Based in the South-Central region of the United States, the company is a leading provider of wireless infrastructure services to the telecommunication industry. The company’s footprint spans the Southern, Central, Midwest, and Pacific Northwest regions of the United States, serving all major telecom carriers and tower owners. A portfolio company of a leading middle market private equity firm, our client has ambitious growth plans through a combination of growth and acquisitions in the coming years.
The Director of Business Development reports to the Chief Operating Officer.
The Director of Business Development is a new, senior-level position for the company, and a key position within the executive leadership team. This position is responsible for overseeing key customer relationships, including management of existing clients as well as sourcing of new customers. This position will work closely with the existing business development resources within each of the company’s operating entities, which includes a combination of dedicated business development employees and managers who spend a portion of their time interfacing with clients.
The Director of Business Development will establish a unified and coordinated business development strategy across the organization, in alignment with their ‘One Company’ philosophy. The Director of Business Development also investigates new organic business lines, including development of a strategic plan, evaluation of the merits and risks of various organic initiatives, financial modelling, and negotiating commercial agreements. The individual will also support the Director of Acquisitions and executive team in evaluating opportunities and with post-acquisition integration activity as needed.
Specific duties will include, but are not limited to:
- Business Development Strategy: The Director Business Development will work with the CEO, COO, entity Presidents and existing Business Development team to develop a strategic plan for the Business Development function, including both strategic and financial objectives; lead the execution of new organic growth opportunities; determine the resources needed to execute on those opportunities; and put in place systems and procedures to manage the function effectively and efficiently.
- Customer Communications: The Director of Business Development is expected to build strong relationships with senior-level and local-level contacts at the company’s key customers to stay apprised of customer spending plans and be positioned to win new projects when put up for bid. This position must coordinate closely with the company’s existing business development resources to appropriately manage customer outreach.
- Opportunity Sourcing: The Director Business Development is expected to lead the sourcing of new customers and develop a list of potential new organic growth initiatives. This position will initiate discussions with potential customers, understand their viability, and ultimately oversee the execution of opportunities that management and the Board find attractive.
WHY THIS IS A COMPELLING OPPORTUNITY:
The company has grown quickly through acquisition over the past five years but Business Development has remained a relatively separate and decentralized function within the organization. As they embark on a ‘One Company’ initiative and seek to leverage its growing scale, a dedicated executive is required to lead and coordinate the company’s business development strategy. As a new role, the Director of Business Development will have significant latitude in standardizing, upgrading and overseeing the Company’s business development policies with the objective of deepening customer relationships and spearheading new organic growth initiatives. Although the company primarily serves the wireless telecom industry today, there are ambitious plans to expand into adjacent service lines that the Director of Business Development will be instrumental in leading. Finally, the Director of Business Development will likely see his or her portfolio of responsibilities grow as the company continues executing on an aggressive acquisition thesis.
- Experience: The ideal candidate possesses a minimum of six years’ progressive, management-level experience in a team-based, client-facing Business Development function. Experience leading the Business Development function at an enterprise level is preferred. Previous experience in the telecommunications services industry is required.
- M&A: Knowledge and experience supporting strategic acquisitions a plus.
- Managing/Partnering with Remote Teams: Demonstrated ability to guide multiple teams and stay on task in a remote work environment
- Networking: The ideal candidate has demonstrated experience developing industry relationships through established and creative networking methods. Strong industry relationships in the telecommunications service industry is a plus.
Communications: An excellent oral and written communicator. Proactive communicator with a keen sense of how to deeply connect with people and build trust. Able to effectively explain and articulate strategic, financial and business fundamentals to a variety of people, with varying degrees of financial and business knowledge, both internally and externally. Internally, can engage people across the organization and foster buy-in to new ideas and concepts. Externally is an effective and credible spokesperson for the company.
- Fosters Relationships: Has developed excellent relationships with a broad range of people within his/her organization and has a keen ability to develop relationships with customers. Ability to work collaboratively with key internal and external leaders, partners and advisors. Is very comfortable reporting to and working with a private equity firm and Board.
- Business Partner: History of being a strategic business partner to a senior leadership team at predecessor employers. Strong drive to add value and proven ability to work in an entrepreneurial organization, and act as a true business partner. Has a reputation for adding value outside of his/her functional expertise, working hand in hand with the management team on Business Development and other important company initiatives.
- Prioritization: Able to prioritize, multitask and adapt effectively in accordance with changing priorities and deadlines. Strong organizational skills.
- Character: Respected for business ethics, integrity and common-sense approach. Balances a can-do attitude with a pragmatic approach to getting work done in a timely manner. Is smart, practical, hardworking and can roll up his/her sleeves when required to meet objectives. Can make tough decisions when necessary.
- Travel: Willing and able to travel on a regular basis for marketing and sourcing purposes.
A competitive compensation package will be offered consistent with the successful candidate’s capabilities including an attractive base salary and annual performance bonus.