Director, Business Development

OUR ORGANIZATION:

HR Collaborative is a part of the Kinexus Group family of organizations. Kinexus Group, recognized as one of Nonprofit Times 2017, 2018, 2019, 2020, 2021 and 2022 Best Nonprofits to Work For, is a cutting-edge community development organization with growing initiatives to create an economically thriving Michigan. We are change agents who create solutions for business, workforce, and community challenges to promote economic vitality.  

THE TEAM:

HR Collaborative is a West Michigan-based professional services firm that helps businesses grow their most valuable asset: their people. Providing organizations with high-impact HR consulting, staffing, and recruiting services, powered by an expanding community of fractional HR professionals.

JOB SUMMARY:

The Director of Business Development is responsible for leading and executing HR Collaborative’s sales and business development efforts to achieve departmental  and organizational revenue goals.  This role manages the Business Development team and personally engages in sales activities to build strong relationships, close deals and drive growth.   The Director ensures that sales processes, systems and team performance operate at a high level of effectiveness while fostering collaboration across Marketing, Client Success and Staffing.

ACCOUNTABILITIES:

• Revenue Generation and Quota Attainment
  1. Conducts sales and leads sales team by establishing and managing monthly, quarterly, and annual sales and revenue quotas for each seller
  2. Ensures team meets or exceeds annual bookings, revenue and gross margin targets across all service lines
  3. Builds and maintains a robust pipeline of qualified prospects
  4. Converts qualified leads into paying customers
  5. Selects and owns a portfolio of strategic or national/enterprise accounts
• Revenue Growth and Market Expansion
  1. Identifies and prioritizes target market verticals (geography and industry) in alignment with sales strategy
  2. Retains and expands existing customer relationships (renewals, up-sell, cross-sell)
  3. Achieves defined revenue and gross margin targets
• Customer Relationship Management
  1. Builds trusted advisor relationships with customers, understanding their business by pursuing consultative, value-based selling approach
  2. Ensures deployment and effective utilization of technology stack (CRM, workflows and proposal software)
  3. Coordinates with marketing for lead generation, campaign follow-up, and event participation and customer appreciation efforts
• Leadership
  1. Leads, coaches and develops the Business Development Team (sales team)
  2. Recruits, onboards, and develops high-performing sales professionals aligned to the company’s culture and values and capable of delivering sales outcomes
  3. Models and reinforces consultative, value-based selling behavior

RESPONSIBILITIES:

• Sales Leadership and Execution
  1. Develop and execute sales strategies to achieve departmental and personal sales targets.
  2. Actively engage in prospecting, relationship building and closing new business.
  3. Maintain and grow a book of business and key client relationships.
  4. Lead by example through consistent client engagement and high sales performance.
• Team Management and Development
  1. Lead, coach, and develop the Business Development team to ensure strong sales performance.
  2. Conduct regular 1:1 meetings and team huddles to track progress, remove obstacles, and drive accountability.
  3. Foster a culture of collaboration, trust, and continuous improvement.
• Process Improvement & Operations
  1. Implement and refine scalable sales processes, ensuring consistency and efficiency.
  2. Monitor CRM usage and data integrity to support accurate forecasting and reporting.
  3. Identify opportunities to improve systems and technology for sales enablement.
• Cross-Functional Collaboration
  1. Partner with Marketing to align lead generation, campaigns, and messaging.
  2. Collaborate with Client Success and Staffing to ensure seamless client handoffs and satisfaction.
  3. Work with finance to ensure accurate invoicing and revenue tracking.
• Performance Management & Reporting
  1. Track and report sales metrics, pipeline health, and performance to senior leadership.
  2. Monitor key trends, market shifts, and competitor activity to inform sales strategies.
• Professional Development & Thought Leadership
  1. Stay current on sales best practices, industry developments, and emerging technologies.
  2. Participate in professional networking events, conferences, and learning opportunities.
  3. Occasionally lead internal training sessions or webinars to share expertise.
• Other Duties as Assigned
  1. Support special projects, new initiatives, and other organizational goals as needed.

SUPERVISION RECEIVED:

General Direction: Plans and arranges own work and takes initiative to hit Company goals. Collaborates with others and uses a wide range of procedures to accomplish assigned objectives.

SUPERVISORY RESPONSIBILITIES:

Advanced supervision: Determines work assignments, priorities, and procedures for subordinates. Responsible for assigning, scheduling, and ensuring the quality and quantity of work. Approves time off and schedule adjustments. Provides training, coaching and development of subordinates.

EDUCATION & EXPERIENCE: 

• Bachelor's degree or equivalent work experience; advanced degrees/ certifications a plus
• Five (5) to ten (10) years of experience in leading sales teams.
• Proven success selling to mid-market (Professional talent services, Marketplace B2B) with a “Land & Expand" mission.
• Expertise in sales cycle management and achieving growth targets.
• Passionate about building and leading driven teams.
• Skilled in sales modeling, strategy, incentives, and compensation.
• Thrive in second-stage growth environments ($5-$30M growth cycle).
• Background in insurance, staffing or HR services preferred.

KNOWLEDGE, SKILLS & ABILITIES:

• Strong proficiency in all aspects of full cycle sales, qualifying, networking, assessing, and relationship management.
• Ability to develop relationships at all levels of the business.
• Strong written, verbal, and interpersonal communication skills.
• Proficient with Microsoft Office Suite (Word, Excel, PowerPoint), LinkedIn, CRM software platforms.

CORE COMPETENCIES:

• Self Motivated: Ability to reach a goal or perform a task with little supervision or direction.
• Management: Ability to achieve desired outcomes by organizing individuals and setting goals and priorities to deliver results.
• Initiative: Ability to act promptly and take steps to solve or settle an issue proactively.
• Persistence: Ability to continue in a course of action in the face of adversity.
• Relationship Building: Ability to establish and maintain a good rapport and cooperative relationship with customers and co-workers.

We have a unique culture that requires us to be BOLD, INSPIRATIONAL, ENTREPRENEURIAL and INCLUSIVE.   We spend more waking hours with each other than we do with family or friends, so finding someone that adds to our culture is extremely important.   It is our goal to inspire positive economic change one person, one business and one community at a time. 

Kinexus Group is an Equal Opportunity Employer/Program. Auxiliary aids, reasonable accommodations and or services are available upon request for individuals with disabilities. Michigan Relay Center: 711 Voice and TDD. Kinexus is a partner of American Job Centers.