Director of Southern U.S Business Development

Position Summary

Position Summary: The Director of Southern U.S. Business Development is responsible for driving new client acquisition and expanding Bristol’s presence within a defined territory. This role leads the full sales lifecycle and serves as the first example to prospects of Bristol’s high-touch, hospitality-driven approach to mobility management. The Director of Southern U.S. Business Development maintains a strong market presence through active industry participation, territory planning, competitive analysis, and relationship cultivation with prospective clients and supplier-partners.

Ultimately, the role is essential in expanding Bristol’s client base, elevating brand awareness, and ensuring that new partnerships set up our clients to be Better with Bristol℠.

• Create and implement a strategic territory plan to identify and pursue new business opportunities
• Conduct market research and competitive analysis to identify opportunities, refine strategies, and maintain a competitive edge in the territory
• Lead the sales cycle from lead generation to closing, including working with the proposal development team during the RFI/RFP phase, marketing during the Best & Final phase, and other relevant stakeholders as appropriate; manage expectations of all involved stakeholders accordingly, including internal and external parties
• Participate in the negotiation of complex contracts and agreements, ensuring favorable terms for both Bristol and its clients
• Be the first example to prospective clients of how Bristol will be a consultative partner, serving as a subject matter expert and consultant on industry trends and best practices
• Exhibit a thorough understanding of Bristol’s services and differentiators and be able to clearly articulate the benefits of working with Bristol from the experience of the party you are addressing
• Demo Bristol’s technology platform to prospective clients
• Collaborate with Bristol’s internal teams (e.g., operations, account management, finance, IT, marketing) to deliver customized client solutions and to seamlessly implement the program/new client partnership
• Embody Bristol’s values “Core Commitments” and exhibits a keen understanding of the Bristol brand and connection to our culture in order to appropriately discern potential client partnerships that will be a mutually beneficial fit to ensure our own internal associates and our client stakeholders are Better with Bristol℠
• Actively participate in industry events, conferences, and trade shows (e.g., WERC®, regional conferences, FEM) to build Bristol brand awareness and generate/cultivate relationships with potential supplier-partners and clients
• Actively establish and build/nurture relationships with prospective clients and supplier-partners
• Regularly maintain accounting of all prospecting activity in Bristol’s CRM
• Remain aware and informed of industry updates (e.g., legislation/regulations impacting relocation programs, changes in the competitive or service provider landscape, developing best practices, the latest published surveys); analyze any relevant competitor and industry developments to adjust sales strategies accordingly
• Arrange and run Bristol-sponsored events (e.g., local roundtable) to support in-region prospective client and supplier-partners relationships
• Possess, and continue to refine, outstanding presentation skills (e.g., clear, concise, benefits-focused, enthusiastic, knowledgeable) for networking, sales meetings, sales presentations, and any prospective client interactions
• Other duties, as assigned

• Strategic thinking, strong communication and relationship-building skills, and the ability to influence stakeholders are key to success.
• Results-driven, self-motivated, curious, empathetic, and adaptable individuals are a natural fit for the role.
• Understanding the global mobility industry and the ecosystem of providers is crucial.
• The ability to juggle executing proposal and presentation deliverables with internal stakeholders (e.g., proposal and marketing teams) according to external deadlines while balancing regular prospecting responsibilities is essential.