Job Description
Position Overview
The Director of Business Development is responsible for driving net-new business growth within an assigned territory through strategic prospecting, relationship development, and consultative selling. This individual will own the full sales cycle and build long-term partnerships with enterprise-level clients across multiple verticals.
Key Responsibilities
Develop and execute a territory strategy focused on identifying and winning high-value, multi-site accounts.
Generate new business through targeted prospecting, cold outreach, networking, referrals, and industry engagement.
Own the full sales cycle, from opportunity identification through contract negotiation and close.
Conduct executive-level meetings and presentations while positioning solutions that align with client business objectives.
Build lasting customer relationships and expand opportunities within existing accounts.
Consistently develop and maintain a healthy sales pipeline through disciplined prospecting and account management.
Leverage CRM tools to manage pipeline activity, forecasting, and account planning.
Collaborate cross-functionally with marketing, operations, and customer success to ensure successful client onboarding and account growth.
Travel regularly throughout the territory to meet with clients and prospects.
Ideal Candidate Profile
Successful candidates will possess a combination of industry expertise, business development skills, and a strong work ethic.
Preferred Industry Backgrounds
Waste Management
Integrated Facilities Management (IFM)
Group Purchasing Organizations (GPOs)
Commercial Real Estate
REITs
Property Management
Mall / Retail Portfolio Management
Multi-site Services
We are a company committed to creating diverse and inclusive environments where people can bring their full, authentic selves to work every day. We are an equal opportunity/affirmative action employer that believes everyone matters. Qualified candidates will receive consideration for employment regardless of their race, color, ethnicity, religion, sex (including pregnancy), sexual orientation, gender identity and expression, marital status, national origin, ancestry, genetic factors, age, disability, protected veteran status, military or uniformed service member status, or any other status or characteristic protected by applicable laws, regulations, and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please send a request to HR@insightglobal.com.To learn more about how we collect, keep, and process your private information, please review Insight Global's Workforce Privacy Policy: https://insightglobal.com/workforce-privacy-policy/.
Required Skills & Experience
Required Experience
5+ years of B2B business development or territory sales experience.
Proven success in a true hunter role with responsibility for generating net-new business.
Experience managing the entire sales process from prospecting through close.
Strong prospecting skills, including cold calling and proactive outreach.
Experience selling into multi-location or enterprise-level organizations.
Bachelor's degree required.
Traits & Competencies
Highly motivated and self-directed.
Demonstrates strong business judgment and common sense.
Researches accounts and buyers before outreach.
Relationship builder who develops trust-based partnerships.
Persistent, resilient, and coachable.
Comfortable engaging executive-level decision makers.
Strong consultative and value-based selling skills.
Preferred Qualifications
Waste management industry experience.
Experience managing complex opportunities valued at $2.5M+.
History of developing strategic territory growth plans.
Familiarity with GPO sales strategies and multi-site account selling.
Benefit packages for this role will start on the 1st day of employment and include medical, dental, and vision insurance, as well as HSA, FSA, and DCFSA account options, and 401k retirement account access with employer matching. Employees in this role are also entitled to paid sick leave and/or other paid time off as provided by applicable law.