S&P Global

Director, Business Development

S&P Global

full-time

Posted on:

Location Type: Remote

Location: Florida • United States

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Job Level

Lead

About the role

  • Manage a team of BDM’s (Business Development Managers) sales reps
  • Focus on creating partnerships with our auto dealership customers
  • Work with internal lead generation sources (SDG Team) to help develop your team’s pipeline
  • Utilize online and offline marketing sources to cultivate new leads for your team.
  • Maintain a high level of relevant domain knowledge to effectively lead presentations to senior managers (GM’s of dealerships), other decision makers, and influencers
  • Determine weekly, monthly, and annual sales and territory plans, analyze trends/ results and adapt strategies to meet plans
  • Establish sales objectives overseeing forecasting and developing annual sales quotas for regions and territories, projecting expected sales volume and contributions
  • Develop, implement and monitor effective sales strategies
  • Maintain sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors
  • Work closely with Product Marketing to establish SAL’s & MQL’s (Sales & Marketing Qualified Leads)
  • Maintain regional sales staff by recruiting, selecting, orienting, and providing ongoing training for the sales team.
  • Work closely with the Internal Enablement Team and SR BDMs to continue to develop BDM’s
  • Conduct weekly 1:1’s with your team to coach, mentor, and hold them accountable to KPI’s
  • Monthly BDM KPI’s (4 BD sourced demos, 9 Completed demos, 50-80K in Pipeline Creation & 200 logged activities in SalesForce)
  • Engage, negotiate and close agreements with large automotive customers as requested
  • Monitor and analyze performance metrics and suggest improvements
  • Work with Strategic Development Managers to build pipeline and close Mid-Tier Dealer Groups
  • In conjunction with Sales Operations prepare accurate monthly, quarterly and annual sales forecasts
  • Identify potential customers and new market opportunities by networking with other industry professionals and OEM’s
  • Liaise with Marketing and Product Development departments to ensure brand and development consistency
  • Stay up to date with new product launches and ensure sales team members are informed and on board

Requirements

  • Minimum of 7 years’ experience in account sales, including responsibilities in customer presentations, securing account sales, establishing and maintaining strategies, reviewing status with team members and reporting such to executive management
  • Minimum of 3-5 years’ experience in sales management including: recruiting, training, and performance evaluations
  • SaaS experience necessary, auto experience preferred
  • Strong knowledge of sales tools, processes, and technologies that serve reduced sales cycles and increased productivity
  • Manages effective operational systems and processes
  • Works to build consensus across groups with competing priorities
  • Brings new thinking to problems to create innovative solutions
  • Consider multiple courses of action and make recommendations based on analysis
  • Proven track record of exceeding sales targets with high average selling price
  • Solution oriented and consultative in your sales approach, ability to manage a tight sales process
  • Understanding of the selling process to mid-size to large auto customers, preferred
  • Knowledge of how to sell a variety of solutions designed to service multiple customer needs
  • Ability to thrive in a performance-oriented environment with short sales cycles
  • Proven experience working closely with a lead generation team
  • Strong knowledge of the Demand Generation model and needs to serve your team
  • Exceptional negotiation skills
  • Exceptional leadership skills
  • Strong written and oral skills
  • You excel in analytical thinking, can manage ambiguity, function successfully in an environment of constant change, and possess strong business acumen
  • Excellent conflict resolution and interpersonal skills
  • Experience working remotely without the need for daily oversight
  • Ability to travel extensively. A valid driver’s license is required to perform the role.
Benefits
  • Health & Wellness: Health care coverage designed for the mind and body.
  • Flexible Downtime: Generous time off helps keep you energized for your time on.
  • Continuous Learning: Access a wealth of resources to grow your career and learn valuable new skills.
  • Invest in Your Future: Secure your financial future through competitive pay, retirement planning, a continuing education program with a company-matched student loan contribution, and financial wellness programs.
  • Family Friendly Perks: It’s not just about you. S&P Global has perks for your partners and little ones, too, with some best-in-class benefits for families.
  • Beyond the Basics: From retail discounts to referral incentive awards—small perks can make a big difference.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
account salessales managementSaaSsales toolsoperational systemssales processdemand generationsales forecastingpipeline developmentnegotiation
Soft Skills
leadershipanalytical thinkingconflict resolutioninterpersonal skillscoachingmentoringproblem solvingadaptabilitycommunicationconsensus building
Certifications
valid driver’s license