Principal, Business Development GTM Strategy & Planning

The Chamberlain Group; Oak Brook (IL); On-site; USD 120,000 - 160,000; Full time

Job summary

Chamberlain Group is seeking a Senior Business Development leader to design and maintain the BD territory model across channels, targeting accounts and end-users to drive revenue growth.

You will build prioritization rules, refine hunting playbooks, and collaborate with Sales Analytics and GTM teams to ensure resources focus on high-value opportunities across North America.

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.

Responsibilities

• Design and maintain the Business Development territory model across channels.
• 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.
• Build prioritization rules that rank accounts and projects by potential, fit and likelihood to convert.
• Develop and continually refine the hunting playbook: ideal customer profiles, qualification criteria, sales stages and handoff to channel partners.

Skills

Financial acumen

Bias to action

Data-driven decision making

Analytical thinking

Education

Bachelor's Degree in Business, Marketing or related field

Master's in Business Administration (MBA)

Tools

Salesforce

Power BI

Tableau

SAP Analytics Cloud

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.

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 o