ABOUT THE JOB:The Business Development Director, Govt, Military & Defense is responsible to develop and close high value growth opportunities in the assigned vertical market. BDDs will develop territory marketing and individual business plans, establish strong alliances with appropriate clients, vendors, cross-functional stakeholders, and create a value proposition and need for WillScot services in the designated vertical and geographic markets. As a true hunter, the BDD understands how to leverage data, capitalize on industry trends, and tap professional networks to pursue and close new, valid, profitable, customers on behalf of WillScot.
WHAT YOU'LL BE DOING:- Prospect and close defined potential new customers in assigned vertical market
- Develop, implement and execute Go To Market plans that included identification of key customers and commercial relationships among the assigned vertical market, including the broader sales team to amplify efforts
- Create and manage customer focused strategies that respond to customer challenges and create a competitive advantage for WillScot to obtain work successfully.
- Conduct sales calls/meeting to targeted customers that convey a solid understanding of the full WillScot product portfolio.
- Monitor current and emerging industry trends, and competitive dynamics to seize opportunities and mitigate challenges.
- Drive strategic marketing and outreach plan (in conjunction with Marketing team) for developing opportunities within assigned vertical customers.
- Negotiate new company commercial contract requirements, master lease agreements, terms and conditions to ensure mutual understanding of expectations and profit metrics in conjunction with vertical leader. Seamlessly transition customer relationship and business to corresponding account management team. Collaborate and work cross-functionally across key WillScot stakeholders to assist in closing initiatives and growth opportunities.
- Exemplify world-class customer service and maintain strong long-term relationships that result in repeat business.
- Prepare proposals and respond to RFPs as needed.
- Leverage Marketing and Design Services' departments to create blueprints reflecting our targeted value proposition and product positioning as well as to enhance professional bid documents with material tailored to requirements.
EDUCATION AND QUALIFICATIONS:Required Education and Experience:
10+ years of successful commercial sales or business development experience with proven results.
Bachelor's Degree in Business Administration, Marketing, or related field.
Required Skills and Abilities:
Proven track record of prospecting and winning new high value business in the assigned vertical market. Knowledge of the commercial business proposal/bid processes, working competitive proposals, proactive quote opportunities, and developing leads through the sales lifecycle.
Direct experience related to proposal preparation, contract negotiations, cost/price analysis, contract administration for large commercial/retail accounts.
Excellent negotiation and customer relation skills.
Ability to work effectively in a matrixed environment across multiple cross-functional departments. Proficient in CRM systems and comfortable with evolving technologies.
Exceptional organization, decision-making, and strategic planning skills.
Physical Requirements:
Ability to sit, stand, walk, etc., for office environment; ability to be on phones majority of business day.
Work Environment:
Office; Ability to travel moderately to extensively within the US. (50% travel)
This posting is for a(n) New Position.
Disclaimer: This posting describes the general nature and level of work performed and does not represent an exhaustive list of responsibilities, duties, skills, or physical abilities required. Team members may be required to perform duties outside normal responsibilities from time to time as needed.
Base Wage Range: $127,100.00 - $178,000.00
Individual rates are based on a variety of factors such as degrees or certifications, skill-level and years of experience, and include considerations such as expected overtime and variable compensation pay such as bonus or commission.
All regular WillScot positions offer a generous benefits package to help our employees and their families Be Well. This includes medical, dental, vision, disability, life insurance, paid time off (including Company holidays), tuition reimbursement, a retirement savings plan with company match, and more! More information about benefits may be found here. Many positions also have variable pay opportunities including commission, bonus, performance rewards, or other incentive programs.
