Business Development Director

About the Role

Key Responsibilities

• Seek out, target, and initiate contact with c-level customers; proactively qualify business opportunities and understand customer key business drivers.
• Develop strategic solutions for customers considering facts, constraints, competitive circumstances, and strategic priorities, clearly connecting solutions to business needs.
• Provide industry expertise and client business acumen; sell higher-level services to enable competitive advantage and improve customer results through economic, financial, market, and industry trend knowledge.
• Passionately sell the organization's strategy; raise sales performance expectations; support team efforts to achieve and exceed sales goals.
• Create and execute influence strategies to gain commitment throughout the sales process and organizational buy-in for customer solutions.
• Demonstrate value at the executive level by providing solutions to business and financial challenges, working through gateways to achieve joint planning, and presenting lifecycle costing implications to maximize overall NPV.
• Initiate and maintain strategic relationships with stakeholders and potential partners inside and outside the organization to advance understanding of business issues and achieve goals.
• Lead pursuit teams including internal and external development resources, engineering, finance, legal, and design partners, managing partnering agreements across the deal pursuit ecosystem.
• Write, present, and communicate proposals; negotiate value; address resistance; develop Term Sheets; and lead final contract negotiations to position JCI favorably and mitigate risks.
• Train and mentor Johnson Controls sales partners across channels to successfully advance IaaS strategies within existing customer bases and target new pursuits.
• Lead the development of vertical market strategic planning for IaaS and support broader regional and vertical market strategic planning to ensure long-term growth and recurring revenue.

Requirements

• Bachelor's degree in business-finance, engineering, or related discipline; MBA preferred.
• Minimum of ten years of direct sales experience in ESCO, EaaS, P3, FM Outsourcing industry, or financial sales at the c-level.
• Excellent initiative and interpersonal communication skills.
• Ability to influence the market at key levels.
• Ability to travel 30-40%.
• Proven strategic seller with a commitment to integrity and quality in business.
• Extensive understanding of the Energy, Infrastructure, and Services industry.
• In-depth customer knowledge and business/financial management expertise.
• Experience acting as a Strategic Partner and Trusted Advisor.
• Proven sales and client relationship management experience.
• Ability to work with cross-functional teams to achieve customer objectives.
• Excellent leadership skills necessary to operate at CxO level, selling and delivering multi-solution portfolio engagements.

Nice to Have

• Experience with designing and structuring Design-Build-Finance-Operate-Maintain deals.
• Experience in developing executive-level relationships and managing large-scale strategic accounts.
• Experience in developing vertical market strategies for IaaS solutions.

Qualifications

• Bachelor's degree in business-finance, engineering, or related discipline.
• MBA preferred.
• At least ten years of relevant sales experience in related industries.

Benefits & Perks

• Competitive salary range: $134,800 - $180,000, determined by education, experience, and skills.
• Sales Commission Plan based on project, quarterly, and annual margins.
• Comprehensive benefits package.