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Purpose of Job:

The New Business Development Manager provides strategic direction and operational efficiency to drive new business growth, sales effectiveness, and market share expansion. Serving as a strategic partner to New Business leadership, this role develops sales and negotiating strategies, applies commercial insights, and advances cross-functional initiatives that strengthen the sales pipeline and improve conversion outcomes. The position aligns priorities, resources, and execution to achieve volume, revenue, and long-term growth objectives.

Job Components:

Sales Strategy & Enterprise Planning

• Support development of the Sales organization's Annual Operating Plan (AOP), long-range strategic plan, and growth initiatives in market focus areas.
• Develop sales strategies to execute the Market Leadership Model (MLM), focused on customer segmentation, channel prioritization, territory optimization, account planning, and market opportunities.
• Partner with Sales and X-Functional leadership to evaluate commercial investments, organizational priorities, and strategic initiatives that improve customer conversion and revenue growth.
• Develop executive-ready business cases, presentations, and recommendations that enable decision-making across the Commercial and Executive leadership teams.
• Serve as a strategic advisor to Sales leadership by facilitating prospecting planning sessions, Quarterly Business Reviews, and leadership operating cadence.

Commercial Performance & Insights

• Manage strategic analyses and playbooks for National and Regional sales teams’ target markets focused on sales performance, pipeline health, customer profitability, competitive intelligence, and commercial effectiveness.
• Monitor strategic initiatives and pursuits, communicate progress, identify risks, and recommend actions that support achievement of commercial objectives.
• Translate data and market insights into practical recommendations that improve go-to-market approach, sales productivity, and win rates.
• Partner with Central Analytics to establish executive dashboards, new business performance indicators, and business reviews supporting commercial priorities.
• Develop and own reporting and insights related to sales pipeline volume, win/loss reporting, market intelligence, volume-rate-mix potential by channel, and learnings to improve future offers to prospects.

Pursuit Pipeline & Conversion Enhancement

• Own deal feasibility & structuring for complex enterprise pursuits. Identify prospect value levers to understand what it takes to win, evaluate custom asks (i.e., integrations, partnerships, concessions), and develop recommendations around benefits, level of effort, and stakeholder involvement.
• Develop and maintain sales playbooks, pitch collateral, strategic messaging, executive presentations, and commercial communications supporting Sales leadership priorities.
• Support development and continuous improvement of sales methodologies, go-to-market strategies, negotiating and contracting, and commercial operating processes that enhance organizational effectiveness.
• Identify and lead process improvements that simplify planning, improve execution, and accelerate customer conversion.

Qualifications

• Bachelor's degree from an accredited university in Business, Finance, Economics, Engineering, Marketing, or another highly analytical discipline required; MBA preferred.
• Minimum of 5–8 years of professional experience in management consulting, corporate strategy, commercial strategy, strategic finance, investment banking, or sales strategy.
• Demonstrated experience leading strategic analyses, developing business cases, and managing cross-functional initiatives from concept through implementation.
• Strong financial modeling, analytical, and problem-solving capabilities with advanced proficiency in Microsoft Excel.
• Advanced proficiency developing executive-level Microsoft PowerPoint presentations and communicating recommendations to senior leadership.
• Experience supporting commercial organizations, sales planning, go-to-market strategy, or business transformation initiatives preferred.
• Willing to travel up to 20–30% as req