DIRECTOR OF BUSINESS DEVELOPMENT

Overview

Title:

Director of Business Development

Supervisor:

Chief Commercial Officer

Status:

Full-Time

Start Date:

Immediately

Travel Requirements:

As needed

Position Description

GreyCastle Security prepares and protects clients from emerging cyber threats. We are working to create a future in which cyber threats are minimized and we can all safely operate, free from fear and compromise. Ultimately, we ensure that we’re protecting our clients now and into the future. To support our mission the Director of Business Development is the key leader responsible for establishing the strategic direction of the sales organization and working cross-functionally to deliver client success, meet corporate sales goals, develop resilient long-term relationships with clients and develop the business development leaders.

The sales team at GreyCastle Security is built on a Solution-Based Sales approach. Our salespeople and sales managers differentiate, sell value, and are viewed as Trusted Advisors. We want to ensure that when connecting with our ideal client, we go as wide and deep as possible, leading to a discussion of issues, opportunities, implications, the people they affect, and potential outcomes. As much as solution-based selling relies on highly developed questioning skills, equally well-developed listening skills are an even more important component.

The Director of Business Development is the coach, mentor, motivator, and leader to two sales managers and ten salespeople responsible for new business/logo and customer advocacy. They lead our sales team by leveraging an effective solution-based selling strategy. As business development director, you have full control over the sales functions and reps within the company’s budget with significant leadership responsibilities.

Position Responsibilities

Director of Business Development is responsible for all sales team activities, motivating sales reps, coaching/mentoring sales managers, and ensuring goals are met. Strategic planning and launching of new products or services in concert with our technical sales and services team is critical to ensure that everyone is on the same page. Specific director level responsibilities include:

COACHING, MENTORING, and MOTIVATING

  • Leading and motivating the sales team
  • Continually increasing the sales team knowledge base through education, mentoring, and coaching
  • Implementing a sales training and onboarding program to educate new employees
  • Staying aware of the latest industry trends and changes in regards to the sales process and how it impacts what and how our team sells
  • Helping the sales manager discover the true value in opportunities and uncovering our ideal client's reasons to buy
  • Focusing on value over price by upholding margins, creating and selling value, and competing against lower priced competitors
  • Coaching salespeople to convert qualified opportunities at the time they become closable or focus on next-step opportunities
  • Work closely with Business Intelligence to gain necessary insight during strategy development
  • Increasing efficiencies in a sales process so that the sales team is not wasting time creating proposals for unqualified prospects

GOAL SETTING and INCENTIVE LEADERSHIP

  • Setting and communicating weekly, monthly, quarterly, and annual sales goals
  • Leveraging activity metrics and KPIs to help team members make swift modifications in areas of improvement and more leverage their strengths
  • Ensuring salespeople know how to set goals and achieve them
  • Formulate an incentive and commission plan that aligns with the department and corporate strategy

STRATEGIC LEADERSHIP

  • Developing the annual sales strategy in accordance with executive leadership’s annual strategic plan; including a plan to further penetrate specific verticals
  • Meeting with sales managers to assess company performance
  • Preparing detailed sales reports; ensuring accuracy prior to submitting them
  • Introducing alterations to the sales program in response to competitor changes and industry benchmarks
  • Assessing costs, supply, demand, and competitors to determine selling prices
  • Estimating sales volume for current and new products
  • Oversee accuracy of sales forecast to ensure resource alignment
  • Influence services or suggest new services to fulfill clients and potential clients’ needs

CUSTOMER LEADERSHIP

  • Working with customers to better understand their needs
  • De-escalating and managing customer complaints
  • Improving processes so that customer complaints are reduced long-term
  • Expanding the company’s customer base and building lasting relationships with them

PARTNER and INDUSTRY LEADERSHIP

  • Leading GreyCastle Security Partner Program to increase the company’s revenues and client base
  • Identifying and build potential strategic partners, alliances, and external relationships
  • Establishing a referral network with other businesses and finding opportunities to maximize value from these connections

Corporate Responsibility

Information security is everyone’s responsibility. GreyCastle Security employees are responsible for:

  • Understanding and following GreyCastle Security’s information security policies and procedures
  • Remaining vigilant and reporting any suspicious activity or possible weaknesses in GreyCastle Security’s information security
  • Actively participating in GreyCastle Security’s efforts to maintain and improve information security
  • Other job duties and responsibilities as assigned
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Supervisory Responsibility

This position has supervisory responsibilities for a team of 5 or more people. This position’s responsibilities include: interviewing, hiring and training employees; planning, assigning and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

The Business Development team will report to the Director of Business Development.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand; walk; use hands to finger, handle or feel; and reach with hands and arms.

This position requires the ability to occasionally lift office products and supplies, up to 20 pounds.

Position Type/Expected Hours of Work

This position requires travel and on-site meetings as needed.

Required Skills and Qualifications

  • Business development skills. Presuppose the ability to analyze a company’s current performance and identify areas of improvement. A business development director should always set new sales goals and continue growing the customer base. This requires constant evaluation of the business’s ongoing processes.
  • Leadership skills. Coach, mentor, educate, and motivate salespeople and coordinate their work toward achieving set goals. This position requires effective and positive leadership.
  • Interpersonal and communication skills. Strong verbal and nonverbal communication skills. Strong ability to communicate objectives, provide constructive feedback, and cooperate with other departments.
  • Analytical skills. Show interest in business drivers and understand sales quota and compensation plans. Demonstrate the ability to derive insights from new information and develop clear sales strategies to be followed by the team.
  • Critical thinking and problem solving. Use their knowledge and reasoning for solving problems and react quickly to any business changes.
  • Time management. Presupposes multitasking, which can’t be conducted effectively without proper time management. Prioritize tasks and delegate some of them efficiently if such a need arises.
  • Computer skills. Have substantial computer skills and be proficient in using tools necessary for the creation of reports, analyzing data, calculations, and presentations for the senior sales management, stakeholders, and collaborating departments.

Required Education and Experience

We are looking for a Business Development Director with 10 years of experience working in sales, preferably in one of the senior positions such as head of sales, head of sales operations, or head of account management. The candidate must have a substantial background in working as a leader of a sales team.

A person should also be ready to demonstrate an in-depth understanding of sales operations and processes and have experience in building sales strategies in a complex sales organization.

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

Equal Opportunity Employer

GreyCastle Security is an equal opportunity employer, and considers qualified applicants for employment without regard to race, color, creed, religion, national origin, sex, sexual orientation, gender identity and expression, age, disability, or protected veteran status, or any other protected factors or classes.

GreyCastle Security is a Drug Free Workplace. All employment offers are contingent on passing a background screening and drug screen test.