Director of Business Development

Description

At Mercury GSE, our customers come first and therefore, the Director of Business Development will help the sales team in growing our rental and leasing business of Mercury GSE through prospecting, quoting, negotiating terms, customer service and sales support. This position is pivotal in generating rental and leasing revenue by soliciting and securing opportunities from both new and existing customers. This is accomplished through highly communicative interactions (both virtual and in-person), including giving presentations showcasing Mercury GSE’s comprehensive range of equipment and services.

ESSENTIAL DUTIES AND RESPONSIBILITIES

New Business Development (80% Hunting)

Prospecting and Lead Generation:

• Identify and pursue new business opportunities through various channels such as cold calls, phone outreach, equipment application consultations, and value-added services.
• Leverage joint calls and cross-selling techniques to expand market reach and acquire new customers.
• Consultative Sales Approach:
• Engage with potential customers to understand their needs and educate them on the benefits of renting or leasing ground support equipment.
• Develop and present customized rental and leasing proposals, focusing primarily on C-Suite decision-makers.
• Relationship Building:
• Establish and maintain strong relationships with key equipment users, influencers, and decision-makers, including C-level executives.
• Conduct face-to-face meetings and consultative visits to deepen relationships and close new business deals.

Customer Account Growth (20% Farming)

Customer Retention and Growth:

• Develop and implement strategies to retain existing customers by proactively addressing their needs and identifying opportunities for upselling and cross-selling additional services or equipment.
• Lead discussions focused on customer retention, contract renewals, and expanding service offerings to existing clients.
• Holistic Customer Understanding:
• Gain a comprehensive understanding of each customer’s rental, leasing, and purchasing strategies, as well as their short-term and long-term goals.
• Leverage customer insights to tailor solutions that best meet their ground support equipment requirements.

Strategic Relationship Management

Trust and Credibility:

• Build trusting and credible relationships with customers by quickly gathering, analyzing, and leveraging information to make strategic decisions and recommendations.
• Act as a trusted advisor to customers, ensuring their needs are met with the right solutions.
•  Customer Relationship Management (CRM):
• Maintain an accurate and up-to-date list of new prospects and current customers in the CRM tool.
• Ensure all customer interactions, proposals, rentals and updates are thoroughly documented in CRM

Additional Responsibilities

• Provide regular sales reports and forecasts to the Vice President of Sales, highlighting key wins, pipeline status, and potential risks.
• Stay informed about industry trends, competitor activities, and emerging customer needs to adapt strategies accordingly.
• Contribute to the development and refinement of sales processes, tools, and strategies to drive continuous improvement.

Travel Requirements - Willingness to travel up to 25% of the time to meet with clients, conduct consultations, and close business opportunities.

Supervisory Responsibilities - This position has no supervisory responsibilities

Requirements

Education and/or Experience

•  Bachelor's degree in business administration, marketing, communications, finance, or a business-related field
•  10+ years proven experience in relationship selling environments, transactional leasing, or related field
•  Heavy equipment and/or Aviation industry experience a plus
•  Possess and maintain a valid class C drivers’ license
•  Middle market sales/leasing/banking/finance experience with transactional deal sizes of 1 million to 20 million
•  In-depth knowledge of equipment leasing and ability to articulate and present to C-Suite executives the advantages of rental / leasing contracts preferred
•  Track record of successfully selling with executives and decision makers from Fortune 500 companies
•  Strong selling, customer-service, relationship-building, strategic thinking, analytical and problem-solving skills
•  Excellent writing and presentation skills
•  Proficient in CRM and Financial Leasing software (e.g. Salesforce, Dynamics) and MS Office Suite
•  Proficient in creating and executing PowerPoint presentations, pitches and presentations to C-suite executives and various stakeholders
•  Results driven with a focus on continuous improvement

PHYSICAL DEMANDS, WORK ENVIRONMENT, HEALTH AND SAFETY

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

•  While performing the duties of this job, the employee is regularly required to stand, walk, sit and talk or hear.
•  The employee is frequently required to stand, walk; bend, lift, carry, and/or move up to 30 pounds.
•  Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.

Mercury GSE is an Equal Opportunity Employer and prohibits discrimination and harassment of any kind. Mercury GSE is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Mercury GSE are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion or belief, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Mercury GSE will not tolerate discrimination or harassment based on any of these characteristics. Mercury GSE encourages applicants of all ages.