Job SummaryThe Director of Business Development (DBD) is responsible for leading the commercial activities for AFL Enterprise Services across a portfolio of Technology Rollout Services, Structured Cabling, Audio Visual, Security, Wireless, DAS, and emerging technology infrastructure solutions. The position is accountable for developing and executing national sales strategies that drive revenue growth, gross profit expansion, and market penetration.
In addition to traditional business development responsibilities, this role serves as a leader in Program Sales and Strategic Account Growth, working closely with Operations, PMO, and Executive Leadership to identify, pursue, secure, and expand enterprise-wide client programs. The Director will build long-term customer relationships, develop multi-year growth strategies, and ensure the successful transition of opportunities from pursuit through execution while maintaining high levels of customer satisfaction and profitability.
The position is responsible for communicating strategic initiatives, market intelligence, business development performance, and program growth opportunities to executive leadership and key stakeholders.
Program Sales Leadership- Develop and execute strategic account growth plans for key national and regional clients.
- Identify, qualify, and secure multi-site program opportunities, recurring revenue contracts, and managed service engagements.
- Partner with Operations and PMO leadership to transform successful project engagements into long-term client programs.
- Lead customer business reviews and strategic planning sessions with executive client stakeholders.
- Develop account penetration strategies that increase AFL's share of wallet across existing clients.
- Establish sales objectives for program growth, account expansion, and new market development.
- Create and maintain a qualified sales pipeline capable of achieving annual revenue and margin targets.
- Support strategic pursuits through solution development, pricing strategies, proposal reviews, and executive presentations.
- Drive cross-selling opportunities across AFL business units and service offerings.
- Collaborate with delivery teams to ensure customer expectations are achieved while identifying follow-on opportunities.
Strategic Partner Development- Cultivate relationships with manufacturers, technology partners, and Preferred Installer partners.
- Identify strategic alliance opportunities that increase market reach and service delivery capabilities.
- Support the growth and development of AFL's Preferred Installer Program and strategic partner ecosystem.
Revenue Growth & Forecasting- Maintain accurate revenue forecasts, sales projections, and pipeline reporting.
- Monitor program profitability and gross profit contribution from business development activities.
- Develop annual growth plans aligned with corporate revenue and strategic objectives.
Preferred Experience- Experience leading large enterprise sales programs and strategic account management initiatives.
- Demonstrated success securing national accounts and multi-site deployment programs.
- Experience developing and executing account-based growth strategies.
- Strong financial acumen with the ability to evaluate revenue, margin, and investment opportunities.
- Proven success leading cross-functional teams through complex sales cycles and enterprise opportunities.
Personal Qualities- Self-starter with integrity and confidence who strives to achieve even in the most challenging environments with limited supervision.
- Leadership Proven success in leading high-performance teams, achieving results through others, and being a strong team player
- Analytical thinking. Exceptional ability to analyze data and utilize it to make sound business decisions
- Conflict Management and Resolution Skills - Build consensus, anticipate and solve problems
- Results focused Ability to organize and manage multiple, and at time competing priorities
- Communication Skills Demonstrate communication skills necessary to interpret policies in situations requiring persuasion and prepare and present presentations.
- Relationship building skills ability to work within a dynamic team setting and provide role model leadership to AFL workforce
- Team player who is comfortable in a cross-functional, multi-cultural environment. Well-developed interpersonal skills enabling interaction within an existing team as well as interaction with the various business units within the company.
Qualifications- Minimum of 10 years relevant experience, preferably in Low Voltage
- Strong understanding of fiber optic telecommunications infrastructure and related services
- Proficient in MS Office, specifically Excel, Word, Visio, and Power Point
- Highly effective communication skills (oral and written) required.
- Knowledge of EHS requirements
- Ability to travel as required
Working Conditions- Normal office environment.
- Use of standard office equipment.
- General hours of Monday through Friday 8:00am to 5:00pm. But ability to provide support during and outside regular business hours is required.
- Travel Domestic US (50) including weekend travel as needed to maximize benefit from travel to specific locales, meeting customers or exhibition schedules
- Must be able to work in the United States of America.
