Director, New Business Generation

Director, New Business Generation, XPDEL

Role Summary

The Director of New Generation, XPDEL is a strategic lead responsible for driving the companys profitable revenue growth through consultative solution selling, resulting in a gain in market share. This individual will hunt for new business and engage directly with clients' multi-level stakeholders to understand their business needs and then sell "custom fit" solutions of high financial value that address their requirements. The Director will play a crucial role in leading our company growth by ensuring we solve high financial value problems for clients and enhancing client relationships, so they become our avid advocates - all resulting in meeting or exceeding our revenue and profit targets.

This position operates as a crucial individual contributor to business growth as a member of the Client Solutions (Business Development) team, fostering close working relationships with clients and internal/external stakeholders to ensure success. Reporting to the Senior Vice President and working closely with the rest of the Leadership team, this role will contribute directly towards the company's financial success. The Director will be responsible for modeling company values and promoting the company culture.

Key Result Areas

"Hunting" / Consultative Selling

• Compete to win constantly and consistently

• Identify and target potential clients through research, networking, and outreach activities

• Develop and maintain a robust pipeline of qualified lead

• Use various channels, including cold calling, email campaigns, social media, and industry events, to generate new business opportunities. Marketing will provide support

• Effectively utilize "pitch" scripts to consistently increase sales conversion rates

• Conduct thorough needs assessments to understand the client's business challenges, processes, and outsourcing requirements. Provide "custom fit" solutions

• Prepare and deliver compelling sales presentations with financials, proposals, value propositions, and contracts

• Stay informed, with support from Marketing, about industry trends, competitive landscape, and emerging technologies to continuously refine the sales approach

• Represent the company at industry events, conferences, and client meetings to promote solutions offerings

• Set the example of a Professional Sales Leader, demonstrating a high "bias for action," success in "hunting" for and closing sales. Champion the company's guiding principles and values

Negotiation and Closing

• Lead negotiations with prospective clients to finalize contracts and agreements

• Collaborate with Pricing, Legal, and other teams to facilitate deal wins

• Understand contractual terms and requirements as well as commercial terms to ensure profitability

• Address any objections or concerns raised by clients during the sales process

• Close deals promptly while ensuring that all terms are mutually beneficial

Client Engagement and Account Growth

• Build and maintain strong relationships with key decision-makers and stakeholders at prospective client organizations

• Conduct ongoing research into the client's business and stay abreast of changes in their space. Maintain a Key Account Plan (KAP) for each client

• Act as the primary point of contact for clients during the sales process, ensuring a smooth and positive experience

• Coordinate innovation sessions/events with clients including, but not limited to, Joint Solving, Product Knowledge training, public relations events, and consumer-facing activities

• Continuously engage to identify opportunities for upselling or expanding services. Coordinate Monthly and Quarterly business reviews. Support Client Satisfaction Surveys and related improvements

Cross-Functional Collaboration and Innovation

• Work closely with the internal teams to develop customized solutions that deliver measurable value to clients

• Partner with marketing, product development, and customer success teams to align sales strategies with product offerings and customer experience

• Provide feedback to product teams based on customer insights and market trends to inform future product development

• Collaborate with Solutions Engineering, Finance, Operations, Technology, and other internal groups to ensure teams have the necessary resources and support to achieve goals on time as promised to clients

CRM Management

• Fully utilize CRM system to help maximize personal sales and support the overall Pro Sales team's results

• Provide ongoing updates through CRM, including revenue and profitability (Contribution Margin) projections for new and existing Clients in assigned portfolios

• Drive and track opportunity pipeline growth and measure sales effectiveness and conversion rates

Requirements

• Degree in Business, Marketing, Technology, or a related field considered a plus

• Minimum of 5 years of experience in business development using consultative solutions sales within the Fulfillment and BPO industries

• A "Closer" able to develop relationships with C-Level, VP, and the key CX executives and teams to close new sales, grow share of wallet in existing partnerships, and successfully solicit referral business from your network

• Proven track record in selling complex solutions (multi-buyer/multi-step) at the executive level in medium to large sectors, as well as Fortune 500 organizations

• Successful at closing transactions over $5M

• Deep understanding of the Fulfillment industry, end to end to include a strong knowledge of financial modeling in a fulfillment environment

• Demonstrated expert-level skills using Microsoft PowerPoint for Value Proposition and Excel for Financials

• Excellent communication, negotiation, and presentation skills

• Strong analytical and strategic thinking skills, with intense attention to detail

• Have successfully worked in a fast-paced, dynamic environment, possessing a "start-up" mentality, with a high bias for action, agility, and an ability to work independently toward the common goal

• Willing and able to travel as needed to meet clients, and partners and attend industry events

Advatix, Inc. is one of the world's leading providers of e-commerce Supply Chain and Logistics Consulting Services and Solutions that enable its clients to transform their operations for speed, service, and cost of fulfillment and delivery of goods and services. We are committed to an inclusive workplace that does not discriminate against race, nationality, religion, age, marital status, physical or mental disability, sexual orientation, gender, or gender identity. We believe in diversity and encourage any qualied individual to apply. We are an EEOC Employer.