Director of Business Development
Cerritos, CA
Full Time
Experienced
Position Purpose
This position is responsible for driving new sales, developing new relationships, and expanding G3’s services into new markets. The position must align with the company’s values, core services, and strategic growth plans, ensuring year-over-year sales growth. This role takes ownership of the business development functions, including expense budget management, execution of the company sales plan, tracking, and reporting. Additionally, the role focuses on strategic partnerships, customer retention, and leveraging market intelligence to drive business success.
Essential Duties and Responsibilities
The following are the expected duties and responsibilities of the G3 Director of Business Development:
Sales Generation/Sales Tracking:
Sales Planning / Sales Reporting:
Business Development Department Management and Budgeting:
Events:
Supervisory Responsibility
This position managers the Business Development Manager and Business Development Associate. The position is required to communicate effectively and respectfully with all employees at G3 as well as external vendors and clients. This position is responsible for leadership, performance management of its direct employees, and hiring of the employees within the responsible department.
Physical Demands and Working Conditions
The position requires work at various locations, including G3’s offices (Cerritos, Bakersfield, Redlands, and Sacramento), client sites, trade shows, and industry events. Overnight travel may be required occasionally to attend networking events such as trade shows and client meetings. The position may have infrequent potential exposure to heat, fumes, and dust on project sites.
Success Factors
The main success factors for this role are to support the overall company revenue and gross margin goals, as well as to exemplify the G3 values of Partnership, Pride, Ownership, and Effectiveness. Items identified in the roles and responsibilities section of this document will serve as measurements of success for this position.
This position is responsible for driving new sales, developing new relationships, and expanding G3’s services into new markets. The position must align with the company’s values, core services, and strategic growth plans, ensuring year-over-year sales growth. This role takes ownership of the business development functions, including expense budget management, execution of the company sales plan, tracking, and reporting. Additionally, the role focuses on strategic partnerships, customer retention, and leveraging market intelligence to drive business success.
Essential Duties and Responsibilities
The following are the expected duties and responsibilities of the G3 Director of Business Development:
Sales Generation/Sales Tracking:
- Drive increased revenue and profit to achieve the company’s growth plans.
- Secure at least $5 million in annual contracts.
- Take primary responsibility for client relationships and cultivate new clients.
- Lead and take ownership of sales coaching and PM engagement to collectively achieve the overall company sales goal each year.
- Increase and lead client and market diversification into strategic QA markets to not diminish QC sales.
- Support the expansion and diversification of the QC market with the sales team.
- Communicate/interact with clients throughout a project lifecycle and partner with operations regarding client satisfaction, quality of services, and continual improvement.
- Provide daily sales updates in Monday software, review sales, and backlog activity to maintain accuracy of sales activity and provide input where needed.
- Track and share client relationship developments with executive, operations, and sales teams at sales meetings based on updates entered into Monday software.
- Manage, coach, and lead shortlist interview teams, coordinate all related activities related to presentation preparation, and coach individuals with new business pitches.
Sales Planning / Sales Reporting:
- Collaborate with executive leadership to align and develop the annual company strategic growth plan.
- Develop a personal annual sales plan aligned with the company’s strategic growth plan, supporting revenue goals across market segments (QC sales, QA sales, water, transportation, etc.).
- Conduct competitive analysis to identify market trends, opportunities, and potential threats.
- Develop key performance indicators for set revenue goals.
- Lead specific agenda items in regularly scheduled sales and marketing meetings.
Business Development Department Management and Budgeting:
- Prepare an annual business development event, sponsorship, and conference expense budget for approval by the President.
- Manage, maintain, and track business development budget to operate within budget limits.
- Schedule a monthly meeting with the President to review the business development expense budget, report on the value derived from various memberships, events, and conferences attended.
Events:
- Identify appropriate industry trade associations and networking opportunities to attend within the allocated budget.
- Arrange event logistics, including relevant personnel attendance and marketing collateral.
- Regularly attend industry networking events and report on information/opportunities at sales meetings.
- Organize and coordinate company business development events.
- Conduct event debriefs with personnel to capture opportunities and schedule follow-up actions.
- Contribute content and collaborate with marketing to enhance social media and web presence.
- Identify and develop strategic partnerships to strengthen the company’s market position.
- Oversee proposal development and RFP response management.
- Develop and execute customer retention strategies to enhance long-term relationships and repeat business.
- Utilize CRM tools to optimize business development activities and track client interactions.
- Identify potential risks related to new business opportunities and implement mitigation strategies.
- Collaborate with marketing, finance, and operations to align business development initiatives with company objectives.
- Develop and refine the sales funnel to improve conversion rates and shorten sales cycles.
- Lead and represent the sales team as a “Brand Ambassador” to uphold the G3 Brand, enforcing the company’s Values, Code of Conduct, and Mission through daily sales activities.
- Provide quarterly training and ongoing sales coaching to the Project Management team to promote a “seller-doer” model and uphold the company’s reputation and brand for repeat sales.
- Represent the company at industry panels, speaking engagements, and thought leadership opportunities.
Supervisory Responsibility
This position managers the Business Development Manager and Business Development Associate. The position is required to communicate effectively and respectfully with all employees at G3 as well as external vendors and clients. This position is responsible for leadership, performance management of its direct employees, and hiring of the employees within the responsible department.
Physical Demands and Working Conditions
The position requires work at various locations, including G3’s offices (Cerritos, Bakersfield, Redlands, and Sacramento), client sites, trade shows, and industry events. Overnight travel may be required occasionally to attend networking events such as trade shows and client meetings. The position may have infrequent potential exposure to heat, fumes, and dust on project sites.
Success Factors
The main success factors for this role are to support the overall company revenue and gross margin goals, as well as to exemplify the G3 values of Partnership, Pride, Ownership, and Effectiveness. Items identified in the roles and responsibilities section of this document will serve as measurements of success for this position.
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