Executive Business Development Manager - Team Lead

POSITION SUMMARY

The Executive Business Development Manager -- Team Lead is both a senior producer and the leader of ATI's regional business development team. This role drives continuous, profitable sales growth across multiple ATI markets. This is accomplished in a dual role with the individual being responsible for their own revenue generation leading the region's Business Development Managers (BDMs). More than half of working time is spent outside the office, presenting ATI's emergency services, restoration, environmental and abatement services and all other service lines directly to clients and prospects.

This role serves the commercial and insurance clients who send work to ATI, including facility managers, risk managers, property managers, independent and general adjusters, insurance carriers, brokers and agents. Reporting to the Vice President of Sales, the Team Lead recruits, trains and manages the regional BDM team, aligns sales activity with Regional Leadership and branch operations, and keeps ATI senior management informed of regional sales performance and market conditions.

The ideal candidate is a proven closer who builds lasting relationships, thinks strategically about a region, and enjoys developing others. They are comfortable in a fast-moving, deadline-driven environment, ready to support CAT response when called, and disciplined about pipeline and CRM data.

PRINCIPAL RESPONSIBILITIES

Job duties include, but are not limited to:

Regional Sales Leadership

• Direct regional sales activities to achieve continuous, profitable sales growth by developing and managing to a regional sales plan.
• Set and execute strategic goals for the region, including a region-specific sales focus and target markets.
• Recruit, train and manage Business Development Managers, including onboarding and training new account representatives.
• Work with BDMs to obtain and follow up on sales leads and to convey ATI's brand value and advantages to prospective clients.
• Partner with BDMs to identify and build relationships with local and regional market leaders and large industry clients.
• Drive growth in leads by month, by ATI office and by region, and increase market share year over year, measured quarterly.
• Align projects and daily activities with the Director of Business Development and Regional Leadership.

Individual Business Development & Revenue

• Generate approximately $7.5 million in annual revenue across multiple ATI markets (specific yearly goals vary by individual).
• Generate leads annually and produce projects across the Northeast Region.
• Establish regional accounts with adjusters, general adjusters, risk managers, facilities managers, property managers, end users, contractors and insurance professionals.
• Actively market to new potential ATI clients and develop new business within the assigned market scope.
• Promote all ATI nationwide branches and service lines to clients and prospects.

Market Strategy & Marketing Planning

• Develop, maintain, implement and revise an individual marketing plan that defines target accounts and contacts.
• Identify opportunities, plan and execute outreach, and measure results, including tracking of leads.
• Develop strategies to penetrate new markets and maintain ATI's position as a leader in key markets.
• Evaluate sales potential in the assigned region and assess the competition, pricing levels and market trends.
• Develop and administer marketing campaigns that generate traffic across the portfolio while working within set budgets.

Client Relationships & Service

• Maintain and grow existing customer relationships, delivering a consistently high level of customer service.
• Manage prospective customer activities related to development programs, applying strong business sense to complex issues.
• Coordinate delivery of customer service with branch operations and follow up on existing accounts and active production.
• Structure and negotiate strategic alliances within the region.

Events, Campaigns & CAT Support

• Represent ATI at assigned nationally sponsored events, including trade shows, conferences, golf tournaments, luncheons and social functions.
• Sell and network at trade shows and conferences while coordinating all related tradeshow and conference activity.
• Assist during local, regional and national marketing blitzes when called upon.
• Support ATI during catastrophic (CAT) events when called upon.

CRM, Reporting & Communication

• Document lead generation, field activity, sales tracking and analysis in Salesforce.
• Ensure the regional BDM team enters and maintains accurate, timely data on customer contacts, activities and projects in Salesforce.
• Regularly communicate regional sales activities, market activity and results to ATI senior management.
• Complete other assigned projects or work as directed.
• Perform other related duties as assigned by the Director of Business Development.

EDUCATION & EXPERIENCE

• Minimum five (5) years' experience in marketing and sales is required.
• A proven record of successful sales and business development in the service industry is required.
• Experience in leading, coaching or training sales or business development professionals is highly preferred.
• Demonstrated ability to structure and negotiate strategic alliances within a region is required.
• Experience in executing targeted marketing programs, market development strategies and regional commercialization strategies is required.
• Restoration, insurance or property services industry experience is a strong plus.
• Salesforce or other CRM database experience is preferred but not required.

CORE COMPETENCIES

• Sales Leadership & Team Coaching
• Strategic Business Development
• Relationship Building & Networking
• Negotiation & Strategic Alliances
• Presentation & Persuasive Communication
• Market & Competitive Analysis
• Marketing Campaign Planning & Execution
• Pipeline Management & CRM Discipline
• Time Management & Prioritization
• Creativity & Open-Mindedness
• Composure in Fast-Paced, Deadline-Driven Environments

SUPERVISORY RESPONSIBILITY

This position has 5 direct reports: Business Development Managers. The Executive Business Development Manager -- Team Lead is responsible for recruiting, training, performance management, day-to-day direction and the overall effectiveness of the regional business development team.

TRAVEL & WORKING CONDITIONS

• More than half of working time is spent outside the office meeting clients, presenting ATI services, and supporting BDMs in the field.
• Overnight travel of at least 25% is required, including trade shows, conferences, national events and visits to ATI branches across the region.
• Schedule flexibility is required to support marketing blitzes, sponsored events and catastrophic (CAT) event response when called.
• Work is primarily field based, with office time for planning, reporting and team leadership.