Join Our Team

Job Summary:

Reporting directly to the President of Frontline Training Solutions, the Director of Business Development will play a pivotal role in expanding our market presence and driving sales growth. This role is about more than generating business — it’s about living out our mission to transform organizations by developing people, inspiring growth, and unlocking potential.

The Director of Business Development will identify and cultivate new opportunities, create and execute strategic sales plans, and build lasting client relationships. The ideal candidate brings proven B2B sales experience in leadership training and consulting, executive recruitment, or strategic national accounts with a passion for delivering tailored solutions that help organizations and their people thrive.

Schedule: Full-time, 8am-5pm, Monday - Friday
Pay: Competitive Base + Commission, Based on Experience

Roles & Responsibilities:

Lead Generation & Lead Management

• Conduct market research to pinpoint potential clients in industries such as manufacturing, healthcare, construction, and logistics, using tools like LinkedIn, industry databases, and trade shows to compile a robust list of leads.
• Initiate contact with potential clients through personalized emails, calls, or social media engagements, aiming to schedule initial meetings or demos to discuss their training needs; leverage tools such as ZoomInfo and LinkedIn as well as “warm leads” from webinars and website submittals.
• Conduct “in-bound” sales through needs assessments focused on training requirements, budget, decision-making process, and timeline.
• Maintain an organized CRM system (HubSpot) to track interactions, follow-ups, and progress of each lead, providing weekly or monthly reports on lead status, activity metrics, and conversion rates to guide sales strategy adjustments.

Sales Strategy

• Establish clear, measurable sales targets aligned with company objectives, developing a quarterly and annual sales plan.
• Understand the Express Employment Professionals and Specialized Recruiting Group business lines; collaborate with business leaders and the sales & marketing teams to drive mutual benefit and support sales across all three businesses.
• Design and manage the sales funnel process, from awareness to closing, ensuring each stage is optimized with appropriate content, follow-up techniques, and conversion tools like free trials or webinars.
• Build strategic partnerships with industry organizations (i.e., Going PRO, MMA, AIAG, etc.) to generate sales and provide broad support for current and future clients.

Proposal Development

• Collect detailed information on client requirements through needs assessment consultations or RFP (Request for Proposal) documents to understand their specific training needs, challenges, and goals.
• Craft training proposals that align with the client's objectives, detailing how Frontline Training Solutions' programs will address their issues, enhance their organization, and provide measurable outcomes.
• Develop and deliver persuasive presentations or written proposals that not only outline the scope and benefits of the training solutions but also highlight the unique value proposition of Frontline Training Solutions compared to competitors.
• After proposal submission, engage with clients to gather feedback, refine the proposal if necessary, and ensure all client concerns or questions are addressed to increase acceptance rates and client satisfaction.

Client Relations

• Conduct regular training reviews with current clients to understand needs, gather feedback, and maintain strong repeat business flow.
• Work with Sales and Marketing team members to manage strategic discount offers to support open enrollment programming.
• Review past/missing clients regularly to maintain connection, re-engage, and sell additional services.
• Address and resolve any client issues or concerns promptly and effectively, ensuring that any dissatisfaction is managed to maintain or regain client trust and satisfaction.
• Participate in community organizations including board participation.

Reporting

• Regularly compile and analyze sales data to monitor progress against sales targets, providing detailed reports on key metrics like revenue, customer acquisition costs, and sales cycle length.
• Produce weekly or monthly updates on the sales pipeline, highlighting the status of deals at various stages, expected close dates, and potential risks or opportunities.
• Use historical data and current market trends to forecast future sales, helping management in resource allocation, budgeting, and strategic planning.
• Summarize findings in reports that not only present the data but also offer insights and recommendations for improving sales tactics, identifying training gaps, or adjusting market strategies based on performance analysis.

Qualification & Education Requirements

• Bachelor’s degree in business, marketing, communications, or related field.
• Minimum of 5 years in B2B sales, preferably in leadership training and consulting, executive recruitment, or strategic national accounts.
• Proven ability to meet and exceed sales quotas.
• Excellent interpersonal, negotiation, and communication skills.
• Strong understanding of CRM software and sales reporting tools.
• Ability to work independently while maintaining productivity.
• Must be willing to travel up to 25%

Knowledge, Skills & Abilities

The ideal candidate for this position is deeply committed to Express’ Care Promise Behaviors (Approachable, Professional, Compassionate, and Driven). In addition, they are a strong sales professional with a track record of:

• Expert relationship builder in person, over the phone, and in their written and verbal communication.
• Consistently meeting or exceeding sales targets in a B2B environment, particularly within the training, education, or HR sectors.
• Developing and nurturing long-term client relationships, understanding complex client needs, and delivering customized solutions.
• Creating and executing strategic sales plans that involve both direct sales techniques and indirect methods like partnerships or channel sales.
• Demonstrating high-level negotiation skills to close deals that are profitable and sustainable for both the company and the client.
• Utilizing CRM software and sales analytics tools to manage sales activities, track client interactions, and generate insightful reports.
• Communicating effectively across various mediums (in-person, virtual meetings, emails, presentations) to engage, persuade, and retain clients.