Vertical Business Development Manager

Halma plc

11d • Onsite

About The Position

AVIRE is a global leader in elevator safety and emergency communications, operating through its RATH and JANUS brands. The company is seeking a Vertical Business Development Manager to drive the adoption of two-way visual communication solutions, specifically SmartView, across key vertical markets such as higher education and healthcare. This role is crucial for accelerating market penetration and revenue growth by owning end-user relationships, developing account strategies, identifying opportunities, and managing the commercial conversion process. The Vertical Business Development Manager will work closely with the Consultant & Specification Manager to build stakeholder support, gain access to decision-makers, and guide projects from initial engagement to order fulfillment. This is a proactive business development position focused on demand creation, strategic relationship management, pipeline development, and long-term growth within targeted vertical markets.

Requirements

• Demonstrated ability to develop end-user relationships and influence specification-driven purchasing decisions through collaboration with consultants, designers, and technical stakeholders.
• Exceptional prospecting, stakeholder management, executive communication, and commercial presentation skills.
• Ability to influence without formal authority and translate needs into specified demand.
• Strategic thinking combined with strong execution discipline.
• Excellent written, verbal, and interpersonal communication skills.
• Experience with Salesforce and Power BI, or equivalent CRM and business intelligence tools.
• Fluent in English and primary language used in area of responsibility and/or location.
• Bachelor’s degree in Business Administration, Marketing, Communications, Engineering, and/or a related field or equivalent experience.
• A minimum of 3 years of experience in outbound business development, strategic accounts, end-user engagement, commercial project development, or a related role in a specification-driven industry.
• Experience engaging higher education, hospitals or healthcare systems, airports, government organizations, property management companies, or comparable institutional end users is strongly preferred.

Nice To Haves

• Action-Oriented Curiosity: Readily take on challenges, identify and seize new opportunities, deliver on projects, focus on priorities aligned with organizational objectives.
• Collaboration: Embrace unique experiences and viewpoints of teammates, proactively engage differences for best outcomes, motivate sales teams, prioritize employees' success.
• Empowerment: Thrive in environments where decisions can be made, take a stand, challenge the team to strive for more, empower employees with tools for success.
• Accountability: Take responsibility for actions, deliver on commitments, hold team members to high standards while providing necessary support.
• Inclusion: Treat everyone with respect in all aspects of work.

Responsibilities

• Develop demand and drive commercial adoption of SmartView across higher education, healthcare, and other strategic vertical markets.
• Own end-user relationships, account strategy, opportunity progression, forecasting, and revenue conversion.
• Partner closely with the Consultant & Specification Manager on technical engagement and specification development.
• Identify, prospect, and develop relationships with owners, facilities leaders, and key decision-makers within targeted vertical markets.
• Build and maintain a robust pipeline of qualified opportunities within assigned market segments.
• Establish account strategies that align stakeholder priorities, project objectives, and commercial opportunities.
• Serve as the primary commercial relationship owner throughout the opportunity lifecycle.
• Drive opportunity development and commercial conversion, owning commercial strategy and revenue conversion from initial engagement through order.
• Guide opportunities through evaluation, budgeting, specification, bidding, contractor engagement, implementation planning, and purchase.
• Manage pipeline health, forecasting accuracy, project milestones, risk assessment, and next step accountability.
• Coordinate internal resources to remove obstacles and accelerate project progression.
• Partner with the Consultant & Specification Manager to increase SmartView adoption within end-user standards, approved product lists, basis-of-design language, and project specifications.
• Align stakeholders, decision-makers, and project sponsors while supporting specification strategies that advance commercial opportunities.
• Retain ownership of account relationships, commercial execution, and project advancement while leveraging technical and specification expertise as needed.
• Collaborate with Sales, Marketing, Product Management, and the Consultant & Specification Manager to align market development strategies and execution plans.
• Provide market intelligence regarding customer needs, competitive activity, funding trends, and emerging vertical market opportunities.
• Maintain accurate opportunity, relationship, and account information within Salesforce or a similar system.

Benefits

• Competitive base salary with performance-based incentive
• Complete benefits package including health, dental & vision insurance, 401K, vacation, and generous parental leave
• Paid time off
• Educational Assistance
• Professional Development training opportunities

What This Job Offers

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