Main Responsibilities and Required Skills for Director of Business Development
A Director of Business Development is responsible for managing, training, developing and mentoring a team of business development professionals. They develop and execute strategic and tactical plans to grow the business. In this blog post we describe the primary responsibilities and the most in-demand hard and soft skills for Director of Business Developments.
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Main Responsibilities of Director of Business Development
The following list describes the typical responsibilities of a Director of Business Development:
Achieve
Achieve annual revenue target of $3-$4M in new business contracted sales.
Advise
Advise the Vice President Advanced Ground System, division managers and directors.
Align
Align with the AppDirect client facing team to develop business w / prospects / clients.
Arrange
Arrange call meetings with prospective clients.
Assemble
Assemble a qualified team.
Assign
Assign accounts, territories and forecasts individual territory sales goals.
Assist in / Assist with
Assist existing business with developing and producing proposals for additional services.
Assist in creating a team-oriented atmosphere that enhances quality of patient care and experience.
Assist in managing pricing sheets for sales.
Assist with opportunity presentation strategies, support materials and visuals.
Assure
Assure communication to all responsible parties including hospital administration.
Attend
Attend and present at external customer meetings and internal CRS meetings.
Attend conferences, trade shows, meetings and industry events.
Build
Build and maintains a prioritized pipeline of qualified opportunities to ensure growth.
Build awareness about our products and services within a group of assigned accounts.
Build long-term relationships with new and existing customers.
Build long-term relationships with new clients.
Build new projects in the cloud.
Build relationships personally with prospective customers.
Capture
Capture important prospect data through probing questions and document in Salesforce.
Coach
Coach, train, develop and mentor a team of business development professionals as required.
Collaborate with
Collaborate closely with operations team to ensure smooth and timely servicing of each account's needs.
Collaborate with discipline leads to drive and oversee the proposal conception and writing process.
Collaborate with internal teams in preparation of necessary forms or agreements.
Collaborate with the Company's leadership team for business and growth strategies.
Communicate
Communicate, interact and oversee client relationships throughout the development process and beyond.
Compile
Compile and report on Sales Growth estimates, opportunities and threats.
Conduct
Conduct and report on market and competitive ecosystem research.
Conduct demos of the platform.
Conduct regular team meetings and performance reviews for skills development.
Consistent
Consistent monitoring of the sales activity of the team and tracking of results.
Contact
Contact clients to inform them about new technology and services.
Contact potential clients via email or phone to establish rapport and set up meetings.
Contribute to
Contribute to the strong esprit-de-corps of the senior executive team.
Coordinate
Coordinate and supervise all activities aiming to develop and retain clients.
Coordinate and tracks client and market information in the customer tracking database.
Coordinate proper company resources to ensure efficient and stable sales results.
Craft
Craft compelling collateral and business cases to influence decision making.
Create
Create and execute client-specific cross-sell strategies.
Create and maintain accurate records of customer information in the CRM system.
Create and maintain profiles in Salesforce of all assigned strategic accounts.
Create and maintains special events calendar for the Market Area.
Create efficiencies and improve visibility and quality of information.
Create, manage and own the pursuit and capture plan of new greenfield revenue generation efforts.
Create the marketing and sales tools for best positioning of the product.
Cultivate
Cultivate strong relationships with media owners across multiple categories of the digital ecosystem.
Define
Define tools and processes needed to support exponential growth in user acquisition through partners.
Develop
Develop account strategies & implementation plans and expand through accounts.
Develop AE coaching / actions plans as needed.
Develop a growth strategy focused both on financial gain and customer satisfaction.
Develop a growth strategy focused on revenue generation and customer satisfaction.
Develop a keen intuition for Inpher product (s) and earn the respect of technical stakeholders.
Develop and execute strategic and tactical plans to grow the business.
Develop and negotiate custom contracts.
Develop and understand the crop insurance industry, products, contracts, and adjusting process.
Develop creative partnerships to ensure broad utilization of MLSC's programs.
Develop new business and new markets for Clir's product offering.
Develop new military ground system and commercial business.
Develop responses to requests for proposals and follow up through the prospect's evaluation process.
Develop supplier, customer & material validation processes together with technical department.
Drive
Drive and close new business opportunities selling Fidus products and services.
Drive complex sales-cycles and present to Director, VP, and C-level executives.
Drive, determination, and experience building and fostering new relationships and markets.
Drive newly signed technology projects / integrations through cross-functional teams.
