Vice President of Business Development (Construction) at The People Practice

Our client is a digital construction marketplace, looking to hire a dynamic and experienced Vice President of Business Development to lead their sales team and drive revenue growth. The ideal candidate will have a proven track record in B2B software sales. They will be responsible for developing and executing strategic sales initiatives, managing a team of sales professionals, and building strong relationships with key stakeholders.

 Responsibilities:

Develop Sales Strategy:

• Develop and implement a comprehensive sales strategy to achieve revenue targets and drive business growth.
• Identify market opportunities, define target customer segments, and devise effective sales tactics to penetrate the market.
• Build and nurture a rich pipeline of qualified leads through proactive prospecting, networking, and lead generation activities.

Team Leadership:

• Recruit, train, and mentor a high-performing sales team.
• Set clear performance targets and provide ongoing coaching and feedback to ensure the team meets or exceeds sales objectives.
• Foster a collaborative and results-driven culture within the sales team.
• Lead the development of standard operating procedures (SOPs), sales playbooks, sales scripts and other documentation required to support operational goals, ensuring consistency and efficiency in processes.

Client Engagement:

• Build and maintain relationships with existing and new clients, understanding their needs and providing solutions that align with the company's offerings.
• Conduct product demonstrations and presentations to prospects, articulating the value proposition and benefits of the company's software.
• Lead negotiations and contract discussions to close deals and secure long-term partnerships.
• Develop a deep understanding of customer buying behaviours, pain points, decision-making processes, and procurement workflows to tailor sales
•  strategies and solutions to meet their unique needs and preferences.

Market Expansion:

• Identify new business opportunities and explore untapped markets to expand the company's customer base.
• Collaborate with marketing and product teams to develop targeted marketing campaigns and product enhancements based on customer feedback and market trends.
• Stay abreast of the latest trends, developments, and innovations within the construction procurement and technology industry.
• Monitor market changes, competitor activities, and emerging technologies to identify opportunities for business growth and differentiation.

Drive Revenue Profitability:

• Take ownership of all revenue streams, including software subscription, marketplace sales, credit financing partnerships, and other business offerings.
•  Develop strategies to achieve revenue targets and manage profit and loss.
• Monitor financial metrics and optimize pricing strategies to maximize profitability.
• Identify opportunities for revenue growth and cost optimization.
• Implement incentive programs to drive sales performance.

Sales Performance Analysis:

• Analyze sales data and metrics to evaluate performance, identify areas for improvement, and make data-driven decisions to optimize sales effectiveness.
• Prepare regular reports and presentations for senior management, providing insights into sales performance, pipeline development, and market trends.
• Track and manage pipeline activity using CRM software, ensuring accurate and up-to-date information on leads, opportunities, and sales stages.

Cross-Functional Collaboration:

•  Collaborate closely with cross-functional teams, including marketing, product development, and customer success, to ensure alignment and support in achieving overall business objectives, and to optimize lead generation strategies.
•  Provide input into product roadmap based on customer feedback and market insights.

Qualifications

• Proven track record of success in B2B software sales.
• Demonstrated experience in sales leadership, including building and managing high-performing sales teams.
• Strong understanding of sales processes, techniques, and methodologies.
• Strategic thinker with the ability to analyze market trends and develop actionable sales strategies.
• Results-oriented mindset with a focus on driving revenue growth and achieving targets.
• Proficiency in CRM software and sales analytics tools.

Must have skills

• Excellent communication, presentation, and negotiation skills.