Director, Business Development

This is a fully remote position, open to applicants in Connecticut, +5 more states.

📋 Description

• Propel revenue enhancement through customer loyalty, account growth, cross-selling, and upselling opportunities within a portfolio of national strategic accounts.

• Recognize and pursue specific growth opportunities within current accounts and adjacent market sectors.

• Cultivate executive-level relationships within customer organizations, engaging with operations, finance, procurement, and IT stakeholders.

• Direct consultative sales engagements with senior decision-makers and create value-based solutions that align with customer objectives.

• Oversee contract renewals and negotiations while balancing customer value against business profitability.

• Formulate and implement national territory and account strategies that meet revenue and growth targets.

• Establish and maintain a robust sales pipeline while ensuring accuracy in forecasting and adherence to CRM practices.

• Evaluate market trends, competitive activities, and customer requirements to discover new growth opportunities and refine sales strategies.

• Collaborate with senior leadership and Marketing on growth initiatives, demand generation activities, and strategic planning.

• Lead, mentor, and develop a team of sales account managers across a national territory.

• Set performance expectations and foster accountability through coaching, performance evaluations, and business discussions.

• Recruit, onboard, and nurture top sales talent while promoting a collaborative, customer-centric culture.

• Track business performance through key metrics, pipeline assessments, and revenue reporting.

• Provide regular business reviews that offer insights into risks, opportunities, and growth trends.

⛳️ Requirements

• 8+ years of B2B sales experience, with a minimum of 3 years in a leadership role within sales.

• Demonstrated success in expanding strategic accounts and achieving revenue growth through customer retention, account expansion, and business development.

• Experience in crafting and implementing territory and account growth strategies with measurable outcomes.

• Strong consultative and solution-oriented selling capabilities.

• Experience in leading, mentoring, and developing sales professionals.

• Proven capacity to engage executive-level decision-makers and navigate complex customer relationships.

• Proficiency in Salesforce or comparable CRM platforms, including pipeline management, forecasting, and performance reporting.

• Excellent communication, negotiation, analytical, and relationship-building abilities.

• Background in shipping, mailing, logistics, parcel technology, document management, or other consultative B2B industries that involve complex sales cycles and strategic account management.

• Familiarity with SaaS-based technologies, business services, logistics, supply chain, shipping, or operational solutions.

• Experience selling to or managing accounts within government, healthcare, financial services, retail, or other large enterprise settings.

• Experience in identifying opportunities within adjacent markets, supporting market expansion efforts, or entering new customer segments.

• Experience collaborating in a matrixed sales organization alongside marketing, inside sales, channel partners, product teams, or solution specialists.

• Must possess legal authorization to work in the US.

• The employer will not sponsor this position for employment visa status now or in the future.

🏝️ Benefits

• Incentive compensation with an On-Target Incentive (OTI) potential of $85,000 annually.

• Opportunities for career growth and development.

• An inclusive environment that values diverse perspectives and ideas.

• Engaging and unique opportunities to contribute to the success of a transformative organization.

• Comprehensive global benefits (PB Benefits and Wellbeing Programs).