Director of Business Development
About The Position
The Senior Director of Business Development will execute Capstone's go-to-market strategy and drive company growth. Working with Capstone's warehouse management services division across a variety of industries, this person is responsible for achieving defined revenue and margin growth targets through the sale of complex solutions to new and existing customers. The role works closely with Operations teams to drive expansion with existing partners, convert short-term TacOps customers to long-term warehouse services partners, and create new customer demand. It is a critical part of the team leading sales and marketing execution and achieving the division's annual goals. The business development team's mission is to increase the company's market share and maximize returns while competing effectively. The ideal candidate has direct Capstone operating experience and tactical knowledge of execution processes. They are an effective collaborator who can lead subject matter experts to sales success. This high-impact, highly visible role requires a strategic, personable, competitive, creative, analytical, results-oriented, and organized leader. Previous sales-role experience is not required, though experience growing customer relationships is preferred.
Requirements
- Direct Capstone operating experience and tactical knowledge of execution processes are identified as ideal qualifications.
- Ability to collaborate effectively and lead a team of subject matter experts to sales success.
- Strategic, personable, competitive, creative, analytical, results-oriented, and organized leadership qualities.
- Previous experience in a sales role is not required.
Nice To Haves
- Experience growing customer relationships is preferred.
Responsibilities
- Build and close an opportunity pipeline that drives new revenue for Capstone Warehouse Services.
- Own the complete opportunity development cycle: Prospect, Evaluate, Price, Propose, and Close.
- Identify business opportunities, sell new concepts to customers, and build and maintain relationships across diverse organizations.
- Partner with VP of Sales team members to develop pricing proformas, support existing partner renewal opportunities, and pursue unloading and selecting opportunities.
- Deliver sustained top-line and bottom-line growth while maintaining expected win percentages.
- Lead internal pursuit teams and subject matter experts to coordinate sales activities.
- Conduct industry and target-customer research and competitor analysis.
- Collaborate with Marketing to identify and advance new leads, contacts, and opportunities, and to develop sales collateral and campaigns.
- Represent the company periodically at industry events and conferences.
- Maintain the Customer Relationship Management system and other reporting consistently.
- Perform additional responsibilities as assigned.
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
