Director, New Business Development

Location: San Francisco, CA

Department: PCH Lime Lab

Type: Full Time

Min. Experience: Senior Manager/Supervisor

Position Summary

PCH Lime Lab is seeking a New Business Development expert with 5-8 years of relevant experience to be an integral part of our product development consulting business. We are looking for a New Business Development Director dedicated to advance our business development and sales efforts.  The ideal candidate is a natural hunter who is highly skilled at opening high-level conversations, qualifying opportunities, and closing the right deals as well as the patience of developing long term relationships. This position requires meeting aggressive targets and understanding how to execute on growth goals.

The person who fills this role will work closely and collaboratively with our team of designers, engineers and business leaders focused on hardware development challenges resulting in successful outcomes for our clients. Our clients include a range of large multinational companies to small start-up initiatives.

Key Activities

The New Business Development Director will be responsible for executing a business development strategy to develop and grow potential client relationships. This person will work closely with Lime Lab leaders, clients, and our project teams to do the following:

  • Lead Generation: In partnership with the larger team, you will proactively research, identify and qualify new leads. You will drive communications with potential clients to communicate Lime Lab's process and capabilities. You will be responsible for helping to craft a strategic outlook and ongoing prospect list for targeted conversations and opportunities for engagement.
  • Business Development Team Strategy: In collaboration with leadership, the business development team, and the rest of the project team leaders, you will build and maintain momentum around and oversee execution of a plan that supports the broader strategic goals of the team. Forecasting and developing roadmaps is key.
  • Lead Conversations to the Negotiations and Business Closure Phase: Collaborate with Business Development Team, Discipline leads, and the Executive team  to develop appropriate project scope, pricing, and timing during the business development process according to the client’s needs and Lime Lab’s capabilities.
  • Designing and maintaining connections across our business communities: You will be responsible for regularly and creatively engaging key stakeholders in our pipeline and decision making processes.
  • Opportunity Framing: You will contribute to and assist in generating well-coordinated and compelling client project proposals, presentations and meetings, which not only address client needs, but also clearly articulate the fundamental design challenge and innovation opportunity. You will also be expected to be an active participant in developing new methods for engaging collaboratively with clients in an entrepreneurial way. We expect you to not only understand and communicate Lime Lab’s value proposition, but to also look for novel opportunities in order to advance our thinking.
  • Communication: You will be responsible for improving and maintaining visibility and transparency in our pipeline and business development process. This involves ensuring regular updates on in-process and emerging leads and clarity around accountability for moving the process forward.
  • Network development:  Working with our Leadership team, you will identify industry forums (conferences, media, meetings, professional affiliations, etc.) to showcase Lime Lab and create meaningful connections to potential clients and to reinforce existing client relationships. This includes working with our marketing team to assemble and coordinate our presence at these events sometimes with limited resources.

 

Key Qualifications

  • 5-8 years of relevant experience in business development, strategic client relationships, sales, account management, and/or product development within design consulting firms, hardware development companies, or other professional consulting firms
  • A understanding of the hardware product development process is a plus
  • A successful process, track record, and evidence for proactive lead generation
  • Exceptional communication skills (oral and written) at all levels of organizations, both within clients, teams, and partner organizations is required
  • A passion for products is a must
  • Ability to close win-win business deals
  • Proactive, intuitive, engaging, entrepreneurial, self-motivated, and collaborative are important traits to be successful
  • An empathy for our potential clients’ needs and motivations. Strong listening skills is required
  • The ability to wear lots of hats
  • Excellent organization skills including time management, exceptional follow-up, and tracking progress
  • Experience selling services preferred
  • Bachelor’s degree required; an engineering degree and/or MBA are an advantage.
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