Factspan Analytics - Senior Director - Business Development

The Senior Director, Business Development is a pivotal leadership role responsible for the entire spectrum of business growth, from strategic planning to deal closure. This individual will be the architect of our business development strategy, building and leading a high-performing team to identify, pursue, and win new client engagements. The ideal candidate will be a strategic thinker with a proven track record of success in selling data analytics consulting services and a passion for building and scaling a successful business development function.

Key Responsibilities :

Strategic Leadership & Planning :

1. Develop and execute a comprehensive business development strategy that aligns with the company's overall growth objectives.

2. Conduct in-depth market analysis to identify emerging trends, target client segments, and competitive landscapes.

3. Create a detailed annual business development plan, including key performance indicators (KPIs), revenue targets, and budgetary requirements.

4. Provide insightful leadership and direction to the business development team and the broader organization on market opportunities and sales best practices.

Lead Generation & Qualification :

1. Architect and implement a multi-channel lead generation strategy encompassing inbound marketing, outbound prospecting, strategic partnerships, and industry events.

2. Establish and refine a robust lead qualification process to ensure the effective allocation of sales resources to high-potential opportunities.

3. Oversee the development and management of a healthy sales pipeline, from initial contact to proposal submission.

Sales Execution & Deal Closure :

1. Personally lead and manage the entire sales cycle for key strategic accounts, from initial client engagement to contract negotiation and closing.

2. Guide the team in crafting compelling proposals, presentations, and statements of work (SOWs) that effectively communicate our value proposition and address client needs.

3. Foster strong, long-term relationships with key client stakeholders and decision-makers.

4. Ensure the successful handover of new clients to the delivery team to guarantee a seamless transition and client satisfaction.

Team Building & Management :

1. Recruit, onboard, train, and mentor a team of high-performing business development professionals.

2. Set clear individual and team-based sales quotas and performance objectives.

3. Foster a collaborative, results-driven, and supportive team culture.

4. Implement and manage CRM systems and other sales technologies to optimize team efficiency and reporting.

Qualifications & Experience :

1. 15+ years of progressive experience in business development, sales, or a related role within the data analytics, management consulting, or IT services industry.

2. Proven track record of exceeding sales targets and driving significant revenue growth in a consulting services environment.

3. Deep understanding of the data analytics landscape, including key technologies, methodologies, and business applications.

4. Demonstrated experience in developing and executing successful business development strategies.

5. Strong leadership and team-building skills, with a history of recruiting and developing successful sales teams.

6. Excellent communication, presentation, and negotiation skills, with the ability to articulate complex concepts to both technical and non-technical audiences.

7. A strategic and analytical mindset, with the ability to leverage data to inform sales strategies and decisions.

8. Bachelor's degree in Business, Marketing, or a related field. An MBA is a strong plus.

Key Performance Indicators :

1. Achievement of individual and team revenue targets.

2. Growth of the sales pipeline and key opportunity conversion rates.

3. Market share expansion in targeted industries and service lines.

4. Client satisfaction and the successful establishment of long-term partnerships.

5. Development and retention of a high-performing business development team.

ref : iimjobs.com)