Director of Business Development

The Senior Director of Business Development will execute Capstone's go-to-market strategy and drive growth for the company. Working with Capstone's warehouse management services division, across a variety of industries, this person is responsible for achieving defined revenue and margin growth targets through the sale of complex solutions to new and existing customers. It works closely with Operations teams to proactively drive expansion with existing partners, convert short-term TacOps customers to long-term warehouse services partners, and create new customer demand. This position is a critical part of the team that leads sales and marketing execution and plays a key role in achieving the division's annual goals. The mission of the business development team is to increase the company's market share and maximize returns, to thrive against competitors.
The ideal candidate will have direct Capstone operating experience, with tactical knowledge of execution processes. They need to be an effective collaborator who can lead a team of subject matter experts to sales success. This is a high-impact, highly visible role that requires a strategic, personable, competitive, creative, analytical, results-oriented, and organized leader. Previous experience in a sales role is not required but experience growing customer relationships is preferred.
Responsible for building and closing an opportunity pipeline that drives new revenue for Capstone Warehouse Services. This includes ownership of the entire opportunity development cycle (Prospect-Evaluate-Price-Propose-Close) and involves identifying business opportunities, selling new concepts to customers, and building/maintaining relationships throughout diverse organizations.
Partner with VP of Sales team members to develop pricing proformas, support existing partner renewal opportunities, and pursue unloading/selecting opportunities.
Deliver the required level of sustained top-line and bottom-line growth while maintaining expected win percentages.
Successfully lead internal pursuit teams and subject matter experts to coordinate sales activities.
Conduct industry and target customer research as well as competitor analysis.
Collaborate with Marketing to identify and advance new leads, contacts, and opportunities. Collaborate to develop sales collateral and campaigns.
Periodically represent the company at industry events and conferences.
Consistently maintain Customer Relationship Management system and other reporting.
Perform additional responsibilities as assigned