Director Business Development

Position Summary:

This position is responsible for developing and executing market and sales strategies focused on enterprise and national account growth, including new logo acquisition and expanding share of wallet within existing customers. The Business Development Manager will lead and manage strategic business development activities across both prospective and established enterprise customers.

Essential Duties and Responsibilities:

• Develops and implements strategic sales plans aligned with enterprise and national growth objectives
• Leads development and execution of strategic customer plans and objectives across key accounts
• Identifies and prioritizes target enterprise customers and new logo opportunities
• Leads the account planning process with a focus on penetration and share of wallet expansion
• Develops and maintains monthly target account and pipeline reporting
• Supports and promotes focus vendors and corporate initiatives
• Drives cross-selling of products and services to maximize customer value and share of wallet
• Negotiates appropriate contract pricing aligned with enterprise agreements
• Ensures successful contract implementation across customer locations
• Ensures customer profitability meets company guidelines while expanding long-term value
• Delivers sales presentations to enterprise-level stakeholders and decision-makers
• Monitors and evaluates competitive activity within target markets
• Establishes clear accountability and ownership for each RFQ and new logo pursuit
• Provides tools, insights, and resources to support enterprise growth initiatives
• Manages resource utilization to optimize business development effectiveness
• Drives a team-based sales approach for complex enterprise opportunities
• Provides technical and commercial leadership to enhance value propositions
• Interfaces with product managers to support integrated and cross-category solutions
• Ensures all proposals and contracts comply with corporate guidelines