The primary focus of the Director – Business Development is to sustain and grow the usage of the company's products and services within their account base; develop new business accounts; support the marketing efforts of the company through attendance at company and industry events; and maintain and expand their industry and product knowledge so to be relevant and beneficial to our clients and prospects.  This position is expected to uphold the mission and values established by the organization.

• Create a compelling business solution, complete with detailed financial analysis, present the findings and propose specific recommendations to improve current sales and business processes

• Plan and execute strategic and tactical plans to achieve sales objectives assigned

• Expected to meet or exceed assigned revenue and target metric objectives

• Responsible for leading the company’s efforts in sales calls, presentations, demonstrations, proof of concepts, internal training, assessment services and proposals related to our products. This involves applying a consultative approach and ability to direct our support resources in analyzing the customer’s business and technology requirements and developing customized solutions to fit the need

• Prepare accurate and timely sales reports

• Work with Partners to identify and implement new opportunities within major accounts

• Drive and coordinate account planning sessions when appropriate based on revenue potential

• Protect and increase a profitable revenue stream within current accounts. Ensure all accounts have had a “touch” every 90 days. Seek out expansion opportunities to further penetrate account both high and wide

• Maintain a commitment to the company’s sales processes, values and business code of ethics

• Assist in resolving any ongoing issues with the customer as appropriate and requested

• Achieves marketing and sales operational objectives by contributing marketing and sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards; resolving problems; completing audits; identifying trends; determining system improvements; implementing change

• Meets marketing and sales financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions

• Determines annual and gross-profit plans by forecasting and developing annual sales quotas; projecting expected sales volume and profit for existing and new products; analyzing trends and results; establishing pricing strategies; recommending selling prices; monitoring costs, competition, supply, and demand

• Accomplishes marketing and sales objectives by planning, developing, implementing, and evaluating advertising, merchandising, and trade promotion programs; developing field sales action plans

• Identifies marketing opportunities by identifying consumer requirements; defining market, competitor's share, and competitor's strengths and weaknesses; forecasting projected business; establishing targeted market share

• Improves product marketability and profitability by researching, identifying, and capitalizing on market opportunities; improving product packaging; coordinating new product development

• Sustains rapport with key accounts by making periodic visits; exploring specific needs; anticipating new opportunities

• Provides information by collecting, analyzing, and summarizing data and trends

• Protects organization's value by keeping information confidential

• Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations

• Set standards of measuring performance based on percentage and revenue coming from existing base; revenue from new business; and customer satisfaction

• Maintains positive customer relations, balanced with professional and ethical standards of excellence

Required Skills

TECHNICAL OR ADMINISTRATIVE KNOWLEDGE:

• Proficient in Microsoft Office Applications
• Advanced Excel skills required
• Strong Analytical and problem-solving skills

COMPETENCIES:

• Business Acumen
• Strategic Thinking
• Problem Solving/Analysis
• Customer/Client Focus
• Communication Proficiency
• Time Management

SPECIAL SKILLS AND/OR ABILITIES:

• Must possess a high degree of creativity, organizational and process development skills and have a proven track record with presenting to Senior Management
• Proficient and demonstrable experience in prospecting, qualifying, creating value-based demonstrations, ability to write and direct proposal preparation, experienced in objection handling and negotiating
• Experience selling complex solutions and services
• Experienced negotiator, self-motivated, strong organizational skills and strong interpersonal skills
• Strong verbal and written communication skills
• Excellent listening skills are necessary
• Ability to communicate clear and concise expectations, goals and provide feedback on results
• Must be able to travel 50% of the time

Required Experience

EDUCATION/TRAINING (OR EQUIVALENT):

• Bachelor’s Degree required and minimum 8 years related work experience

EXPERIENCE (TYPE OF WORK EXPERIENCE, MINIMUM NUMBER OF YEARS):

• Minimum of 10+ years sales and marketing experience
• Extensive knowledge and experience with fixed income securities, CDO, and structured finance market

TECHNICAL OR ADMINISTRATIVE KNOWLEDGE:

• Proficient in Microsoft Office Applications
• Advanced Excel skills required
• Strong Analytical and problem-solving skills

COMPETENCIES:

• Business Acumen
• Strategic Thinking
• Problem Solving/Analysis
• Customer/Client Focus
• Communication Proficiency
• Time Management

SPECIAL SKILLS AND/OR ABILITIES:

• Must possess a high degree of creativity, organizational and process development skills and have a proven track record with presenting to Senior Management
• Proficient and demonstrable experience in prospecting, qualifying, creating value-based demonstrations, ability to write and direct proposal preparation, experienced in objection handling and negotiating
• Experience selling complex solutions and services
• Experienced negotiator, self-motivated, strong organizational skills and strong interpersonal skills
• Strong verbal and written communication skills
• Excellent listening skills are necessary
• Ability to communicate clear and concise expectations, goals and provide feedback on results
• Must be able to travel 50% of the time