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Director of Business Development

Job Overview

The Director of Business Development is the primary face of the company in the UK market, focused on identifying and closing new business and managing existing relationships for continued success.  In this capacity, the Director participates in meetings and presentations promoting the benefits of globalizing a company’s talent base and the unique aspects of Relay’s model.  In addition to direct meetings, the Director participates in industry events and conferences to promote the company and its brand.  The position also involves significant work relating to identifying target customers and partners, maintaining accurate and complete sales information, and working collaboratively with counterparts in Asia and North America.

Organizational Impact

In launching and growing a UK-based client base, The Director of Business Development will open a new and extremely important market for Relay Human Cloud.  Having built a top-tier, international infrastructure to find, provide, and manage global talent, the company will benefit from establishing a sales presence in the next-largest English-speaking market.  In addition, the Director will help to establish critical relationships, brand awareness, and partnerships that will solidify Relay in the market, and pave the way for further expansion in Europe.

Key Systems

The Director of Business Development relies heavily on the company’s CRM system, as well as its unified task- and data-management platform, document management, and contract-generation system.  Subscription-based sales data products and, potentially, LinkedIn tools may be used.  Social media and automated or email marketing systems are also highly relevant.  Email, PowerPoint, and other common business productivity tools are also required.

Inputs

The Director of Business Development receives high-level direction from the strategic roadmap process, and internal tasks and requests from the company’s CRM and business process platform.  External leads arrive on that platform, via the company’s website or other digital platforms, or directly from referral or channel partners.  Emails from customers and prospects constitute a significant component of the role’s inputs, along with leads and reminders from internal systems.  Social media platforms and prospect websites are an important source of content for this role, as is the company’s internal reporting system, while the document management system is the repository for sales documents and related materials.


Outputs

The Director’s work product includes outputs largely centered around conducting the sales process.  This includes outreach in the form of emails, calls, social media messages and posts, presentations, virtual and physical meetings, and contracts.  Important sales process documentation is output via CRM updates, either directly or via task to a CRM Analyst.  Updated sales materials are saved to the document management system.  Feedback on ideas, strategic roadmaps, projects and initiatives are delivered either in meetings or to tasks in the business process platform.  Reports, updates, and responses to questions are circulated via various methods as needed.


Activities

Strategic Planning:

    Participate in the creation of long-term strategic planning.

    Take specific actions in support of strategic or project plans.


Pre-Sales Research:

    Conduct research to identify new business opportunities.

    Identify key decision-makers in target organizations.

    Review prospect news, job postings, and technology usage for possible opportunities.


Client Acquisition and Relationship Management:

    Establish contact through cold calls, emails, and social media outreach.

    Build and maintain strong relationships with new and existing clients.

    Schedule and coordinate online and in-person meetings.

    Prepare and deliver pitches and presentations to prospective clients.

    Check in with clients to ensure their satisfaction and to identify additional opportunities.

    Social media account following, commenting, and posting.


Partnership and Channels:

    Identify and establish strategic partnerships and alliances.

    Negotiate partnership deals and contracts.

    Onboard new partners.

    Manage partner and channel relationships.

    Review partnership status and take appropriate action.


Data & Reporting:

    Update prospect, sales, and activity data.

    Regularly report sales activities, progress, and results.


Internal Collaboration:

    Attend regular leadership meetings.

    Work CS team to ensure talent matches client needs.

    Ensure smooth onboarding and integration of client projects.


Networking and Industry Events:

    Attend events, conferences, and trade shows to network and identify prospects.

    Represent the company to enhance brand visibility.

    Build contact lists and generate leads thought industry networking.

    Host lunches and other learning events.


Customer Feedback and Market Insights:

    Gather and communicate client feedback to internal teams.

    Develop a deep understanding of the client's industry and specific needs.

    Keep abreast of market trends and competitor offerings.

    Review internal Resource feedback for early intervention and opportunity spotting.


Recommended Items

  • •    Sales & Marketing Collaterals•    Email Templates & Drip Campaigns•    Sales Playbook•    Customer Journey•    Strategic Sales & Marketing Plan•    Event Booth

Content Examples

Sample Event-Driven Tasks

    Respond to new leads for prospects and partners.

    Respond to internal and external questions and requests.

    Schedule and conduct pitches and sales meetings.

    Enter information in CRM.

    Generate contracts and manage execution thereof.

    Schedule interviews, kick-offs, and hand-offs as needed.

    Intervene in customer or team issues.

    Attend industry events.


Sample Scheduled Tasks

    Regular check-ins with existing customers and partners.

    Scheduled follow-ups with prospects.

    Outreach to new prospective customers.

    Post content per calendar for social media.

    Attend departmental meetings.

    Audit CRM data for completeness and accuracy.

    Review internal reports and bench.

    Prepare and circulate sales reports.

    Host regular lunches and other learning events.

    Review internal Resource feedback for early intervention and opportunity spotting.

    Participate in strategic planning and roadmap process.


Sample Infill Tasks

    Conduct research to identify new business opportunities.

    Identify key decision-makers in target organizations.

    Review prospect news, job postings, and technology usage for possible opportunities.

    Identify and establish strategic partnerships and alliances.

    Ad-hoc customer and partner check in.

    Keep abreast of market trends and competitor offerings.


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