|Denise Marien, V.P. Business Development
BOND Brothers, Medford, MA
Continually identifies builds and develops new client business within a vertical market by pursing business opportunities with strategic targets in key industries and cultivating relationships with existing clients. Delivers compelling calls and presentations to introduce capabilities and value proposition. Negotiates and communicates complex concepts/business issues to a variety of audiences.
Identifies and evaluates new markets and partnership opportunities through direct prospecting, networking, attendance and participation with various industry and professional groups and networking associations.
Oversees all aspects of the sales process within the vertical market, including development of opportunity-specific sales strategy, selection of pursuit teams and "quarterbacking" the entire sales process until the final close of the construction project.
Defines, tests, refines and implements strategic plans to successfully achieve opportunities within the vertical market segment. These activities include primary research, industry, market and competitive analysis, and customer needs assessment. Ensures strategic objectives of the vertical market segment are well understood and executed by the pursuit team.
Provides expertise and direction for the day to day management of bid packages in the development pipeline. Provides client specific opportunity assessment, market evaluation, market research, financial evaluation, and other marketing needs required throughout the proposal preparation and delivery process. Incorporates customer needs and input/feedback from both internal and external groups.
Partners in conjunction with the marketing team to create effective marketing strategies to win in the marketplace, including market segmentation, value proposition development, technology positioning, pricing strategy, branding strategy, channel strategy and communications strategy development.
Motivates others and provides leadership to accomplish team goals without having direct authority over team members.
Prudently manages resources within budgetary guidelines according to company policy and within ethical corporate governance guidelines.
Demonstrates positively company's mission, vision, value statements, reputation, code of ethics, standards, policies and procedures internally and throughout the marketplace.
Business Development Executives often have the title of Vice President, and are considered part of the company's upper management team. If successful, their income is usually among the top two or three in the company.