Business Development Director, Americas

Position Summary

The Business Development Director (BDD) will have the responsibility for developing new business and expanding JMJ’s client relationships within the REGION. The BDD’s principle role is to develop long-term, senior-level relationships with executives within an assigned target market in order to sell multi-million dollar, multi-year engagements for JMJ’s consulting services.

New business engagements will target Global 500 companies that are seeking to address challenges in safety, capital project performance, quality, production or organizational performance. These complex issues require a transformative approach to leadership and culture to resolve complex issues.

The BDD will possess strong consultative sales skills and deep business experience, including prior work within the professional services sector. They will excel at developing a network of executive relationships, by providing knowledgeable and valued perspectives. And, with a creative and entrepreneurial approach, the BDD will develop and lead the implementation of a sales plan for a portfolio of targets in their region. The sales plan will be in direct support of the Region’s Managing Director and the Chief Marketing & Sales Officer (CM&SO), whereby the BDD will be responsible for driving JMJ’s market growth.

Duties and responsibilities include identifying and prioritizing prospective targets and market opportunities, qualifying leads, and managing the cycle of sales activities – often in collaboration with the Managing Director, regional Partner(s), Business Development, and Client Services Team members.

Responsibilities – Executive Selling

New Business Development 85%

• Significantly grow JMJ’s market share by building trusted senior-level client relationships to close new client contracts
• Pursue, qualify and convert leads into pipeline opportunities and sales agreements
• Identify and develop strategic relationships within targeted sectors and/or assigned geographic territory or market. These relationships shall afford JMJ the opportunity to:
  • Broaden a network of contacts at the senior most levels of targeted companies
  • Drive significant new logo revenue
• Collaborate and support the Client Services team in closing sales, as assigned.
• Expand existing client relationships, as assigned by the Managing Director, to position JMJ’s offerings into other functional areas and/or the services we provide.
• Serve as a “broker of capabilities” and build trust with clients by sharing JMJ’s point of view, value proposition and proof of experience.
• With the Partner or Subject Matter Experts (consultants), lead the development of client proposals and presentations –that align to stated client needs to improve business performance. This includes developing profitable pricing and collaborating with the MD/Partner in any contract negotiations to bring the sale to closure.
• Leverage Subject Matter Experts (consultants) to close new client sales, as needed.
• Achieve annual sales quota assignment and key performance indicators

Sales Management (15%)

• Implement and maintain a business plan that includes the assessment of market trends, client issues and overall sales strategy, including prioritized targets and planned business development / marketing initiatives
• Accountability for stellar customer management, financial stewardship and ownership of the Region’s sales growth.
• Assure the client’s satisfaction with JMJ and participate in client reviews, serving as trusted point of contact.
• Track all activities in Salesfcom, such as updating the status of leads, opportunities, forecasts and wins / losses. Assure the completeness of client contact records including win plans, call plans and key contact information.
• Team with JMJ’s client services teams to support internal processes, including pipeline/finance reviews, implementation activities and invoicing.

Requirements

• Professional Services sales with minimum of 10 years selling high-dollar, complex solutions at the executive level to multinational clients
• Proven consultative selling skills and experience in developing winning business solutions that have created measurable value for global clients
• Experience selling to oil & gas, construction, infrastructure and/or manufacturing sectors, with understanding of the major capital project environment, a plus
• A purpose driven community member who is compelled by what JMJ offers and is an advocate for the difference JMJ makes in the world
• A self-starter, who is creative, entrepreneurial and motivated to establish JMJs business and maximize market growth opportunities.
• Strong business acumen and organizational understanding to align client needs/business issues to JMJ capabilities. Experience in organizational development, a plus.
• Strong written and presentation skills that convey a clear concise message, so that customers understand and are influenced to act.
• Demonstrated critical thinking and relationship development skills to secure client commitment and loyalty as well as overcome any objections
• A team player and model of professionalism and integrity, as demonstrated by the ability to maintain strong workplace relationships that are based on respectful and positive interactions.
• Demonstrated use of technology to manage internal and external business activities. Microsoft Office (PowerPoint, Word, Excel) and Salesfcom.
• Undergraduate degree, an MBA preferred, but not required.