Director of Business Development

Director of Business Development - Industrial & Commercial Infrastructure

Position Overview

A proactive sales role focused on generating new business opportunities, building relationships with industrial and commercial clients, qualifying prospects, and managing opportunities through a consultative sales process. Success is driven by consistent business development activity, strong customer engagement, and effective pipeline management.

Key Responsibilities

New Business Generation

• Identify and engage prospective industrial and commercial organisations.
• Execute outbound prospecting campaigns through a variety of communication channels.
• Develop early-stage relationships with decision makers and key stakeholders.
• Maintain a structured and consistent pipeline-generation approach.

Consultative Client Engagement

• Educate prospective customers on industry trends, operational challenges, commercial considerations, and potential solution strategies.
• Conduct discovery conversations to understand business objectives, risks, and pain points.
• Present relevant examples, insights, and solution concepts to support informed decision-making.
• Build credibility and trust throughout the customer journey.

Opportunity Qualification

• Assess prospects against technical, commercial, and strategic criteria.
• Ensure opportunities meet agreed qualification benchmarks before progressing.
• Manage next steps and maintain momentum throughout the sales cycle.
• Collaborate with subject matter experts and delivery teams to develop appropriate solutions.

CRM & Pipeline Management

• Maintain accurate records of all prospect and customer interactions.
• Track sales activity, meetings, communications, and opportunity stages.
• Produce regular pipeline updates and activity reporting.
• Ensure data quality and reporting standards are consistently met.

Cross-Functional Collaboration

• Work closely with internal teams to align customer expectations, timelines, and project requirements.
• Act as a professional representative of the organisation in all client-facing interactions.
• Support effective communication between sales and operational teams.

Performance Expectations

The successful candidate will demonstrate strong activity levels and disciplined pipeline management, including:

• Consistent outbound prospecting activity each week.
• Regular live conversations with prospective customers.
• Scheduled discovery meetings with qualified prospects.
• Educational engagement as part of every qualified sales process.
• Timely CRM updates and record management.
• Ongoing reporting of activity, pipeline development, and market feedback.

Measures of Success

Performance will generally be assessed through:

• Volume and consistency of business development activity.
• Quality of stakeholder engagement.
• Ability to create trust and credibility with prospects.
• Progression of opportunities through the sales pipeline.
• Accuracy of CRM records and reporting.
• Effectiveness of collaboration with internal teams.

Strong commercial outcomes are expected to result from disciplined execution of these activities.