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Job description
The Director of Business Development is a senior leadership position responsible for driving profitable growth across the company by developing new business opportunities, expanding existing customer relationships, strengthening the sales organization, and identifying new markets and revenue streams.
This position serves as the bridge between the company's growth strategy and execution. The Director of Business Development is expected to actively pursue opportunities rather than simply manage existing business. Success will be measured by revenue growth, profitability, pipeline development, customer retention, market expansion, and the effectiveness of QRC’s overall sales efforts.
The Director of Business Development works closely with the CEO, CFO, operational leaders, sales team, and marketing team to ensure the company's growth is intentional, profitable, and scalable.
Key Responsibilities
Business Development and Growth
Develop and execute overall business development strategy
Identify new customers, markets, services, and revenue opportunities
Build relationships with commercial property owners, facility managers, general contractors, developers, manufacturers, and other strategic customers
Develop opportunities for commercial service agreements, replacement projects, construction projects, refrigeration, and other company service offerings
Sales Leadership
Provide leadership, accountability, and direction to the sales team
Establish clear sales goals, expectations, and measurable KPIs
Monitor sales activity, pipeline, close rates, average sale, gross margin, and other key performance indicators
Coach sales people on customer relationships, opportunity development, estimating, proposals, presentations, and closing
Ensure opportunities are properly tracked and managed through Service Titan and other company systems
Develop a consistent sales process that can be taught, measured, and scaled as the company grows
Work with operational leaders to ensure sales commitments can be successfully delivered
Strategic Accounts
Develop and maintain relationships with QRC’s most important customers
Establish a structured key account strategy for major commercial customers
Conduct regular customer reviews to understand upcoming needs and opportunities
Identify opportunities to increase QRC’s share of wallet within existing accounts
Assist with resolving significant customer issues when executive level involvement is appropriate
Protect long term customer relationships while maintaining appropriate pricing and profitability
Market Development
Evaluate potential new markets, territories, customer segments, and service offerings
Work with marketing to develop targeted campaigns that support the company's growth objectives
Identify underserved areas of the market where the company can establish a competitive advantage
Monitor competitors, market conditions, pricing trends, and industry developments
Help determine where the company should invest resources to generate the highest long term return
Financial Accountability
Develop annual revenue and gross profit goals in coordination with the CEO, CFO, and operational leadership
Maintain visibility into the sales pipeline and provide reliable revenue forecasting
Ensure growth opportunities meet the company's profitability expectations
Evaluate opportunities based on revenue, gross margin, strategic value, capacity, and risk
Avoid pursuing revenue simply for the sake of growth when the work does not meet the company's financial or strategic objectives
Leadership and Strategic Planning
Participate as a member of the senior leadership team
Participate in annual and quarterly strategic planning
Help develop the company's three to five year growth strategy
Work across departments to remove obstacles preventing profitable growth
Maintain accountability for commitments, priorities, and company goals
Help build the people, processes, and systems required to support the company as the company grows
Key Performance Indicators
Total company revenue growth
Gross profit dollars generated
New business revenue
Existing customer revenue growth
Sales pipeline value
Pipeline coverage against future revenue goals
Sales close rate
Commercial service agreement growth
Customer retention
Strategic account growth
Sales forecasting accuracy
Sales team performance against individual goals
Qualifications
Proven leadership experience in business development, sales, operations, or a related role
Strong understanding of the HVAC, refrigeration, construction, service, or related industries preferred
Demonstrated ability to develop relationships and generate new business
Strong financial and business understanding
Ability to evaluate opportunities based on both revenue and profitability
Strong communication, negotiation, and leadership skills
Ability to hold people accountable while maintaining productive working relationships
Comfortable working directly with customers, executives, field personnel, salespeople, and operational leaders
Strong organizational skills with the ability to manage multiple opportunities simultaneously
Leadership Expectations
The Director of Business Development is expected to think and operate like an owner.
This position is not simply responsible for managing the sales department.
The Director is responsible for creating growth.
The successful person will continually ask:
Where is the next opportunity?
Which customers should we be doing more business with?
What markets should the company enter?
What services should we expand?
Where are we leaving revenue on the table?
How do we make our sales organization stronger?
How do we grow without sacrificing profitability, customer experience, or operational execution?
The Director of Business Development should ultimately create a predictable and scalable growth engine that supports the company's long term vision.
$100,000 - $120,000 a year
Health, Dental & Vision Insurance.
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Worksite address
winston salem, NC, 27104, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.