Sr. Business Development Director

Salary depends on experience
Posted on 07/11/18
Plano, TX
Professional, Scientific & Technical Services
Salary depends on experience
Posted on 07/11/18

The Research Now Business Development Director role exists to drive profitable and sustainable business growth through new client acquisition.  The Business Director primarily focuses on new business development and market assessment and establishes and builds client relationships that generate impactful business results

Specifics of the role:

  1. Prospects for and delivers new business from
    1. New accounts
    2. New divisions within existing accounts
  2. Continues to support new accounts until the account is established and responsibility is transferred to an Account Director
  3. Supports the Account Director’s efforts in the case of overlap
  4. Supports the Account Director in transitional situations such as customer re-organizations

 

Additional information on the role:

  • Expert prospector: Aggressively mines contacts and resources and leverages relationships to uncover new business opportunities
    • Constantly evaluate and adjust prospecting strategy to leverage changing trends
  • Conducts regular discovery with decision makers and influencers
    • Develops a deep understanding of the client’s industry, business and key decision makers and influencers as well as client goals/needs
    • Identifies and develops relationships with key strategic decision makers
    • Works to uncover client needs and requirements in order to act as a strategic partner in the client’s business.
    • Leverages data to accurately analyze, plan and forecast business
  • Always seeks competitive insights and intelligence to inform the company of challenges and opportunities in the marketplace
  • Identifies strategies, risk factors and plans to address barriers
  • Qualifies accounts to determine fit for the business and effective use of company resources
  • Provides insights to impact client’s business and creates a reason for a follow up discussion
  • Delivers a value proposition that gains attention and creates enthusiasm for further discussions and ensures that the client understands how we satisfy their needs
  • Prepares for objections and demonstrates understanding of concerns. Provides proof to address/minimize objections
  • Develops solutions aligned with needs and desires of the client
    • Leverages resources and relationships to ensure a positive outcome for the client
    • Partners with internal stakeholders to achieve successful client interactions and project outcomes
  • Delivers messages in a powerful and engaging way

 

 

  • Identifies when to use strategic versus project solution proposals
  • Presents solutions that are strategic, relevant and uses questioning to gauge buy-in
  • Obtains clear agreement from the decision maker on how to best strategically deepen and expand the work or relationship
  • Obtains next steps to fulfill the project
  • Takes a collaborative approach to negotiations
  • Is a leader in the relationship with the client during negotiations
  • Only provides concessions with considerations
  • Is an exceptional communicator, listens actively, seeks to first understand and approaches challenges with a curiosity mindset.
  • Work closely with Sales leadership to ensure account strategy is aligned with company goals and objectives
  • Is an innovator: Forward thinking and looks for opportunities to view solutions in a new way and anticipates industry trends and improvements and contributes to industry growth
  • Is a driver for continuous improvement: Eliminates the negative feedback associated with failures or client complaints and replaces with a drive for continuous improvement for individuals and the team/group overall.  Use failures as opportunity to learn
  • Is a leader who aggressively embraces personal ownership of company-wide goals and objectives
  • Is proactive. Aggressively pursues opportunities or solutions to problems
  • Proactively works to assist others in achieving the organizations objectives
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