Principal, Business Development GTM Strategy & Planning

• Design and maintain the Business Development territory model across channels that assigns coverage, capacity and goals across two motions: hunting new accounts and hunting end users to pull CG product through the channel
• Define targeting criteria for new account acquisition, including dealer, integrator and distribution partners not yet buying CG product
• Define targeting criteria for end-user pull-through across door automation and other end-user projects, such as commercial, industrial and mixed-use developments
• Build prioritization rules that rank accounts and projects by potential, fit and likelihood to convert so each team spends time on the highest-value targets
• Develop and continually refine the hunting playbook: ideal customer profiles, qualification criteria, sales stages, call plans and handoff to channel partners for fulfillment
• Collaborate with Community sales and GTM teams on handoff and co-selling rules where opportunities include Community or multifamily solutions, which remain owned by those teams
• Own the cross-channel Business Development pipeline view and operating cadence, focusing the teams on the critical few opportunities that move revenue, margin and market share
• Set pipeline standards for stage definitions, conversion targets, coverage ratios and deal hygiene in the CRM
• Run pipeline reviews with Business Development leaders in each channel that surface stalled deals, gaps in coverage and where to reallocate effort
• Measure and communicate pipeline health and conversion against business goals and drive improvements based on insights
• Build market sizing and potential models by channel, geography, segment and account using construction starts, project data, installed base and share estimates
• Translate market potential into targeting lists and territory goals in partnership with Sales Analytics
• Analyze competitor presence and win/loss patterns by segment to identify where CG can take share
• Provide insights and recommendations to senior and executive leadership on where to invest Business Development capacity
• Match CG offers to each segment's needs, including core operators, accessories and complete-solution bundles, so every target has a clear lead offer
• Develop segment value propositions and selling stories that articulate the business value for end users, specifiers and channel partners
• Coordinate cross-functional GTM planning with Channel GTM leads, Product, Marketing, Pricing and Sales to package offers, programs and incentives that convert pipeline
• Track offer performance by segment and recommend changes to pricing, bundles or programs based on results
• Build strong relationships with Business Development leaders, channel sales teams and partners to understand customer needs and how CG priorities align with their growth objectives
• Comply with health and safety guidelines and rules; managers should also ensure compliance across their teams.
• Protect Chamberlain Group’s reputation by keeping information confidential.
• Maintain professional and technical knowledge by attending educational workshops, reading professional publications, establishing personal networks, and participating in professional societies.
• Contribute to the team effort by accomplishing related results and participating on projects as needed.

Minimum Qualifications

Education/Certifications

• Bachelor's Degree in Business, Marketing or related field 

Experience: 

• 7+ years in Sales and/or Marketing; 5+ years with a focus on business development strategy, channel strategy or sales operations 

• Built or redesigned a territory or coverage model, including targeting, prioritization and goal setting 

• Managed a pipeline operating cadence in a CRM such as Salesforce 

• Data visualization experience with Power BI, Tableau or SAP Analytics Cloud 

Knowledge, Skills, and Abilities: 

• Strong financial acumen; demonstrated ability to lead change 

• Demonstrated bias to action, taking initiative to solve business problems proactively and create new best practices where the business demands 

• Demonstrated ability for fast paced, data-driven decision making with knowledge of basic statistical testing and analysis 

• Ability to turn analysis into a simple playbook a sales team will adopt 

Other: 

• Ability to travel up to 30% within North America 

Preferred Qualifications: 

Education/Certifications: 

• Master's in Business Administration (MBA) 

Experience: 

• Experience in building products, commercial door or door automation 

• Experience with specification-driven or two-step distribution models where end-user demand is pulled through channel partners 

• Experience with construction project data sources such as Dodge or ConstructConnect 

#LI- Hybrid – Oak Brook, IL  

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The pay range for this position is $129,700.00 - $209,200.00; base pay offered may vary depending on a number of factors including, but not limited to, the position offered, location, education, training, and/or experience. In addition to base pay, also offered is a comprehensive benefits package and 401k contribution (all benefits are subject to eligibility requirements). This position is eligible for participation in a short-term incentive plan subject to the terms of the applicable plans and policies.