Business Development Director

Job Overview:

The Business Development Director is responsible for leading and executing business development initiatives to drive new client growth for FirstService Residential. The position oversees the full sales lifecycle, including strategy development, market analysis, prospect identification, and direct participation in client discovery, presentations, and deal closure. It requires building and maintaining strong industry relationships, collaborating with marketing and operational teams on campaigns and proposals, and managing sales activity.

Your Responsibilities:

The job duties listed are typical examples of the work performed by positions in this job classification. Not all duties assigned to every position are included, nor is it expected that all positions will be assigned every duty.

• Responsible for the ongoing development, implementation and tracking of new client development operations and processes for FirstService Residential.
• Develop and execute a business development strategy to obtain steady state residential property management contracts that meet the FirstService Residential client-type strategy.
• Manage and directly participate in the discovery and sales process; deliver sales presentations to prospective clients and boards utilizing our established sales methodology and articulating our defined Value Proposition.
• Manage and improve existing relationships with industry contacts, navigate industry discussions with a deep understanding of market and operational knowledge.
• Develop and execute a defined go to market pursuit strategy identifying growth opportunities within existing client properties; manage and lead the internal sales process.
• Manage sales process through utilization of our CRM - entering and updating lead/opportunity information, documents, generation of sales follow up schedule, and lead/opportunity communications.
• Collaborate with marketing team on campaigns and growth initiatives, prepare proposal (RFP) responses.
• Coordinate the overall communication and presentation strategy with operational leaders including internal preparation of materials, engagement of resources, team member attendance, pre and post meeting conference calls.
• Proficient and effective at facilitating and conducting client presentations with operational counterparts and successfully closing deals.
• Actively participate and attend ongoing skills training and meetings to enhance development and to obtain a greater understanding of sales methodology, tools & resource utilization, and execution of best practices.
• Assist in the growth of both current and potentially new market territories by:
  • Providing trending and analysis associated with current processes, product types, service lines, regions of business, etc.
  • Attending planning and business development meetings as requested.
• Continually seek out innovative ways to communicate our value to prospects and existing clients.
• Monitor competition and keep on top of industry trends; report findings to senior leadership team.

Additional Duties:

• This role is a member of the Minnesota Executive Leadership Team, driving and presenting strategic sales initiatives, performance insights, and growth opportunities.
• Practice and adhere to FirstService Residential Global Service Standards.
• Conduct business at all times with the highest standards of personal, professional, and ethical conduct.
• Must maintain regular and punctual attendance to required shifts, meetings, trainings, and related employment engagements to support position responsibilities and duties.  Any alterations to required schedule must be reviewed and approved, in advance by your supervisor.
• Perform or assist with any operations as required to maintain workflow and to meet schedules.
• May participate in any variety of meetings and work groups to integrate activities, communicate issues, obtain approvals, resolve problems, and maintain specified level of knowledge pertaining to new developments, requirements, policies, and regulatory guidelines.
• Ensure all safety precautions are followed while performing the work.
• Follow all policies and Standard Operating Procedures as instructed by management.
• Perform and range of specialty projects, tasks, and other related duties as assigned

Skills & Qualifications:

• Bachelor's degree in business required, MBA a plus but not required.
• Five (5)+ years of sales experience in a service-related industry.
• Intermediate proficiency in Microsoft Excel, Word, Teams, and Outlook
• Possess a general working knowledge of the Minnesota residential marketplace and understanding of industry terminology.
• Some general industry experience from a brokerage, property management or recruitment background is preferred.
• Must be comfortable contacting cold leads of prospective board members that have not previously worked with our organization.
• CRM experience (SimplerHub, HubSpot, Salesforce or Microsoft Dynamics).
• Demonstrate strong and effective customer service and relationship building skills.
• Ability to immediately develop rapport and form new relationships with a variety of personalities and “types” of clients including board members, industry players and prospects during and after the sales process is critical to this role.
• Ability to be “of service” to all internal customers, effectively working with multiple styles and influences that present unique needs and demands on the sales process.
• Always present a positive image by appearance and speak as a brand representative of the company.
• Possess excellent grammar, spelling and proofreading skills.
• Resourceful and capable of using data mining sources and techniques to develop own leads.
• Demonstrate good common sense, sound judgment, and a high ethical bar.
• Consistently perform at high levels in a fast-paced ever-changing work environment.
• Ability to work independently; capable of taking ownership of assigned tasks and to anticipate work requirements.
• Self-motivated to achieve and exceed the established project goals and sales target.
• Facilitate and attend frequent offsite client presentations at properties throughout Minnesota, Iowa and Wisconsin which will require travel to properties and will often occur outside of normal business hours.

What We Offer:

As a full-time exempt associate, you will be eligible for full comprehensive benefits to include your choice of multiple medical plans, dental, vision, EAP services, Life Insurance, and Long-Term Disability coverage. In addition, you will be eligible for vacation and sick time off benefits, 10 paid holidays, and a 401k with company match.

This position is one of “active” selling and has the responsibility to attend both internal and external business development meetings and/or events, which may include but is not limited to; industry conferences and meetings and company hosted business development events. This may require travel and overnight stays

Compensation: $90,000 - $100,000 annually. This position will also be bonus eligible on each sale.