Principal, Business Development GTM Strategy & Planning

The Chamberlain Group LLC; Oak Brook (IL); Hybrid; USD 130,000 - 209,000; Full time

Benefits offered by this job

Benefits package

401k

Job summary

The Chamberlain Group LLC is a global leader in intelligent access with a strong channel and end-user focus. This role designs and maintains the Business Development territory model, establishes targeting criteria, and builds prioritization rules to drive high-value opportunities across channels.

You will own the cross-channel BD pipeline, define playbooks for hunting accounts and end users, and collaborate with sales analytics, product, marketing and pricing to optimize offers and incentives.

Qualifications

• Bachelor's Degree in Business, Marketing or related field
• 7+ years in Sales and/or Marketing; 5+ years with a focus on business development strategy, channel strategy or sales operations
• Built or redesigned a territory or coverage model, including targeting, prioritization and goal setting
• Managed a pipeline operating cadence in a CRM such as Salesforce
• Data visualization experience with Power BI, Tableau or SAP Analytics Cloud
• Strong financial acumen; demonstrated ability to lead change
• Bias to action, taking initiative to solve business problems proactively and create new best practices
• Fast paced, data-driven decision making with knowledge of basic statistical testing and analysis
• Turn analysis into a simple playbook a sales team will adopt
• Ability to travel up to 30% within North America

Responsibilities

• Design and maintain the Business Development territory model across channels
• Define targeting criteria for new account acquisition
• Define targeting criteria for end-user pull-through across projects
• Build prioritization rules that rank accounts and projects by potential
• Develop and refine the hunting playbook: ICPs, qualification, stages, plans
• Collaborate on handoff and co-selling rules for Community/multifamily opportunities
• Own cross-channel BD pipeline view and cadence
• Set pipeline standards for stages, targets, coverage, deal hygiene
• Run pipeline reviews with BD leaders to surface gaps
• Measure pipeline health and drive improvements
• Build market sizing models by channel and geography
• Translate market potential into targeting lists with Sales Analytics
• Analyze competitor presence and win/loss patterns
• Provide insights to leadership on BD investments
• Match CG offers to segment needs with lead offers
• Develop segment value propositions and selling stories
• Coordinate GTM planning with Channel GTM, Product, Marketing, Pricing and Sales
• Track offer performance and adjust pricing/bundles/programs
• Build relationships with BD leaders and partners
• Comply with health and safety guidelines
• Protect confidential information
• Maintain professional knowledge through learning and networking
• Contribute to team goals through related projects

Skills

Territory design

Sales strategy

CRM cadence

Power BI

Tableau

SAP Analytics Cloud

Data visualization

Financial acumen

Change leadership

Data-driven decisions

Travel readiness

Education

Bachelor's degree in Business/Marketing

MBA

Tools

Salesforce CRM

Job description

Chamberlain Group (CG) is a global leader in intelligent access and Blackstone portfolio company. Powered by our myQ technology, we make access simple and secure for millions of homeowners, businesses, and communities worldwide. Our flagship brands, LiftMaster® and Chamberlain® , are found in 51+ million homes, and 14 million+ people rely on the myQ® app daily.

