What are the responsibilities and job description for the Director of Business Development position at Strategic Retail Partners?
Role Overview
The Director of Business Development is a senior, player–coach role responsible for leading and scaling SRP’s new business acquisition strategy. This position directly manages a team of Business Development Managers while also maintaining personal responsibility for key new account opportunities. The Director owns pipeline health, new account launches, and first-year performance, ensuring strong program penetration and sustained growth across newly acquired customers.
This role reports directly to the VP of Sales and plays a critical role in shaping SRP’s growth trajectory.
About Us:
Driven by our mission to exceed the expectations of on-the-go consumers, Strategic Retail Partners has grown from a regional sunglasses distributor founded in 1969 into an international leader of in-store merchandising solutions. We have built relationships with thousands of international, national, and regional retailers who rely on our customized solutions in more than 70,000 locations across the U.S. and Canada. With warehouse facilities in several states and service representatives covering all regions of the country, there isn't a retail location we can't service.
Compensation
• Base Salary: $120,000 - $130,000 annually, depending on experience and location
• Commission: Uncapped
• Total Compensation: Competitive, performance-driven upside tied to new account acquisition and first-year performance
Commission Structure Overview
Commissions are earned in two ways:
• Initial Program Load-In: Earned on the placement of programs and product when new accounts launch, driving strong penetration from day one.
• Residual Sales (12-Month Window): Earned on sales generated during the first 12 months following launch, including placements and expansions driven by both the Director and the Business Development team.
This structure rewards both hands-on deal execution and the successful performance of the broader team.
Duties/Responsibilities:
Leadership and Team Management
• Lead, coach, and develop a team of Business Development Managers focused on new account acquisition.
• Set clear expectations, goals, and accountability for pipeline activity, conversions, and first-year performance.
• Partner with the VP of Sales on hiring, onboarding, performance management, and development of BDMs.
• Establish best practices for prospecting, deal execution, and account launches.
Direct Business Development
• Personally manage and close high-priority or strategic new business opportunities.
• Own relationships with senior decision-makers at targeted accounts.
• Lead complex negotiations, proposals, and enterprise-level launches as needed.
Pipeline and Growth Management
• Own pipeline health and visibility across the Business Development team.
• Ensure consistent use of Salesforce for pipeline tracking, forecasting, and reporting.
• Drive disciplined forecasting and accurate reporting of new business opportunities.
• Identify market opportunities, competitive trends, and growth white space.
Account Launch and First-Year Performance
• Ensure strong onboarding and program penetration for all newly launched accounts.
• Maintain accountability for new accounts through the first 12 months post-launch in partnership with Customer Management.
• Monitor early performance, expansion opportunities, and risk areas to maximize first-year success.
Cross-Functional Partnership
• Collaborate closely with Sales Leadership, Customer Management, Product, and Operations teams to support scalable growth.
• Represent SRP at industry events, trade shows, and relevant associations.
Benefits and Perks
- Medical, dental, and vision insurance
- Company paid short term disability and life insurance
- Paid holidays and floating holidays
- Flexible PTO
- 401(k) with company match
- Tuition Reimbursement
- Employees Paid Weekly
We do not discriminate on the basis of race, color, national origin, religion, political affiliation, sex (including pregnancy), sexual orientation, gender identity, age, disability, marital status, or veteran (U.S.) status. The company will provide accommodation to applicants, including those with disabilities, during the recruitment process, in accordance with applicable laws.
The annual gross base salary is $120,000 - $130,000. Sales commissions are excellent with an earning potential of $160,000 - $200,000 annually. This range represents the anticipated low and high end of the salary for this position. Actual salaries will vary and are based on factors such as a candidate’s qualifications, skills, and competencies.
Qualifications:• Minimum of five years of experience in business development, sales leadership, or a related role, preferably within C-Store, Grocery, or Retail.
• Minimum of two years of experience leading and developing sales or business development teams.
• Strong track record of closing new business and driving sustained account growth.
• Excellent communication, presentation, and negotiation skills.
• Proven ability to manage complex sales cycles and senior-level customer relationships.
• Proficiency with Salesforce CRM; familiarity with Tableau, Excel, and PowerPoint preferred.
• Analytical mindset with the ability to interpret sales data and market trends.
• Bachelor’s degree in business, sales, or a related field preferred, or equivalent experience.
• Ability to travel up to 50%
Salary : $120,000 - $200,000