Director, Business Development - Commercial Segment

• Partner with Marketing to craft segment-specific campaigns, collateral, and thought-leadership content.
• Collaborate with Product Management and R&T to influence roadmap priorities based on customer insights and emerging market trends.
• Coordinate with Operations and Delivery teams to ensure solution readiness, scalability, and customer success.

Embed and mature the following capabilities within your segment to ensure repeatable, scalable growth:

• Sales (Inbound & Outbound): Manage incoming inquiries and leads; run targeted outbound prospecting to build a robust pipeline.
• Sales Enablement: Develop and maintain playbooks, collateral, training, and battle cards that equip sales teams for technical engagements.
• Sales Operations: Optimize territory design, quota setting, and incentive plans; analyze performance and refine processes.
• Pipeline & Lead Management: Implement CRM best practices for lead scoring, opportunity tracking, and timely follow-up to maximize conversion.
• Pricing Strategy: Design segment-aligned pricing models and discount structures to balance competitiveness and profitability.
• Business Segment Expertise: Champion deep segment knowledge—regulatory, procurement cycles, and competitive landscape—to inform all go-to-market efforts.

• Define segment KPIs—revenue attainment, pipeline velocity, win/loss rates, capability maturity—and build dashboards for real-time visibility.
• Present regular executive briefings on segment health, project status, risks, and strategic recommendations.

• Model AEC’s values: Albany Wins Together, Count on Each Other, Own Your Actions, Care About Each Other, Share Your Enthusiasm.
• Prioritize safety at all times—ensuring every project decision upholds our “never compromise on safety” commitment.
• Mentor peers and junior staff in both technical and business development disciplines, fostering a collaborative and high-performance culture.