What our Principal of Business Development will do:As a full-time exempt employee reporting to the Executive Vice President, your mandate is twofold:
1. Dominate the California Market: Source, qualify, and secure planning engagements ("SPS Savings BluePrints") for large-scale condominium projects, averaging 200+ townhomes.
2. Scale and Ascend: Within 1-3 years, you will build the regional playbook, hire and train your replacement in California, and elevate to oversee SPS business development at the national level.
The Playbook (What You Will Do)- Engineer the Pipeline Growth: Take ownership of Bay Area expansion. You will systematically secure the 10 Savings BluePrint planning engagements per year required to fuel our project management teams.
- Build the Trust Network: Penetrate the market by establishing high-level, direct referral channels with regional leaders at top property management firms (e.g., Manor, Associa, Cityside). You will position SPS as the ultimate partner in mitigating liability risks.
- Leverage Active Sites as Showrooms: In close partnership with our local Bay Area Operations team, you will organize and lead guided tours for prospective clients to demonstrate the scale and quality of our execution.
- Navigate the Sales Cycle: Expertly manage complex, multi-stakeholder deals. You will guide clients through a collaborative 12-to-18-month engagement, building consensus from the initial pitch through Phase I, II, and III meetings.
- Strategic Market Education: Own the room at industry events. You will build strategic relationships with trade associations and deliver high-value education on structural longevity and capital reserve preservation.
- Executive Alignment & Transition: Collaborate directly with our leadership team in Needham, MA (quarterly visits required). You will align your regional success with our corporate strategy, actively preparing to scale your playbook and impact across the organization.
The DNA of an "A-Player" (What You Bring)- The Proven Elite Performer: You consistently exceed targets and are highly accustomed to navigating complex, 7- to 8-figure, multi-stakeholder sales cycles.
- Deep Ecosystem Roots: You bring an established, trusted network within the California real estate, property management, or commercial insurance ecosystem.
- Strategic Ambition: You are a Level 5 Leader in the making. You don't just want to close deals; you want to build a market, mentor a team, and run a division.
- Process-Driven Discipline: You rely on data and strategy, not just "hope" or inbound leads. You excel at pipeline management, CRM activity tracking, and executing the daily inputs required to guarantee outputs.
- Industry Fluency: You possess a deep knowledge of (and passion for) buildings, the construction industry, and the unique dynamics of condominium communities.
- Adaptable Autonomy: You are self-motivated and highly effective at managing your own schedule. Because you will be presenting to condominium boards, you understand the need for flexibility in your schedule to accommodate evening board meetings or local travel to walk through properties with clients.
Compensation and Benefits for Elite PerformanceSPS offers a top-of-market compensation package designed specifically to attract and retain top-tier talent. This includes a competitive base salary and an incentive structure, as well as Medical, Dental, Vision, and 401(k).
