The Vice President of Business Development executes an organizational strategy that drives revenue and fosters strong new client relationships by leading a team responsible for closing new business with owners to become AIA Franchise Owners and Affiliates.
Responsibilities
Business Development Team Leadership
Provide direction, leadership, and management to the Business Development Team (BDT) by clearly articulating AIA’s objectives and establishing a path to success for the managers and the prospects they pursue.
Develop and oversee the Team’s achievement of work goals, measurements, and training requirements necessary to close both quality and profitable new AIA Owners.
Proactively identify ways to improve team, company culture and foster collaboration
Stay current with industry trends and development: serve as an industry expert to both prospective Owners, the Owner Community and to AIA.
Business Development Strategy
Establish and implement short and long-range prospective Owner recruitment goals, objectives, programs, and operating procedures.
Work with Manager (SVP of Owner Success) as well as other department managers to develop strategic business plans that align with corporate objectives.
Develop and coordinate sales cycle, methodology and tools including assisting with writing copy, creating marketing materials, event signage and literature, and more.
Analyze and evaluate the effectiveness of sales methods, costs, and results.
Develop and manage sales and revenue budgets, and oversee the development and management of internal operating budgets.
Develop lead generation programs that provide a steady flow of prospects for Business Development Managers.
Coach and development team and provide ongoing education to ensure that the team’s skills will support business goals.
Actively management the team’s pipeline to ensure to help accelerate deals through the sales cycle and provide accurate forecasts.
Supervise the preparation, issuance, and delivery of sales materials, exhibits, and promotion programs.
Work directly with the Marketing, Education, Business Technology, Operations and other departments to build out Owner Regional and National events to include prospective Owner engagement and education.
Ensure timely development and execution of plans, campaigns and projects to support lead generation and closing new business.
Collaborate cross-functionally with internal departments to create positive prospective Owner experiences and drive the ongoing development of solutions needed to close new business.
Qualifications
Education/Experience:
Bachelor’s degree in business, related degree, or relevant experience
10 years in the promotional product industry
10 years of relevant management experience, preferably in account management, business development, or a franchise support network
Previous B2B sales experience in the promotional products industry preferred
Knowledge/Skills/Abilities/Competencies
High-level communication and interpersonal skills in both written and verbal form, with the ability to effectively navigate and mediate conflict and foster honest dialog
Strong consultative skills and proven results working as a trusted advisor to drive business value for customers
Ability to prioritize, multitask, and perform effectively under pressure. Strong knowledge of business processes (Sales, Marketing, Service, Support), business applications
Self-motivated; demonstrated success driving initiatives and managing projects in a technical or compliance-focused environment
AIA partners with promotional product distributors and provides them with the professional
services they need to run efficient and profitable businesses. We enable distributors to work
smarter, save time, and free up resources to focus on professional and personal goals.
