut through the clutter and focus on the priorities that align with organizational objectives.

Collaboration: You embrace the unique experiences, viewpoints, and abilities of your teammates and proactively engage those differences to come to the best possible outcome. Creating an effective sales team is incredibly motivating to you, and you put your employees first recognizing that you succeed only when they succeed.

Empowerment: You thrive in an environment where you can make decisions. You do not shy away from taking a stand, and you recognize the importance of challenging the team to ensure that we strive for more. You also empower your employees to make decisions giving them the tools to do so successfully.

Accountability: You take responsibility for your actions, and you deliver on your commitments. You hold the members of your team to high standards while ensuring they have the support they need to reach those lofty goals.

Inclusion: In all aspects of your work, you treat everyone with respect.

Who is AVIRE?

Connecting and Protecting People. AVIRE combines 4 market-leading brands (MEMCO, MICROKEY, RATH and JANUS) within the elevator and emergency communications industries. Each brand has a strong market presence, a unique identity, a distinct product range, and a long, successful history. AVIRE has Manufacturing and R&D locations in multiple countries, Sales & Marketing in numerous countries, and employs approximately 400 people globally. AVIRE is committed to fostering a diverse and inclusive workplace, where all individual’s unique perspectives and capabilities are valued. We provide equal job opportunities to all applicants and promote fairness in our hiring process.

AVIRE is part of the Halma group (www.halma.com). Halma bets on talent! We are looking for bright, ambitious people to join our team and stay for the long term. With over 45 businesses under its ownership, Halma is a great place to start, advance, or accelerate your career.

AVIRE is an equal opportunity employer.

Benefits

• Competitive base salary with performance-based incentive

• Complete benefits package including health, dental & vision insurance, 401K, vacation, and generous parental leave

• Paid time off

• Educational Assistance

• Professional Development training opportunities

#AVIRE ##LI-LS1

Not the right fit?  Let us know you're interested in a future opportunity by clicking Introduce Yourself in the top-right corner of the page or create an account to set up email alerts as new job postings become available that meet your interest!