Vertical Business Development Manager

Summary

AVIRE is a global leader in elevator safety and emergency communications, serving building owners, consultants, and elevator professionals through its RATH and JANUS brands. The Vertical Business Development Manager will accelerate SmartView adoption across higher education, healthcare, and other strategic vertical markets by developing end-user relationships, managing opportunities, securing specifications, and driving commercial conversion.

Responsibilities

• Identify, prospect and develop relationships with owners, facilities leaders and key decision-makers within targeted vertical markets
• Build and maintain a robust pipeline of qualified opportunities within assigned market segments
• Establish account strategies that align stakeholder priorities, project objectives and commercial opportunities
• Serve as the primary commercial relationship owner throughout the opportunity lifecycle
• Own commercial strategy and revenue conversion for assigned opportunities from initial engagement through order
• Guide opportunities through evaluation, budgeting, specification, bidding, contractor engagement, implementation planning and purchase
• Manage pipeline health, forecasting accuracy, project milestones, risk assessment and next step accountability
• Coordinate internal resources to remove obstacles and accelerate project progression
• Partner with the Consultant & Specification Manager to increase SmartView adoption within end user standards, approved product lists, basis-of-design language and project specifications
• Align stakeholders, decision-makers and project sponsors while supporting specification strategies that advance commercial opportunities
• Retain ownership of account relationships, commercial execution and project advancement while leveraging technical and specification expertise as needed
• Collaborate with Sales, Marketing, Product Management and Consultant & Specification Manager to align market development strategies and execution plans
• Provide market intelligence regarding customer needs, competitive activity, funding trends and emerging vertical market opportunities
• Maintain accurate opportunity, relationship, and account information within Salesforce or similar system
• A qualified end-user funnel is developed across higher education, healthcare and other targeted vertical markets
• Commercial and technical strategies are jointly developed and executed, with clear accountability for specification adoption and opportunity conversion
• Strategic relationships are established and expanded within target end user organizations
• SmartView adoption increases through successful incorporation into end user standards, approved product lists and project specifications
• Revenue-producing opportunities progress through the pipeline with predictable forecasting accuracy and timely commercial conversion
• Specified projects are commercially managed through key milestones from opportunity identification through contractor engagement and order conversion
• Market intelligence on customer needs, trends and competitive activity informs commercial and product strategy
• Relationships, opportunities and project intelligence are maintained in Salesforce, or similar system, to enable effective organizational visibility and execution

Skills

• Demonstrated ability to develop end user relationships and influence specification-driven purchasing decisions through collaboration with consultants, designers and technical stakeholders
• Exceptional prospecting, stakeholder management, executive communication and commercial presentation skills
• Ability to influence without formal authority and translate needs into specified demand
• Strategic thinking combined with strong execution discipline
• Excellent written, verbal, and interpersonal communication skills
• Experience with Salesforce and Power BI, or equivalent CRM and business intelligence tools
• Fluent in English and primary language used in area of responsibility and/or location
• Bachelor's degree in Business Administration, Marketing, Communications, Engineering, and/or a related field or equivalent experience
• A minimum of 3 years of experience in outbound business development, strategic accounts, end user engagement, commercial project development or a related role in a specification-driven industry
• Experience engaging higher education, hospitals or healthcare systems, airports, government organizations, property management companies, or comparable institutional end users is strongly preferred

Qualifications

Must Haves

• Demonstrated ability to develop end user relationships and influence specification-driven purchasing decisions through collaboration with consultants, designers and technical stakeholders
• Exceptional prospecting, stakeholder management, executive communication and commercial presentation skills
• Ability to influence without formal authority and translate needs into specified demand
• Strategic thinking combined with strong execution discipline
• Excellent written, verbal, and interpersonal communication skills
• Experience with Salesforce and Power BI, or equivalent CRM and business intelligence tools
• Fluent in English and primary language used in area of responsibility and/or location
• Bachelor's degree in Business Administration, Marketing, Communications, Engineering, and/or a related field or equivalent experience
• A minimum of 3 years of experience in outbound business development, strategic accounts, end user engagement, commercial project development or a related role in a specification-driven industry

Nice to Haves

• Experience engaging higher education, hospitals or healthcare systems, airports, government organizations, property management companies, or comparable institutional end users is strongly preferred

Benefits

• Competitive base salary with performance-based incentive
• Complete benefits package including health, dental & vision insurance, 401K, vacation, and generous parental leave
• Paid time off
• Educational Assistance
• Professional Development training opportunities