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The Associated and its Agencies is Hiring a Director of Business Development Near Reisterstown, MD
Pearlstone Center Job DescriptionTitle: Director of Business Development Department: RetreatsReports to: Chief Operating OfficerDate revised: September 2022 Status: Exempt/Full-time/BenefitsSummary:The Director of Business Development is a full-time, exempt position. This position will focus on growth and development of Pearlstone retreat sales revenue in the corporate and non-profit markets. Additionally, this position will also be responsible for cultivating corporate relationships that go beyond retreat sales. As Pearlstone's work focuses on environmental education and land stewardship, as well as strategic partnerships with Baltimore City schools, many opportunities exist that align with values and goals for corporate philanthropy.They are responsible for:· researching and identifying business prospects· collaborating with Director of Sales on strategies for optimizing retreat sales calendar· landing meetings and appointments with the right stakeholders at those business prospects· fostering opportunities to cultivate and manage business client expectations and relationships· and bring decision-makers to the retreat sales contracting stage.· work with Hazon's Chief Development Officer to set annual giving goals· identify and maintain a list of corporate targets for giving· coordinate any corporate asks with our partners at The Associated· determine and implement strategic moves that lead to a corporate gift. These strategies could include corporate volunteer days, farm tours for key leadership, one-on-one relationship building with philanthropic officers and grant writing.· maintain background notes & relevant data in our CRM systemThe Director of Business Development uses their time strategically researching, networking, and balancing in-person and virtual communication identifying and cultivating retreat sales prospects. Once those sales prospects have been identified and prioritized, this position then creates genuine relationships which ultimately convert the prospects into repeat retreat bookings for Pearlstone. this position works in conjunction with the Director of Sales, Director of Guest Services, Director of Marketing, and reports to Chief Operating Officer. Additionally, when focusing on philanthropic endeavors, this position will report to and collaborate with the Chief Development Officer. This position may also participate in meetings with Chief Financial Officer and the Chief Executive Officer from time to time.This position will:Pearlstone Employee Standards:1. Be a team player!2. Sustain a positive, enthusiastic and professional attitude at all times.3. Accommodate all guest requests with a smile and “let me see what I can do” attitude.4. Adhere to supervisor’s directives.5. Maintain a professional appearance and demeanor.6. Arrive prior to the scheduled starting time, properly dressed and prepared to work.7. Perform all duties in a timely, accurate, honest, and professional manner.Qualifications1. Proven working experience as a business development manager/sales executive or another relevant role.2. Proven sales track record in high activity sales/service role.3. Knowledge of sales/marketing/outreach strategies and sales and outreach plans/techniques.4. Excellent communication, presentation, interpersonal and listening skills coupled with the ability to network and build strong relationships.5. Solid knowledge of sales cycle, understanding of marketing research and principles of negotiating.6. Demonstrable experience negotiating.7. Resilience and the ability to overcome objections.8. Self-starter and the ability to work independently.9. Ability to multi-task.10. College Degree or equivalent work experience.11. Ability to thrive in an organization that values Justice, Equity, Diversity and Inclusion.12. Proficiency in MS Office Suite and CRM software (e.g. Sales Force).13. Experience with reservation software preferred, but not required.14. Ability to communicate effectively, orally and in writing; includes effective listening and customer service skills.15. Strong interpersonal/social relationship skills; team player.16. Initiative, resourcefulness; and experience as a “self-starter.”17. Ability to work both independently and in a team environment.18. Demonstrated judgment and problem solving skills; includes accuracy with attention to detail, setting reasonable priorities and making sound, professional decisions.19. Effective time management skills; ability to meet deadlines.20. Experience setting goals and monitoring performance against goals.21. Valid driver’s license and auto insurance; travel is required.Business Sales:1. Monitor projected business sales activity in 3-month intervals over a 12-month cycle and fiscal budget and proactively fill in vacancies.2. Identify business sales targets.3. Actively seek out new business sales opportunities through cold calling, networking, and social media.4. Set up meetings with potential clients, solicit and listen to their needs and concerns.5. Prepare and deliver appropriate presentations on digital and print products.6. Identify prospects’ needs, customize, and pitch retreat sales.7. Close the deal with business sales clients by bringing them to the Director of Sales ready to sign retreat sales contracts.8. Contacting and activating dormant accounts as well as new prospects.9. Maintain a call report that details intended objective(s), summary of call, content and objections, contacts that s/he interacted with and follow-up activities.10. Develop, gain approval for, and manage to a travel budget.11. Strategize ways to build business sales in months that are typically slow (September, February).12. Strategize ways to build business sales in growth areas (e.g., sustainable events and regional markets).13. Create business plans to facilitate the attainment of goals.14. Collaborate with Chief Development Officer on some fundraising events, and other revenue generating ideas.15. Participate in industry events and networking events on behalf of Pearlstone.16. Plan networking events at Pearlstone, including Open Houses and Campus Tours and other events as appropriate with clear sales goals.17. Assist with developing flyers and other outreach materials with Director of Marketing.18. Responsible for building and influencing relationships with key decision makers.19. Support and collaborate with lay leadership, including committees, that further the strategies for business development.Administrative:1. Collaborate with the Director of Sales to maximize revenue.2. Participate in regular meetings with COO.3. Participate in regular retreat sales meetings.4. Track new calls and sales conversions into contract sales.5. Maintain communication history with every lead in CRM.6. Develop business focused eblasts for non-profit and corporate markets, as well as content for e-newsletter.7. Complete Credit Card logs and any requests for reimbursement in a timely manner.Mental, Physical and Visual Skills:Must be able to follow written, verbal, or diagrammatic instructions with several concrete variables. Able to add, subtract, multiply and divide whole numbers, and do calculations involving fractions, decimals and percentages. Ability to understand and follow verbal or demonstrated instructions; write identifying information; request supplies verbally or in writing. Ability to successfully communicate in front of groups and on different virtual platforms. Ability to travel to cities such as Washington DC, Philadelphia, New York City, and more as needed.Working Conditions:This is an EXEMPT position with varied work hours that can include days, evenings, weekends and holidays. Works in a normal office environment and offsite, as necessary, with remote work possible. Some in person events are required.Salary Range: $70,000 - $80,000 plus Commission Evaluation:Ninety days from date of employment. Thereafter, annually.This job description does not state or imply that the above are the only duties and responsibilities assigned to the position. Employees holding this position will be required to perform any other job-related duties as requested by management. All requirements are subject to possible modification to reasonably accommodate individuals with a disability.Employee/Reviewer Signature:I have read and understand all of the above. I have reviewed the duties for which I am responsible, as well as the minimum requirements of this position, with my supervisor. I understand that this document does not create an employment contract and that I am employed by Pearlstone Center on an “at will” basis.Reviewed with Date____________________Reviewed by Date_______
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