Enable
Enable, develop and manage long-term strategic relationships with key influencers across partners.
Ensure
Ensure effective coordination and support between internal teams and supporting technical resources.
Ensure staff treats patients with dignity and respect.
Ensure wider team members are kept informed of market opportunities.
Establish
Establish and maintain regular contact and an excellent rapport with future and current clients.
Establish, build and maintain relationships with client C-suite and senior leadership teams.
Establish effective senior-level contacts in partner organizations.
Establish
Establish process to track, manage and evaluate new leads.
Establish self as the client's industry expert and trusted adviser.
Estimate
Estimate work at a high, ballpark level.
Evangelize
Evangelize brand to Fortune 1000 companies and other enterprises.
Execute
Execute procurement strategy by assisting existing team & delivering deals on your own.
Execute sales strategies to attract customers and analyze growth opportunities.
Explain
Explain requirements to implement and service insurance programs.
Facilitate
Facilitate negotiation of margin and pricing discussions both internally and externally.
Facilitate product demonstrations, both web-based and on-site.
Facilitate strong internal relationships and communication with operational colleagues.
Facilitate the preparedness of the TFS team in attending any client meetings.
Help
Help evaluate the potential and practicality of products in development.
Help lead and project manage integration of acquisitions.
Help our strategic accounts find value in our platform to drive adoption.
Help prepare responsive proposals to those opportunities the company chooses.
Hire
Hire and develop diverse talent for open or new territories.
Hold
Hold regular meetings with sales staff.
Identify
Identify and help evaluate potential M& A targets for the company.
Identify and monitor performance improvement plans if necessary.
Identify needs and develop customer specific solutions for those needs.
Identify new business opportunities and prioritize pursuits.
Identify potential clients, and the decision makers within the client organization.
Improve
Improve deal win success rate by analysing lost deals.
Improve deal win success rate by analysing lost deals and team activities.
Increase
Increase leads by month, by ATI Office and region.
Influence
Influence and develop team members without formal authority.
Interpret
Interpret customer requirements and determines which products best meet those requirements.
Keep
Keep records of leads via CRM software.
Keep records of sales, revenue, invoices etc..
Lead
Lead a growing team of high performing BDRs.
Lead in system, hardware, and embedded software design.
Lead sales meetings to communicate progress on sales prospects and activity.
Lead sales process and close new business opportunities within Fortune 1000 client base.
Lead scheduled networking events.
Lead selection, strategy & planning for all industry trade show attendance & exhibitions.
Leverage
Leverage relationships in industry (i.e. Xilinx / Avnet) for introductions to new Accounts.
Liaise with
Liaise with other MA economic development agencies and serve as the MLSC point of contact.
Maintain
Maintain a pipeline and provide accurate forecasts to management.
Maintain a sustainable stream of incoming work.
Maintain deep understanding of contractual relationship and track / enforce obligations.
Maintain new business pipeline relationships with intermediaries and partners.
Manage
Manage an existing sales team (2 members) and collaborate with them on strategy & execution.
Manage a pipeline of opportunities at various stages in the sales funnel.
Manage a portfolio of partners, including sourcing, negotiating, signing and launching deals.
Manage a robust network of biotech, pharma, and venture capitalists.
Manage business development staff of 2+ personnel.
Manage inbound lead flow and track efficiency of sales and marketing programs.
Manage sales leads and customer acquisition.
Manage technical sales opportunities and initiatives.
Manage the development of large or small proposals sourced through means other than self-identified.
Meet
Meet and exceed weekly business development goals.
Meet annual sales goals and objectives.
Meet deadlines and milestones while managing multiple efforts simultaneously.
Meet each client in person at least once and up to four times per year.
Meet or exceed monthly and quarterly quotas for new customer contract signings.
Meet or exceed quarterly or annual sales goals.
Migrate
Migrate, restructure, or modernize existing on-premise applications in the cloud.
Monitor
Monitor and report on market and competitor activities and provide relevant information.
Monitor and track competitor CRO activities.
Monitor competitive activity and identifies customer needs.
Negotiate
Negotiate and close major partnerships.
Nurture
Nurture cooperative relationships with Sales, Product, and Marketing teams.
Operate
Operate in a state of continuous process improvement.
Oversee
Oversee usage of team systems including Salesforce CRM, Databook, and other sales tools.
Participate in
Participate in sales calls to ask questions and determine qualified opportunities.
Participate in the strategic development of new business.
Perform
Perform competitive market analysis.
Perform other duties as assigned.
