Director of Business Development - AV Integration

Diversified•Chicago, IL

1d•Onsite

About The Position

The Director of Business Development leads and directs commercial teams to drive large-scale global and/or strategic opportunities with potential or current clients to discover the business needs and challenges that the company can help them solve. They oversee business development initiatives and guide them from the opportunity lead phase through the contract phase. The Business Development Director will lead new business and new scope opportunities from early identification phase of the opportunity through final submittal, including qualification, pursuit, solution development and due diligence from proposal creation through presentation and closure, to create winning proposals.

Requirements

Strong background in cultivating opportunities through general contractors, consultants, architects, and other specifier channels.
10+ years of client-facing/sales experience with technology or managed services deals.
Assist and collaborate on lead generation initiatives, leveraging industry insights, networking, and market research.
Develop and maintain a robust pipeline of potential clients through proactive prospecting and relationship-building activities.
Ability to comprehensively understand client business objectives and translate into winning outcomes that differentiate Diversified from competitors.
Ability to actively manage relationships with senior level clients from the initial conversation through the close is critical to the success of this role.
Demonstrated experience in leading highly diversified teams in matrixed environment.
Capability and experience to direct the Go-to-Market teams in developing deliverables, to include appropriate messaging for proposals and other client required materials reflecting the client’s needs.

Responsibilities

Lead new business and new scope opportunities from early identification phase of the opportunity through final submittal, (qualification, pursuit, solution development and due diligence from proposal creation through presentation and closure) to create winning proposals.
Develop capture plans and win themes, budget, and budget execution.
Develop pursuit strategy and win theme in collaboration with the deal team for the opportunity that focuses on business outcomes for the customer addressing their specific business needs and technology issues.
Staff's and leads team in the development and creation of the technical, financial, and commercial framework for business pursuits to capture opportunities resulting in a clear, concise proposal that addresses client’s key challenges and demonstrates our understanding of their issues and how Diversified’s solutions differentiate from our competitors.
Constructs the value proposition, business case, negotiation, pricing, and terms/conditions for business pursuits and is the primary interface to the client.
Acts as point of contact to client and/or third-party advisor management.
Provides consultative sales support by integrating and identifying compelling value propositions to the client.
Utilizes defined processes and methodology to facilitate proposal efforts and to ensure products/services meet client needs and specifications and presents the overall solution for deal approval.
Tracks and reconciles any changes in solution/scope and pricing throughout the Contracting phase.
Maintains quality of proposal deliverables within defined and agreed upon proposal requirements.
Identifies and resolves matters of significance affecting the productivity of several complex pursuit programs and implements risk mitigation solutions as appropriate.
Gathers, analyzes, and documents feedback from the client to identify improvements for future programs.