Business Development Director – Channel Partnerships

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of securing new retailer partnerships—achieve or surpass business targets while delivering signed agreements, installed kiosks, and revenue growth.

• Develop and implement strategies to engage target retailers; identify key decision makers, influencers, and buying groups; create messaging and pitch materials.

• Conduct discovery sessions to grasp retailer goals and limitations; craft customized value propositions and ROI models focused on device recycling and trade-in.

• Oversee the complete sales cycle from initial outreach to signed contracts and handover to implementation; sustain momentum with precise closing plans.

• Lead negotiations and manage contract revisions (including commercial terms, rent/revenue sharing, placement, SLAs, and legal/privacy/security requirements as needed) until signature.

• Create and present compelling proposals and executive-ready presentations; engage with VP/C-level stakeholders and cross-functional committees.

• Drive outbound prospecting efforts (cold calling, emails, LinkedIn, partners, and events) to build a robust pipeline—while focusing on advancing late-stage deals and closing activities.

• Collaborate with internal stakeholders to develop effective solutions and ensure successful delivery across Legal, Marketing, Analytics, and Account Management.

• Stay updated on industry trends and maintain a comprehensive understanding of the retailer ecosystem, as well as trends in smartphone and electronics recycling.

• Report on factors that influence strategic direction for account opportunities.

• Analyze the competitive landscape and identify optimal positioning strategies for ecoATM in the market.

• Utilize Salesforce to manage the complete pipeline, including forecasting and reporting; ensure accurate stage hygiene, close dates, and next steps.

• Collaborate with internal teams to translate prospect needs into clear requirements and ensure seamless handoff once agreements are finalized.

• Responsible for weekly forecasting and performance updates; monitor pipeline health, stage conversion rates, win statistics, cycle times, and forecasting accuracy.

• Partner with Analytics to evaluate potential retailer locations and develop financial model proposals in Excel.

⛳️ Requirements

• Over 10 years of experience in selling to retailers across various channels – including Discount, Dollar, Grocery, Convenience, and more.

• In-depth knowledge of retail operations and key stakeholders.

• Proven success in achieving and exceeding quotas in winning and closing retailer accounts.

• Demonstrated experience in leading contract negotiations and revisions through to signature (covering commercial terms and legal agreements).

• Excellent communication, organizational, negotiation, and presentation skills, with the ability to sell and close at all levels of decision-making.

• Ability to thrive in a fast-paced, entrepreneurial, and team-oriented environment.

• Self-driven, innovative, and adaptable.

• Strong analytical capabilities with a strategic, long-term perspective.

• A strategic thinker with a data-driven approach to decision-making and problem-solving.

• Highly organized professional adept at prioritizing tasks and managing a dynamic sales environment.

• Significant experience and expertise with Excel, Salesforce, ZoomInfo, LinkedIn Sales Navigator, and Tableau.

🏝️ Benefits

• Competitive salary

• Commission structure

• Long-term incentives based on individual and company performance