VP of Business Development

About the role

The Vice President of Business Development will play a critical role in driving new revenue growth within our largest and highest-potential accounts. They will lead a proactive business development team, develop strategic account plans, and build executive-level relationships that position School Outfitters for long-term success.

Responsibilities

• Drive Strategic Account Growth
• Develop and execute growth strategies for top national and regional accounts
• Build and maintain executive-level customer relationships
• Lead account planning, growth reviews, and expansion strategies
• Increase share of wallet within existing strategic customers
• Lead Business Development Strategy
• Build and lead a proactive business development program
• Create and execute annual account penetration plans
• Expand presence within key verticals and customer segments
• Establish strategic partnerships that accelerate growth
• Engage Customers & Lead in the Field
• Lead customer visit strategy and execution
• Participate in executive business reviews and planning sessions
• Travel regularly to engage customers and drive opportunity development
• Strengthen relationships with high-value prospects and customers
• Build and Develop a High-Performing Team
• Lead and coach Business Development Representatives
• Set clear expectations and accountability standards
• Conduct CRM (HubSpot) reviews and opportunity strategy sessions
• Coach team members on enterprise selling and account expansion
• Partner closely with Sales and Marketing leadership on key accounts
• Drive Pipeline & Execution
• Ensure consistent prospecting and business development activity
• Maintain strong CRM discipline and pipeline visibility
• Support seamless handoff to inside sales for execution
• Bring Market Insight to Leadership
• Monitor industry trends, competition, and market opportunities
• Identify emerging customer needs and growth areas
• Recommend strategic initiatives that support revenue expansion

Requirements

• 10+ years of business development, strategic sales, or commercial leadership experience with a proven track record of driving revenue growth
• 5+ years leading and developing high-performing sales and business development teams and consistent quota attainment at the team level
• Demonstrated success winning, growing, and managing strategic accounts with annual revenue of $1M+
• Familiarity with CRM tools (HubSpot); ability to learn new platforms quickly
• Proven ability to develop and execute growth strategies that generate measurable business results
• Strong executive presence with the ability to build relationships, negotiate effectively, and influence decision-makers
• Experience building scalable sales processes, driving accountability, and improving team performance
• Ability to identify market opportunities and translate customer needs into growth initiatives
• Willingness to travel extensively approximately 70%
• Bachelor's degree required; MBA preferred

Qualifications

• Proven track record of driving revenue growth
• Leadership experience in business development, strategic sales, or commercial roles
• Experience managing and developing high-performing sales and business development teams
• Success in winning and growing strategic accounts with annual revenue of $1M+
• Experience using CRM tools such as HubSpot
• Strong ability to develop and execute growth strategies
• Executive presence and relationship-building skills
• Scalable sales process and team performance improvement experience
• Ability to identify market opportunities and translate customer needs into growth initiatives
• Extensive travel experience (approximately 70%)

Skills

• Strategic thinking and execution
• Customer relationship management
• Account planning and growth strategies
• Market analysis and trend identification
• Team leadership and coaching
• CRM tool proficiency (HubSpot)
• Effective communication and negotiation skills
• Scalable sales process development
• Customer needs translation into growth initiatives
• Travel management and coordination

Benefits

• Competitive base + performance-based incentives
• ESOP participation (employee ownership)
• Comprehensive benefits package
• Hybrid work environment (role-dependent flexibility)

Pay

Competitive base salary plus performance-based incentives.

Schedule

Hybrid work environment with some travel requirements.