Director, Business Development

Job Summary

The Director, Business Development is responsible for developing sales in the geographic region, providing leadership and expertise to the sales team on prospect generation, solution selling, and developing and executing sales strategies. This role ensures optimal performance within the defined region in terms of overall new business revenue generation and adherence to Livingston's strategic plan, vision, and values.

Key Duties & Responsibilities

• Define revenue goals for the region, define individual performance requirements, communicate business development plans, and leverage incentive programs to motivate the team to overachieve revenue target.

• Manage high-performance teams by establishing a spirit of cooperation and cohesion for achieving goals, displaying attributes that make people want to follow. Lead by example as a hands-on team player with a "roll up the sleeves can-do attitude."

• Mentor, inspire, challenge, and coach the sales team to overachieve their assigned revenue target within identified geography.

• Identify performance and training gaps and recommend solutions or training to maximize revenue goals.

• Develop and manage the team to meet and exceed revenue target.

• Ensure sales team members are equipped with the product knowledge, selling skills, and business development strategies required to be successful.

• Manage overall performance and activities of the sales team which includes managing individual revenue targets; ensure that client and key prospects information are populated into the CRM (Salesforce.com) and produce accurate individual Business Plans reports on a monthly basis.

• Maximize the region's strength in market position to drive new revenue from prospect accounts and existing accounts.

• Review and analyze information provided by Marketing, Sales Ops, CRM (Salesforce.com), client feedback, and other sources to determine gaps, opportunities, or threats and take the necessary steps to capitalize on opportunities.

• Personally devise and lead business opportunities and actively work to assist in business development activities.

• Establish and maintain effective relationships with clients. Attend and participate in sales meetings.

• Train the team on brand building techniques and how to prepare effective presentations, proposals, and RFP responses.

• Understand the competition (strengths, weaknesses, opportunities, threats) and act on them.

• Create the business development plan and execute the strategy to expand business to develop new revenue within the geography in alignment with the company's strategic plans.

• Meet regional sales financial objectives by forecasting requirements, analyzing variances, and initiating corrective actions.

• Maintain professional internal and external relationships that meet company core values.

Knowledge & Skills

• Works effectively with both internal and external contacts treating everyone with respect, trust, and dignity.

• A strong change agent who is a good listener and respectful of others, skillfully settling differences by using a win-win approach in order to maintain relationships.

• Applies influence and negotiation skills to drive business results.

• Dynamic, entrepreneurial, decisive; forward-thinking leader who is also practical and results oriented.

• Solid analytical, planning, and decision-making skills.

• Enjoys working under pressure in a fast-paced, deadline-driven environment.

• Passionate about our customers and creates a culture that demonstrates we are vigilant about our client's business.

• Comfortable communicating at all levels of the organization.

• Expresses oneself effectively (both orally and in written form).

• Encourages others to communicate effectively and efficiently at a level that is understood by all, therefore developing a culture of participation and involvement.

• Proven track record of building and developing high-performing sales team.

• Excellent needs assessment skills.

• Ability to anticipate, determine, capture, and analyze customer-specific, trade-related business information requirements.

• Strong recruitment, development, and retention experience.

• Knowledge of Salesforce.com, CVI, and Challenger Selling tools are beneficial but not a requirement.

• Effective and persuasive negotiator.

• Proven success building a pipeline within identified strategic accounts, moving opportunities through the sales cycle; proposing, presenting, and discussing solutions with key decision-makers.

• Proven track record of achieving/exceeding revenue targets.

• Excellent B2B sales and customer retention experience.

Education

• Required: Bachelors Degree or equivalent

Work Experience

• Minimum Required: 5 years of related experience

• Team management experience

Location

HomeOffice New York

Compensation

The good-faith salary range for this position is $99,390 - $153,500 USD. Actual compensation will be determined based on these factors and may vary accordingly.

Diversity, Equity, and Inclusion

We are proud to be an inclusive employer and welcome applications from individuals of all backgrounds, experiences, and perspectives. Inclusiveness makes us stronger and better at what we do. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin. Livingston is an equal opportunity employer and committed to creating and sustaining an inclusive environment in which all individuals are treated with dignity, respect, and one which reflects the diversity of the community in which we operate. Accommodations are available for applicants and employees with disabilities throughout the recruitment process.