Director, Business Development

US-NC-Charlotte
Requisition #
2017-16581
Category
Sales
Type
Full-Time
Work From Home (Virtual)
Yes

Overview

Founded in 1951, Iron Mountain Incorporated (NYSE: IRM) is the global leader in storage and information management services. Iron Mountain is committed to storing, managing and transforming what our customers value most, from paper records to data to priceless works of art and culture. Providing a full suite of solutions – records and information management, data management, digital solutions, data centers and secure destruction – Iron Mountain enables organizations to lower storage costs, comply with regulations, recover from disaster, and protect their data and assets from a complex world. Visit the company website at www.ironmountain.com for more information.
 
Iron Mountain enables 94% of the Fortune 1000 to smartly and securely manage their physical and digital information assets. With unmatched innovation and collaboration, our teams create information management solutions for our customers’ data, no matter what format, location or lifecycle stage it’s in and no matter where it’s kept. We are more than 17,000 people strong and growing. We’ve been a trusted records management leader since 1951.
 
Iron Mountain is an equal opportunity employer, and does not unlawfully discriminate on the basis of race, color, religion, sex, national origin, marital status, age, sexual orientation, gender identity characteristics or expression, disability, medical condition, U.S. Military or veteran status or other legally protected classifications in making employment decisions.

Responsibilities

The purpose of the Director of Business Development, Mid-Market is to direct and manage all mid-market sales functions within the Shred Business Unit. This role will be responsible for leading and developing new sales, through prospecting, executing on marketing initiatives and campaigns to further penetrate our mid-market customer base. The Director will lead 4 teams consisting of a Manager and 10 Business Development Representatives.

 

  • Accountable for establishing and implementing an effective sales force, through recruitment, retention and management of the mid-market sales force. Meet sales goals with budgeted resources and developing regional sales strategies for BDR’s to utilize. Conduct a standardized approach across teams and coordinate sales activities. Collaborates with other Sales and Implementation teams related to new account on-boarding and strategic support related to account assignment coverage.
  • Understand and maintain current knowledge on the company's products, services, features, benefits and applications for Iron Mountain's services and systems. Keep informed on competitive services, promotional matter, sales techniques, pricing and marketing policies. Utilize resources and perform research to determine sales patterns and strategies. Work with local Operational leadership to drive market synergy between Sales and Ops.
  • Individually motivate sales teams to develop new business. Evaluate sales representatives: sales abilities, time management, prospecting, qualification, selling skills, sales strategy, product knowledge, and proposal writing and provide formal/informal training when needed. Manage BDRs through the individual improvement process by providing feedback and coaching. Help to navigate the IRM career path and manage BDR success.
  • Assist in selling new business, provide sales support for sales team, analyze account profitability and work with both sales representatives in determining sales techniques, advertising and market penetration. Promote Iron Mountain and reaffirm corporate image in the territory through ad hoc events, associations and through incorporating image into sales effort. Plan, develop and execute sales strategy and tailor to potential clients.
  • Ongoing maintenance of a sales infrastructure relating to information/reporting systems (SFDC), proposal generation, communication, and information sharing. Coach and assist sales representatives in the preparation of special proposals including, pricing quotations, terms of sales and transfer dates as requested by potential customers. Expert in forecasting and pipeline/opportunity stage management.

 

Qualifications

Requirements:

 

  • Bachelor’s Degree

    5+ years of sales management experience

    5+ years of outside sales experience within mid-markets

    *Candidate must reside within a SHRED Plant location

     

  • Travel Requirements: 75% Travel Required

  • Proven selling skills in a service industry.
  • Strong written, verbal and presentation skills.
  • Hands-on people management/development and team building skills.
  • Formal Sales Training received
  • Delivery of Sales Training a plus

 

 

Compliance Obligations:

 

It is the responsibility of every Iron Mountain employee:

  • to comply with all applicable laws, rules, regulations, and company policies
  • to exhibit ethical behavior in accordance with our Code of Ethics and Business Conduct 
  • to complete required training within the allotted time frame