DIRECTOR – BUSINESS DEVELOPMENT POSITION

Responsibilities

• Grow commercial and industrial sales of 3DAXS products and services with responsibility for business development within the US.
• Develop and recommend a comprehensive sales plan regarding area growth, market share, and key target accounts.
• Develop sales forecasts based on government focused sales strategy.
• Meet with key industry partners building senior level relationships that can be used to target new business.
• Provide opportunity identification and assessment: lead opportunity reviews and decision steps that consist of: identification; qualification; opportunity development; and bid/no bid.
• Identify prospective opportunities using relationships with existing federal or defense customers, market assessment, industry sources, partners, and customers.
• Qualify prospective opportunities by evaluating past performance, competition, relationships, and incumbents.
• Develop opportunities by positioning with the customer, assembling an approach and team, identifying customer hot buttons, defining the elements to win, and identifying key personnel.
• Position 3DAXS capabilities with new prospective customer through frequent customer meetings and targeted messaging.
• Manage sales pipeline and reporting through sales reporting and tracking tool.
• Forecast monthly sales/revenue and report monthly sales results and proof of sales through sales reporting tools.
• Lead generation, both from the existing customer base and new prospects; including activities generated by cold-calls, ideas and intelligence from projects, running sales campaigns, and conference attendance.
• Develop sales proposals and lead business negotiations.
• Manage sales pipeline, forecast, and opportunity updates via our CRM system.
• Effectively manage pipeline funnel to sufficiently attain quota objectives.
• Manage customers through the customer engagement lifecycle i.e., discovery phase, decision phase, execution phase, and continuous business improvement phase.
• Gather market information that will contribute to marketing strategies and plans.

Requirements

• 7 to 10 years of experience in sales or business development.
• 7 years of successfully winning project and service contracts.
• Bachelor’s Degree in Engineering, Business, Marketing, or related discipline.
• Understanding of sales process and business development experience within Fortune 500 companies.
• Track-record of identifying, qualifying and winning project engagements.
• Familiar with medium to large-scale requirements type contracts.