Director of Strategic Business and Partnership Development Resume Example

Responsible for developing new business opportunities and client relationships in the Midwest Region.Supported the strategic business development efforts of senior leadership and management across the organization.Primary sectors focused on were the power, manufacturing, chemical, pharmaceutical, oil & gas and mining sectors.  Consulting services sold were in the air & climate change, impact assessment & planning, transaction services, performance & assurance, contaminated site management and risk management practice areas.

Maximized development of new and existing target clients.  Executed strategic sales efforts in line with division's sales/growth initiatives working with the commercial director and managing partners of the Midwest Division.  Facilitated internal communication, sharing and coordinating of market information.  Guided strategic efforts in selling ERM's primary and complimentary services.  Drove business development efforts in order to achieve maximum utilization goals.  Developed business development plans and managed weekly sales meetings to drive sales for several offices in the division.  Coordinated collaborative sales efforts with branch managers, partners, project managers, practice/sector leads across the organization to drive sales.  Researched, identified and qualified new business opportunities within the client base.  Organized sales/delivery teams within the organization to submit proposals, respond to RFQ's, submit statement of qualifications, and oversaw efforts to win the work.  Effectively transitoned project opportunities to appropriate project management teams.Achieved 125% of net sales goal in fiscal year 2015 and 145% in 9 months of fiscal year 2016.  Proficient in the the use of Microsoft Office and Salesforce CRM software.

• Responsibilities included territory growth, management and retention for northern half of the state of Ohio, which also includes the Utica Shale region.
• Developed and managed a portfolio of $1.3 million in a remote territory.
• Primary services sold were environmental laboratory/sampling services for air, water, soil, and sampling/analyzing equipment.
• Consistently met with 8-12 clients a week in order to build strong client relationships, increase sales opportunities, achieve meeting/sales goals and finished 126% of my sales goal for 2013.
• Developed a yearly sales plan, forecast and budget in order to maximize achieving sales goals.
• Partnered with Pace's corporate accounts division to strategically grow corporate accounts or develop specific target into a corporate account.
• Wrote proposals, quotes and reviewed RFQ/bid documents to identify potential projects while maintaining an active proposal/opportunity pipeline in Salesforce.
• Worked collaboratively as a team with my project management and sales staff to assure success.
• Managed two separate service center managers in my territory that directly reported to me.
• Effectively presented power point presentations and lab management software demonstrations.

• Profitably sold environmental laboratory and consulting services.
• Successfully developed and managed accounts, while also managing active projects.
• Elevated sales growth over 100% in my first year of employment and consitently met quotas.
• Scoped, sold and managed asbestos, hazardous material, and lead survey projects.
• Established long term working business relationships with current and potential customers.
• Obtained a detailed understanding of my competitor's products and services.
• Managed projects, working with the laboratory and clients to assure quality customer service.
• Developed proposals, quotes and review RFQ/bid documents to identify potential projects.
• Involved in the MSA, pricing, contracts, terms and conditions negotiation process.
• Maintained knowledge of current market, competitors, and EPA/Ohio VAP regulations.
• Attended bid meetings and site walk's to bid potential projects efficiently.

• Sold financial solution products and assisted in managing the sales team for a mortgage brokerage firm.
• Primary clients were realtors, builders, bankruptcy lawyers, residential and commercial property owners.
• Achieved monthly sales quotas of 3-5 loans per month consistently.
• Supervised and trained sales staff in order to achieve company sales goals.
• Established lasting relationships with customers and business partners to increase sales.
• Maintained a working knowledge of current industry trends, standards and practices.