Principal, Business Development GTM Strategy & Planning

Chamberlain Group • Oak Brook, IL

5d • Hybrid

About The Position

Chamberlain Group is seeking a Principal, Business Development GTM Strategy & Planning to design and maintain its cross-channel Business Development territory model, including coverage, capacity, and goals for new-account acquisition and end-user pull-through. The role defines targeting criteria and prioritization rules, develops the hunting playbook, and coordinates handoffs and co-selling with Community sales and GTM teams when opportunities involve Community or multifamily solutions.

The position owns the cross-channel Business Development pipeline view and operating cadence. It establishes CRM pipeline standards, leads pipeline reviews with channel Business Development leaders, monitors pipeline health and conversion, and recommends improvements. It also develops market-sizing and potential models by channel, geography, segment, and account; analyzes competitive presence and win/loss patterns; and advises senior and executive leadership on Business Development investment priorities.

The role matches CG offers to segment needs, develops segment value propositions and selling stories, coordinates GTM planning across Channel GTM, Product, Marketing, Pricing, and Sales, and tracks offer performance. It builds relationships with Business Development leaders, channel sales teams, and partners to understand customer needs and align CG priorities with their growth objectives. The role requires travel up to 30% within North America. The position is based in Oak Brook, Illinois, and is identified as hybrid.

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, data-driven decisions, with knowledge of basic statistical testing and analysis.
• Ability to turn analysis into a simple playbook that a sales team will adopt.
• Ability to travel up to 30% within North America.

Nice To Haves

• Master of 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 Business Development territory model across channels, assigning coverage, capacity, and goals for new-account acquisition and end-user pull-through.
• Define targeting criteria for new account acquisition, including dealer, integrator, and distribution partners not yet buying CG products.
• Define targeting criteria for end-user pull-through across door automation and other end-user projects, including commercial, industrial, and mixed-use developments.
• Build prioritization rules to rank accounts and projects by potential, fit, and likelihood to convert.
• Develop and continually 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 drive revenue, margin, and market share.
• Set CRM pipeline standards for stage definitions, conversion targets, coverage ratios, and deal hygiene.
• Run 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 insights and recommendations to senior and executive leadership on where to invest Business Development capacity.
• Match CG offers to segment needs, including core operators, accessories, and complete-solution bundles.
• Develop segment value propositions and selling stories that articulate business value for 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 their growth objectives.
• Comply with health and safety guidelines and rules; managers should also ensure compliance across their teams.
• Protect Chamberlain Group’s reputation by keeping information confidential.
• Maintain professional and technical knowledge by attending educational workshops, reading professional publications, establishing personal networks, and participating in professional societies.
• Contribute to the team effort by accomplishing related results and participating on projects as needed.

Benefits

• Comprehensive benefits package, subject to eligibility requirements.
• 401(k) contribution, subject to eligibility requirements.
• Eligibility 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