Responsibilities

• Design and maintain the Business Development territory model across channels that assigns coverage, capacity and goals across two motions: hunting new accounts and hunting end users to pull CG product through the channel
• Define targeting criteria for new account acquisition, including dealer, integrator and distribution partners not yet buying CG product
• Define targeting criteria for end-user pull-through across door automation and other end-user projects, such as commercial, industrial and mixed-use developments
• Build prioritization rules that rank accounts and projects by potential, fit and likelihood to convert so each team spends time on the highest-value targets
• Develop and continually refine the hunting playbook: ideal customer profiles, qualification criteria, sales stages, call plans and handoff to channel partners for fulfillment
• Collaborate with Community sales and GTM teams on handoff and co-selling rules where opportunities include Community or multifamily solutions, which remain owned by those teams
• Own the cross-channel Business Development pipeline view and operating cadence, focusing the teams on the critical few opportunities that move revenue, margin and market share
• Set pipeline standards for stage definitions, conversion targets, coverage ratios and deal hygiene in the CRM
• Run pipeline reviews with Business Development leaders in each channel that surface stalled deals, gaps in coverage and where to reallocate effort
• Measure and communicate pipeline health and conversion against business goals and drive improvements based on insights
• Build market sizing and potential models by channel, geography, segment and account using construction starts, project data, installed base and share estimates
• Translate market potential into targeting lists and territory goals in partnership with Sales Analytics
• Analyze competitor presence and win/loss patterns by segment to identify where CG can take share
• Provide insights and recommendations to senior and executive leadership on where to invest Business Development capacity
• Match CG offers to each segment's needs, including core operators, accessories and complete-solution bundles, so every target has a clear lead offer
• Develop segment value propositions and selling stories that articulate the business value for end users, specifiers and channel partners
• Coordinate cross-functional GTM planning with Channel GTM leads, Product, Marketing, Pricing and Sales to package offers, programs and incentives that convert pipeline
• Track offer performance by segment and recommend changes to pricing, bundles or programs based on results
• Build strong relationships with Business Development leaders, channel sales teams and partners to understand customer needs and how CG priorities align with their growth objectives
• Comply with health and safety guidelines and rules; managers should also ensure compliance across their teams
• Protect Chamberlain Group’s reputation by keeping information confidential
• Maintain professional and technical knowledge by attending educational workshops, reading professional publications, establishing personal networks, and participating in professional societies
• Contribute to the team effort by accomplishing related results and participating on projects as needed

Minimum Qualifications

• Education/Certifications Bachelor's Degree in Business, Marketing or related field
• Experience: 7+ years in Sales and/or Marketing; 5+ years with a focus on business development strategy, channel strategy or sales operations
• Built or redesigned a territory or coverage model, including targeting, prioritization and goal setting
• Managed a pipeline operating cadence in a CRM such as Salesforce
• Data visualization experience with Power BI, Tableau or SAP Analytics Cloud
• Knowledge, Skills, and Abilities: Strong financial acumen; demonstrated ability to lead change
• Demonstrated bias to action, taking initiative to solve business problems proactively and create new best practices where the business demands
• Demonstrated ability for fast paced, data-driven decision making with knowledge of basic statistical testing and analysis
• Ability to turn analysis into a simple playbook a sales team will adopt
• Other: Ability to travel up to 30% within North America

Preferred Qualifications

• Education/Certifications: Master's in Business Administration (MBA)
• Experience: Experience in building products, commercial door or door automation
• Experience with specification-driven or two-step distribution models where end-user demand is pulled through channel partners
• Experience with construction project data sources such as Dodge or ConstructConnect #LI- Hybrid – Oak Brook, IL #LI-MM1

Compensation

The pay range for this position is $129,700.00 - $209,200.00; base pay offered may vary depending on a number of factors including, but not limited to, the position offered, location, education, training, and/or experience. In addition to base pay, also offered is a comprehensive benefits package and 401k contribution (all benefits are subject to eligibility requirements). This position is eligible for participation in a short-term incentive plan subject to the terms of the applicable plans and policies.

Diversity & Inclusion

Chamberlain Group wants all of its employees to succeed and encourages people of all backgrounds to apply. We’re proud to be an Equal Opportunity Employer, and you’ll be considered for this role regardless of race, color, religion, sex, national origin, age, sexual orientation, ancestry; marital, disabled or veteran status. We’re committed to fostering an environment where people of all lived experiences feel welcome. Persons with disabilities who anticipate needing accommodations for any part of the application process may contact, in confidence [e-mail].

About the Company

Chamberlain Group (CG) is a global leader in intelligent access and Blackstone portfolio company. Powered by our myQ technology, we make access simple and secure for millions of homeowners, businesses, and communities worldwide. Our flagship brands, LiftMaster® and Chamberlain® , are found in 51+ million homes, and 14 million+ people rely on the myQ® app daily. Chamberlain Group also includes Systems, LLC, a leading manufacturer of loading dock equipment for over 60 years, and Controlled Products Systems Group, a leading wholesale distributor of access control equipment in the U.S.

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