Vertical Business Development Manager

About the role

Help grow a safer, cleaner, healthier future for everyone, every day. Why join AVIRE? AVIRE is a global leader in elevator safety and emergency communications. Through our market-leading RATH and JANUS brands, we help building owners, consultants, and elevator professionals deploy code-compliant communication solutions that improve safety, accessibility and passenger experience. We are seeking a Vertical Business Development Manager to accelerate adoption of two-way visual communication across higher education, healthcare and other strategic vertical markets. This role owns end user relationships, account strategy, opportunity development and commercial conversion. Working closely with the Consultant & Specification Manager, you will identify opportunities, build stakeholder support, secure access to key decision makers and guide projects from early engagement through order conversion. This is a highly proactive business development role focused on creating demand, developing strategic relationships, managing project pipelines and driving long-term growth in targeted vertical markets.

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 while partnering closely with the Consultant & Specification Manager on technical engagement and specification development.
• Develop strategic end user relationships:
  • 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:
  • Own commercial strategy and revenue conversion for assigned opportunities 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 to secure specifications:
  • 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
• Inform market and business strategy:
  • Collaborate with Sales, Marketing, Product Management and 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 similar system
• Performance objectives:
  • A qualified end-user funnel is developed across higher education, healthcare and other targeted vertical markets.
  • Commercial and technical strategies are jointly developed and executed, with clear accountability for specification adoption and opportunity conversion.
  • Strategic relationships are established and expanded within target end user organizations.
  • SmartView adoption increases through successful incorporation into end user standards, approved product lists and project specifications.
  • Revenue-producing opportunities progress through the pipeline with predictable forecasting accuracy and timely commercial conversion.
  • Specified projects are commercially managed through key milestones from opportunity identification through contractor engagement and order conversion.
  • Market intelligence on customer needs, trends and competitive activity informs commercial and product strategy.
  • Relationships, opportunities and project intelligence are maintained in Salesforce, or similar system, to enable effective organizational visibility and execution.

Qualifications

• 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