Director of Business Development

Position SummaryThe Director of Business Development is responsible for driving net-new revenue growth through targeted dealer acquisition, strategic account development, and disciplined pipeline execution, while maintaining accountability across independent rep groups. This role is a hands-on growth operator focused on execution, not passive management.Key Responsibilities1. New Business Development (Primary Focus – ~60%)·        Identify, target, and onboard new dealers, contractors, and distributors·        Build and manage a defined target account list by territory·        Drive full sales cycle: prospecting, quoting, closing, and onboarding·        Personally close key strategic accounts·        Expand into priority growth markets (e.g., Texas, Florida)2. Rep Channel Governance (~30%)·        Own performance of independent rep groups·        Lead Monthly Territory Reviews (MTRs)·        Enforce pipeline reporting and KPI scorecards·        Identify underperformance and recommend corrective actions, including territory realignment or rep replacement·        Maintain accountability without day-to-day rep management3. Sales Process & Conversion (~10%)·        Improve quote-to-order conversion rates·        Standardize onboarding process for new dealers·        Maintain pipeline visibility (CRM or structured tools)·        Collaborate cross-functionally with Operations, Customer Service, and MarketingSuccess MetricsGrowth·        Revenue vs. Annual Operating Plan (AOP)·        New Business Revenue in new territoriesPipeline & Forecasting·        Pipeline coverage (3–5x monthly target) and developmentRep Performance·        Percentage of territories achieving growth·        Pipeline and KPI reporting complianceProfitability·        Gross margin performance·        Freight impact·        Discount disciplineReturn on Investment·        Sales ROI (target: 5:1 or greater)QualificationsExperience·        5–10+ years in manufacturing, dealer/distributor channel, or construction-related sales·        Experience developing new business and managing territory growth·        Experience working with or alongside independent sales representatives preferredSkills·        Proven ability to generate and close new business·        Strong pipeline management and forecasting discipline·        Operational mindset with ability to build process and accountability·        Effective cross-functional collaborationCore Traits·        Execution-focused and self-directed·        Comfortable holding partners and reps accountable·        Balances growth with profitability·        Strong sense of ownership and urgency·        Consistent pipeline coverage of 3–5x target·        Improved or restructured rep channel performance·        Defined and repeatable new customer acquisition process