Job Title

Director of Business Development - Expansion

Job Description Summary

The Director of Business Development – Expansion Role (DBD - Exp) works to improve C&W Services’ (CWS’) market position and achieve financial growth within defined existing client assignments. This person assists in the development of directed strategic goals, builds key client relationships, actively participates in governance/business reviews (QBR’s), maintains extensive knowledge of current market conditions, identifies business opportunities, negotiates and closes business deals that add value to a client’s operations.

The DBD - Exp position is a senior level management position within C&W Services. It is their job to work closely with the Vice President(s) of Operations for the vertical (e.g., education) and supporting a geography, as well as with the internal solution development team, marketing staff, and other managers to increase sales opportunities and maximize revenue for C&W Services.

The DBD - Exp needs to develop additional sales with existing clients, present to them, and continue to grow business in the future. Solutions and services proposed should solve for current and/or future needs. The DBD - Exp may be involved in an element of non-financial management of existing clients to ensure client satisfaction.

This position carries a competitive base salary with a structured commission incentive program.

Job Description

The individual assigned this role must plan persuasive approaches and presentations that will convince clients to do additional business with C&W Services. They must set targets for sales, develop relationships with existing clients, and provide support that will continually improve the partnership. The DBD - Exp will work with mid and senior level operations management, marketing, and technical staff and will have the lead role in managing the activities of others responsible for developing solutions and proposal responses for the client. Strategic planning is a key part of this job description. This role requires a thorough knowledge of the market, the solutions/services C&W Services can provide, and the competitive landscape.

Responsibilities of a DBD - Exp will vary from time-to-time, market-to-market and be vertical market dependent; however, the main duties of the DBD - Exp can be summarized as follows:

Existing Business Expansion Development

• Develop web of influence, prospect and network as appropriate within your vertical area to ensure a robust pipeline of opportunities

• Research and build relationships with clients

• Identify new sites and/or service provisions

• Set up meetings between client decision makers and CWS Client Services leaders and Subject Matter Experts (SMEs)

• Develop account strategies and approaches to support client pursuits and presentations

• Perform client needs analysis to identify needs, objectives and goals

• Work with team to develop solutions that provide value to the client

• Participate in solution pricing to ensure competitiveness

• Solicit solution feedback from client and modify accordingly to meet desired outcomes

• Present an image that mirrors that of the client

Client Retention

• Work with Client Services and/or corporate support functions to meet client objectives

• Arrange and participate in client debriefs

• Participate in client account governance activities

• Business Development Planning

• Attend local industry functions, such as association events, conferences and trade shows, and provide feedback and information on market and creative trends

• Present to and consult with Operations on business trends with a view to developing new services, products, and opportunities within the market

• Identify opportunities for marketing and prospecting campaigns that will lead to an increase in net business expansion for C&W Services

• Using knowledge of the market and competitors, identify and develop C&W Services’ unique selling propositions and differentiators

• Management and Research

• Maintain data in C&W Services’ CRM (Salesforce/Engage) and ensure data is accurate and current