Director Of Business Development
The Director of Business Development will be responsible for the growth and development of a professional selling team within his or her assigned region, and will report to the Sr. VP, Growth and Business Development. This will include but not be limited to developing the selling skills among the current sales team, identifying and hiring qualified sales professionals and establishing an intimate relationship with each member of his or her small team and train them in “The Datawatch Way,” a selling methodology that focuses on five key areas; 1.) Identifying and qualifying prospects, 2.) Securing meetings with the right people at the table, 3.) Articulating the message that resonates, 4.) Aligning the solution with the prospect’s needs, and 5.) Securing concrete next steps in the process up to and including closing the sale. In addition, the Director of Business Development will be required to hone the skills of the sales people on his or her team by working directly with each of them in person in the development and delivery of effective sales presentations and having direct involvement in the preparation and presentation of deathwatch proposal with the proper tools to help the client convey the message internally both qualitatively and quantitatively.
There are four key areas of focus for the Director of Business Development which include:
Salesforce Development and Management
New and existing sales personnel must understand the power of the solution Datawatch provides to communicate relevant value to the client. In addition, they must have knowledge and experience in the consultative sale and they must be able to demonstrate that they have a deep rolodex in the commercial real estate industry. Efforts to “raise the bar” on sales competency across the sales force should include tightening the spec on any new hire to meet these and other critical qualifications as well as regular coaching sessions and group sessions of best practices sharing. The implementation of a professional selling skills program based on tried and proven methods already developed here at Datawatch will be a critical component of the Director of Business Development’s responsibility. In addition, to ensure that we have the right people on board in terms of energy, attitude, intelligence, and drive, The Director of Business Development will be expected to do an annual performance evaluation which will grade each sales person on key performance indicators and results. During the year the Director will be expected to develop and review a territory management plan with each sales person on a quarterly basis.
Understanding the closing ratio and sales cycle is critical to know what kind of volume is necessary in a pipeline to achieve success. The Director of Business Development will be responsible for helping the sales person identify and qualify opportunities and enter them into the pipeline based on the stage of the sale (from prospecting to final negotiation, and ultimately close/won). It will be the responsibility of the Director of Business Development to work closely with the sales person to manage each opportunity through the five critical stages of the sale (cold call, prospecting, proposing, final negotiations, closed/won) and to be sure that based on the historical close ratio of the individual sales person that there is enough opportunity in the pipeline (in each respective stage) to achieve their goals.
Managing Key Performance Indicators (KPIs)
Datawatch is a narrowly focused niche player in the commercial real estate vertical but still has tremendous growth opportunities in each of its respective geographical markets. To achieve the potential in these markets, attention must be given to the activities that will lead to success or “Key Performance Indicators.” The Director of Business Development will be responsible for determining the activities necessary to secure business such as the number of cold calls or (real estate) network contacts in each week, the number of formal meetings per week, the number of proposals each week, etc… and then manage to those metrics.
The Director of Business Development will be expected to have a presence in each market and to become a credible source of information. This will require speaking engagements on security topics important to the Commercial Real Estate Community, authoring and publishing relevant articles in Commercial Real Estate publications, and participating in or hosting evening events for Commercial Real Estate groups in his or her respective cities in his or her region.
Datawatch Systems, Inc., a leading national provider of managed access control solutions for over 30 years, is seeking an experienced Business Development Manager to join our team in the Atlanta, GA area and surrounding metropolitan markets. The BDM is responsible for performing all business development activities in his or her assigned territory including assessment and identification of commercial real estate office buildings which meet the Datawatch market model by performing building inspections daily and identifying the access control systems in place, determining who the key managers of the building are (both property management and building engineer) and where they can be contacted, and identify the ownership and decision making structure . The BDM is also responsible for building and managing a sales pipeline utilizing the company’s Salesforce platform, keeping a record of all prospecting and business development activities utilizing that CRM platform and keeping leadership informed on all relevant developments in the pursuit of new business. The BDM must be the Face of Datawatch in his or her respective market(s) and is responsible for building a credible business brand reflecting on he or she and the company. Activities related to building a brand would include but not be limited to active engagement with key industry organizations (BOMA, IREM, Chambers, etc…) as a member accepting leadership roles for maximum impact. Ultimately the BDM is responsible for generating new building and tenant sales in accordance with assigned quotas and meeting RMR and profitability requirements, growing existing accounts, providing direct oversight and customer service, and effectively communicating with peers and leadership on a regular basis.
We offer a base salary, monthly commissions, a comprehensive benefits plan and excellent growth in income potential. E/O/E/M/F/D/V.
The successful candidate will demonstrate professional etiquette, have well developed oral and written communication skills, as well as, excellent presentation skills.
The successful candidate will be proficient using all Microsoft applications, have knowledge and experience with a CRM platform (preferably Salesforce.com), and have a four-year college degree in Business or a related field.
The qualified candidate will have a bachelor’s degree preferably in a business-related field and will have a minimum of 7-10 years sales leadership experience in the consultative selling process. Knowledge of security solutions and trends in technology is helpful but organizational leadership and sales fundamentals is critical.