Director of Business Development

Mercury GSE Maintenance•Saginaw, TX

About The Position

At Mercury GSE, our customers come first and therefore, the Director of Business Development will help the sales team in growing our rental and leasing business of Mercury GSE through prospecting, quoting, negotiating terms, customer service and sales support. This position is pivotal in generating rental and leasing revenue by soliciting and securing opportunities from both new and existing customers. This is accomplished through highly communicative interactions (both virtual and in-person), including giving presentations showcasing Mercury GSE’s comprehensive range of equipment and services.

Requirements

Bachelor's degree in business administration, marketing, communications, finance, or a business-related field
10+ years proven experience in relationship selling environments, transactional leasing, or related field
Possess and maintain a valid class C drivers’ license
Middle market sales/leasing/banking/finance experience with transactional deal sizes of 1 million to 20 million
In-depth knowledge of equipment leasing and ability to articulate and present to C-Suite executives the advantages of rental / leasing contracts preferred
Track record of successfully selling with executives and decision makers from Fortune 500 companies
Strong selling, customer-service, relationship-building, strategic thinking, analytical and problem-solving skills
Excellent writing and presentation skills
Proficient in CRM and Financial Leasing software (e.g. Salesforce, Dynamics) and MS Office Suite
Proficient in creating and executing PowerPoint presentations, pitches and presentations to C-suite executives and various stakeholders
Results driven with a focus on continuous improvement
Willingness to travel up to 25% of the time to meet with clients, conduct consultations, and close business opportunities.

Nice To Haves

Heavy equipment and/or Aviation industry experience a plus

Responsibilities

New Business Development (80% Hunting)
Prospecting and Lead Generation: Identify and pursue new business opportunities through various channels such as cold calls, phone outreach, equipment application consultations, and value-added services. Leverage joint calls and cross-selling techniques to expand market reach and acquire new customers.
Consultative Sales Approach: Engage with potential customers to understand their needs and educate them on the benefits of renting or leasing ground support equipment. Develop and present customized rental and leasing proposals, focusing primarily on C-Suite decision-makers.
Relationship Building: Establish and maintain strong relationships with key equipment users, influencers, and decision-makers, including C-level executives. Conduct face-to-face meetings and consultative visits to deepen relationships and close new business deals.
Customer Account Growth (20% Farming)
Customer Retention and Growth: Develop and implement strategies to retain existing customers by proactively addressing their needs and identifying opportunities for upselling and cross-selling additional services or equipment. Lead discussions focused on customer retention, contract renewals, and expanding service offerings to existing clients.
Holistic Customer Understanding: Gain a comprehensive understanding of each customer’s rental, leasing, and purchasing strategies, as well as their short-term and long-term goals. Leverage customer insights to tailor solutions that best meet their ground support equipment requirements.
Strategic Relationship Management Trust and Credibility: Build trusting and credible relationships with customers by quickly gathering, analyzing, and leveraging information to make strategic decisions and recommendations. Act as a trusted advisor to customers, ensuring their needs are met with the right solutions.
Customer Relationship Management (CRM): Maintain an accurate and up-to-date list of new prospects and current customers in the CRM tool. Ensure all customer interactions, proposals, rentals and updates are thoroughly documented in CRM
Provide regular sales reports and forecasts to the Vice President of Sales, highlighting key wins, pipeline status, and potential risks.
Stay informed about industry trends, competitor activities, and emerging customer needs to adapt strategies accordingly.
Contribute to the development and refinement of sales processes, tools, and strategies to drive continuous improvement.