Market Director

G|M Business Interiors•Riverside, CA

7d•Onsite

About The Position

The Market Director drives business growth throughout the Inland Empire by developing new client relationships, expanding opportunities within existing accounts, and leading the Inland Empire sales team. The position leads and coaches Account Executives and Account Managers, matching team members with opportunities based on their strengths, experience, and geographic coverage. Success requires a personal commitment to business development and developing team members who deliver on G|M’s Promise and Client First philosophy. The role develops and executes a measurable business development plan; pursues prospects across private enterprise, government, and education; cultivates industry partnerships; and manages prospect pipelines and qualified opportunities. It also works with Marketing, Visualization, Digital Marketing, and other internal stakeholders to strengthen sales tools, lead generation, client solutions, and G|M’s competitive position. The Market Director models client stewardship and operational excellence, reviews sales deliverables as appropriate, and reinforces company principles and processes. The position manages its own schedule and priorities while maintaining effective time management and work-life balance. Regular in-office presence at the Riverside location is expected to provide accessible leadership, support collaboration and team development, and reinforce office culture.

Requirements

Demonstrated success in business development and sales leadership.
Ability to analyze prospect pipelines, sales activity, and business performance to identify opportunities and drive growth.
Proven leadership and coaching skills, including the ability to develop sales talent and establish accountability for measurable results.
Excellent networking, relationship-building, presentation, negotiation, and communication skills.
Strong organizational, planning, prioritization, and time-management skills.
Proficiency in Microsoft Office applications, including Outlook, Excel, Word, and PowerPoint.
Positive, solutions-oriented attitude and commitment to the Client First philosophy.
Ability to differentiate G|M’s capabilities and value proposition in competitive and emerging markets.

Responsibilities

Develop and execute a written business development plan with measurable goals, action steps, and performance indicators.
Drive new business acquisition and sustainable growth across private enterprise, federal and local government, and education markets.
Identify, research, prioritize, and pursue prospects, including competitively held organizations and “Blue Ocean” prospects.
Lead First-Time Appointments, showroom tours, and other prospect engagements, demonstrating techniques team members can replicate.
Lead, coach, and develop Account Executives and Account Managers in the Riverside office, including building their prospecting, networking, relationship-building, presentation, and opportunity-conversion skills.
Help team members integrate business development into their weekly schedules while balancing account management responsibilities.
Conduct monthly one-on-one meetings with direct reports to review call sheets, quotes, prospect pipelines, account performance, and progress toward goals.
Conduct quarterly Team Member Excellence Reports to assess performance and development.
Cultivate relationships with architects and designers, construction management firms, real estate brokers, and general contractors.
Maintain a prioritized industry-partner target list and collaborative “War Room” for relationship-building strategies, market intelligence, and business development opportunities.
Establish G|M as a trusted industry partner and track opportunities for referrals, projects, and new client relationships.
Lead identification, qualification, and advancement of prospective clients and new business opportunities; ensure accurate prospect information and timely next steps.
Determine the involvement and resources needed for opportunities and partner with the Market President and other stakeholders on win strategies.
Partner with Marketing and Visualization to develop and use sales tools, presentations, showroom experiences, and other resources supporting First-Time Appointments.
Collaborate with the Digital Marketing Manager on lead-generation software, prospect research, contact data, and outreach strategies.
Identify target organizations and decision-makers and turn research into actionable prospecting plans.
Collaborate across G|M and involve appropriate subject-matter experts in presentations, showroom tours, product demonstrations, and project opportunities.
Model and reinforce the G|M Promise, Client First philosophy, and company DNA in interactions with clients, prospects, partners, and team members.
Review quotes, proposals, and other sales deliverables as appropriate for accuracy, quality, and alignment with client expectations.
Hold team members accountable for managing accounts, internal micro-teams, and individual responsibilities.
Promote responsible client stewardship through realistic commitments, timely communications, and solutions aligned with G|M’s capabilities.
Partner with the Director of Sales Operations to reinforce G|M’s POP principles, processes, and operating standards.
Manage schedule and priorities to meet objectives and support team success, including regular in-office presence at Riverside.