Perform other related duties and responsibilities as assigned by management.
Perform regular customer interface and communication.
Perform related duties, as requested.
Prepare
Prepare and organize sponsor presentations.
Prepare and send sales reports as per company guidelines (i.e. Weekly Sales Call Report, CRM-.
Prepare client quotations and presentation of proposals.
Present
Present value of our solution to client in business terms to shift focus from cost to value.
Prioritize
Prioritize opportunities and develop sales strategy to pursue identified targets.
Promote
Promote and project a positive company image.
Prospect
Prospect new sales leads by making an initial phone or email contact.
Provide
Provide active coaching, mentorship, leadership and development to the Sales Team.
Provide appropriate market & competitive information.
Provide clear, concise project updates to all levels in the organization.
Provide continuous general intelligence on all key competitors.
Provide daily updates to the CRM system.
Provide detailed and accurate sales forecasting.
Provide information relevant to pricing, terms, policy and marketing strategy.
Provide quarterly results & assessments of sales staff's productivity.
Provide sales reports / updates to Senior Management.
Provide trustworthy feedback to customer / partner questions and responsive after-sales support.
Record
Record account activities in the Client Relationship Management (CRM) tool.
Record all activities and client contacts in the Customer Relationship Management system.
Recruit
Recruit according to company standard practices and actively contribute to improving them.
Recruit, interview and on board new Sales Managers as needed.
Recruit new strategic partners.
Refine
Refine the sales pitch and process to achieve optimum results.
Remain
Remain informed of progress against implementation plan and act as client advocate.
Represent
Represent the company at relevant networking events (in-person and virtually).
Represent the company through industry participation and leadership opportunities.
Represent Siberia's unique lean and hands-on approach to business problem-solving.
Represent Solstice at energy / solar industry conferences and events.
Represent the company on industry councils to include acquisition shaping and reform.
Research
Research, evaluate, vet, structure and negotiate strategic partnerships and value-added transactions.
Respond to
Respond to facility emergencies and ensures appropriate escalation and documentation.
Schedule
Schedule networking meetings on a regular basis to meet or exceed established departmental goals.
Set
Set and execute strategic goals, including a region-specific sales focus.
Set-up
Set-up meetings between client decision makers and AGAT's leaders and / or technical team.
Share
Share the benefits of CRS services and products with prospective and current agents.
Solidify
Solidify new partnerships along with growing existing ones.
Source
Source partnering opportunities with large pharma, biotech, and agrochemical companies.
Structure
Structure, negotiate and manage all aspects of the deal process.
Support
Support and monitors the Bid and Proposal Budgets.
Tailor
Tailor term sheets, and help negotiate key terms to fit with AbCellera's business model.
Take
Take lead in developing compelling sales collateral in response to client request for proposals.
Target
Target clients and develop a pipeline of opportunities.
Track
Track overall business performance including establishing the key metrics and goals.
Track record of identifying, prioritizing, executing and exceeding partnership performance metrics.
Travel
Travel to support client meetings and vendor events.
Understand
Understand and respond to potential clients' needs and objectives.
Understand the needs and challenges of prospective customers.
Use
Use data and market research to identify trends, opportunities or market gaps.
Use knowledge of competitors and market to identify and develop unique selling propositions.
Use of modern approach to sales and sales operations a must.
Utilize
Utilize resources from across the company in order to design & deliver customer desired outcomes.
Utilize all communities for networking meetings and events (rotate throughout communities).
Verify
Verify service satisfaction or investigate and resolve complaints and other issues.
Work with
Work closely with OSI OG VP to define product, marketing and channel strategies.
Work effectively in a cooperative team environment to maximize results.
Work in an office or home office setting.
Work with global colleagues to improve process and information flows to enhance decision making.
Work with key consultants and advisors.
Work with our channel partners in order to encourage them to generate subscriptions.
Most In-demand Hard Skills
The following list describes the most required technical skills of a Director of Business Development:
Most In-demand Soft Skills
The following list describes the most required soft skills of a Director of Business Development:
Written and oral communication skills
Presentation
Interpersonal skills
Organizational capacity
Leadership
Self-motivated
Analytical ability
Negotiation
Time-management
Attention to detail
Problem-solving attitude
Creative
Listening
Multi-task
Proactive
Self-starter
Authentic
Disciplined
Persuasive
Strategically collaborate
Organized
Planning
Results-oriented
Work independently with little direction
Critical thinker
Strategic thinking
"can do” attitude
