Principal, Business Development GTM Strategy & Planning

Chamberlain Group • Oak Brook, IL

1d • $129,700 - $209,200 • Hybrid

About The Position

Chamberlain Group is seeking a Principal to lead Business Development go-to-market strategy and planning. The role designs and maintains cross-channel territory coverage, capacity, and goal models for two motions: acquiring new accounts and developing end-user demand that pulls CG products through channel partners. It establishes targeting and prioritization criteria, develops the hunting playbook, and coordinates handoffs and co-selling with Community sales and GTM teams when opportunities involve Community or multifamily solutions.

The Principal owns the cross-channel Business Development pipeline view and operating cadence, sets CRM pipeline standards, leads pipeline reviews, and tracks pipeline health and conversion against business goals. The role develops market sizing and potential models by channel, geography, segment, and account; translates potential into targeting lists and territory goals; analyzes competitive presence and win/loss patterns; and advises senior and executive leadership on Business Development investment priorities.

The role also aligns CG offers to segment needs, develops value propositions and selling stories, coordinates GTM planning with Channel GTM, Product, Marketing, Pricing, and Sales, and tracks offer performance. It builds relationships with Business Development leaders, channel sales teams, and partners. The position requires compliance with health and safety guidelines, confidentiality, and maintaining professional and technical knowledge. It is based in Oak Brook, Illinois, with a hybrid designation, and requires travel up to 30% within North America.

Requirements

• Bachelor's degree in Business, Marketing, or a related field.
• 7+ years of experience in Sales and/or Marketing.
• 5+ years focused on business development strategy, channel strategy, or sales operations.
• Experience building or redesigning a territory or coverage model, including targeting, prioritization, and goal setting.
• Experience managing a pipeline operating cadence in a CRM such as Salesforce.
• Data visualization experience with Power BI, Tableau, or SAP Analytics Cloud.
• Strong financial acumen and demonstrated ability to lead change.
• Demonstrated bias to action, including proactively solving business problems and creating best practices where needed.
• Ability to make fast-paced, data-driven decisions, with knowledge of basic statistical testing and analysis.
• Ability to translate analysis into a simple playbook that a sales team will adopt.
• Ability to travel up to 30% within North America.

Nice To Haves

• Master's in Business Administration (MBA).
• Experience in building products, commercial door, or door automation.
• Experience with specification-driven or two-step distribution models where end-user demand is pulled through channel partners.
• Experience with construction project data sources such as Dodge or ConstructConnect.

Responsibilities

• Design and maintain the cross-channel Business Development territory model, assigning coverage, capacity, and goals across new-account and end-user demand-generation motions.
• Define targeting criteria for acquiring new dealer, integrator, and distribution accounts that are not yet buying CG products.
• Define targeting criteria for end-user pull-through across door automation and commercial, industrial, and mixed-use projects.
• Create prioritization rules to rank accounts and projects by potential, fit, and likelihood to convert.
• Develop and refine the hunting playbook, including ideal customer profiles, qualification criteria, sales stages, call plans, and handoffs to channel partners for fulfillment.
• Collaborate with Community sales and GTM teams on handoff and co-selling rules for opportunities involving Community or multifamily solutions.
• Own the cross-channel Business Development pipeline view and operating cadence, focusing teams on opportunities that move revenue, margin, and market share.
• Set CRM pipeline standards for stage definitions, conversion targets, coverage ratios, and deal hygiene.
• Conduct pipeline reviews with Business Development leaders in each channel to identify stalled deals, coverage gaps, and opportunities to reallocate effort.
• Measure and communicate pipeline health and conversion against business goals, and drive improvements based on insights.
• Build market sizing and potential models by channel, geography, segment, and account using construction starts, project data, installed base, and share estimates.
• Translate market potential into targeting lists and territory goals in partnership with Sales Analytics.
• Analyze competitor presence and win/loss patterns by segment to identify opportunities for CG to gain share.
• Provide senior and executive leadership with insights and recommendations on Business Development capacity investments.
• Match CG offers to segment needs, including core operators, accessories, and complete-solution bundles.
• Develop segment value propositions and selling stories that communicate business value to end users, specifiers, and channel partners.
• Coordinate cross-functional GTM planning with Channel GTM leads, Product, Marketing, Pricing, and Sales to package offers, programs, and incentives.
• Track offer performance by segment and recommend changes to pricing, bundles, or programs based on results.
• Build relationships with Business Development leaders, channel sales teams, and partners to understand customer needs and align CG priorities with partner growth objectives.
• Comply with health and safety guidelines and rules; managers should ensure compliance across their teams.
• Protect Chamberlain Group’s reputation by keeping information confidential.
• Maintain professional and technical knowledge through educational workshops, professional publications, personal networks, and professional societies.
• Contribute to the team effort by accomplishing related results and participating in projects as needed.

Benefits

• Comprehensive benefits package, subject to eligibility requirements.
• 401k contribution, subject to eligibility requirements.
• Eligible to participate in a short-term incentive plan, subject to applicable plan terms and policies.

What This Job Offers

• Job Type: Full-time
• Career Level: Principal