Director, Business Development Property Management

Company Overview:

At ADT Commercial, we are in the business of helping people and organizations to protect what matters most to them. Building upon ADT's 145-year legacy, we secure the livelihoods and futures of critical commercial environments, retail location, educational campuses, healthcare facilities and financial institutions across the U.S. as an industry-leading security, fire and life safety systems integrator. We strive to have the most experienced and technically trained and talented teams in the industry, driven by excellence at every turn. At ADT Commercial, we truly believe that our people are the difference - for our organization, the customers we serve and the communities we protect. When you're a part of ADT Commercial, you'll have the opportunity to be a part of that difference every day. With more than 300 locations, a deep national presence, and comprehensive portfolio of solutions and services, our employees are always poised for career advancement and growth. For more information, visit or follow us on LinkedIn and Facebook .

Position Summary:

This role is responsible for:

• Improving ADT Commercial's market position and achieving financial growth.
• Developing an overall strategic plan for this industry.
• Evaluating which clients within the property management industry are essential to ADT Commercial's growth.
• Fostering strong business relationships, creating a level of trust, and uncovering the best opportunities that generate the most revenue.

Duties And Responsibilities:

Leadership

• Manage a team of Property Management Firm (PMF) - Business Development Managers including hiring, training, and development
• Drive over-all business growth in this market
• Periodically provide appropriate metrics to management and customers, as required
• Drive development of strategic account plans for individual customers and prospects
• Act as BDM for assigned accounts, as required

Business Development

• Prospecting New Business
• Field in-bound RFP's for new National Account and regional opportunities.
• Facilitate a hand-off with the assigned NVP and NAM or District Leadership to pursue new RFP opportunities.
• Partner with other BDM's pursuing vertical-specific opportunities within Property Management Firm portfolios.
• Build new relationships with vertical-specific and regional Sourcing teams to present service offerings.
• Assist NAMs in cross-selling to their existing clients that are included in Property Management Firm portfolios.
• Build relationships with Client Projects team leaders to generate project opportunities.
• Identify and connect with top GC and EC within PMF's preferred suppliers in appropriate markets. Coordinate introductions with Local District leadership where applicable.

New PMF Client Account Set-Up

• Negotiate client-specific terms.
• Assist establishing National pricing as required
• Create new profile in Client's work order management/RFP platform.
• Publish Sales section of Customer playbook, where applicable
• Coordinate new account on-boarding with all applicable internal departments/Districts and National Accounts
• Facilitate Intro calls for client with assigned NAM/Local Rep and Service Manager/GM.

Existing PMF National Account Management support

• Participate in client-specific QBR/ABR meetings.
• Monitor KPI compliance for all active accounts (Monthly).
• Facilitate meetings with National Accounts and Service teams/Districts to address KPI performance, as needed.
• Perform account reviews with NAMs (Quarterly).
• Respond to Client escalations and assist to develop an action plan for resolution.

District Sales Support

• Develop a National Playbook District sales teams prospecting and working with local Property Management opportunities.
• Host training sessions for Local Sales teams on the in major markets to drive sales growth in Local Property Management opportunities.
• Field inbound RFP's from Sourcing Managers for Local Property Management opportunities.
• Facilitate hand-offs with the Local District GM/SM and assigned Rep to pursue new RFP opportunities.
• Collaborate with Marketing to develop PMF and ADT co-branded collateral for District sales teams and National Accounts
• Work with local teams to transition existing local customer accounts acquired by PMF. Advise on transition process.

Property Management Relationship Management:

• Engage regularly with FLS and Security Category Managers to discuss successes, challenges, and potential areas of growth.
• Participate in Quarterly Business Reviews that encompasses all clients.
• Present new technology, solutions and services to Category Manager, Alliance Directors, Strategic Sourcing team members.
• Using knowledge of the market and competitors, identify and develop our unique selling propositions and differentiators.
• Develop new content for PMF Supplier Profile Directory pages (Annually).
• Create FLS or Security presentation highlighting a relevant FLS or Security topic linked to Supplier Profile pages (Quarterly).
• Attend supplier-sponsored Sourcing conferences for PMFs (Annually).
• Maintain PMF's RFP Portals (ex. Bravo, MyBuy, Zycus, Coupa).
• Create Client Summit meetings to share innovation / technology that mitigates risk, drive efficiencies, improves client satisfaction (industry specific: Retail, Healthcare, Data Centers).

Corporate Support:

• Provide reports with specific data including total spend, growth, pipeline, areas of opportunity, PMF economic outlook, and CRE trends. (Quarterly).
• Create presentations/client specific collateral marketing pieces on the CRE vertical and our PMF relationships for various internal groups upon request.
• Connect internal administrative departments with resources to assist them in servicing. PMF and supporting local Districts and National Accounts sales
• Engage with legal department to secure new Master Service Agreements with new Property Management firms and their clients.
• Attend and support industry trade shows as required
• Participate in client specific functions/conferences hosted by PMF firms.

Compensation:

The pay range for this role is $108,778.85 - $155,398.36 anually and is based on experience and qualifications.

Benefits:

Medical, Dental and vision insurance

Paid Time Off

401(k) plan with company matching contribution

Supplemental Voluntary Benefits

Tuition Reimbursement

Employee Referral Program

Employee Discount Program

Minimum Qualifications (Education, Skills & Experience):

• Bachelor's degree in business, management, or related field or equivalent experience.
• Minimum of 10 years of experience in similar business development leadership role(s).
• Assess, coach, develop talent and managing multi-disciplinary organizations.
• Establish business direction and execute strategy development and implementation.
• Lead a significant business unit of similar size; scope, design, and implement business solutions to build/grow a market.
• Influence business decisions in a highly matrixed organization.
• Exceed predetermined revenue share and customer obsession objectives.
• Must have exceptional business acumen and in-depth knowledge of the industry and the market to identify opportunities and translate them into actionable plans.
• Must possess excellent composure, high level presentation skills, and fluency in building relationships.

Work Environment:

• The noise level in the work environment is usually moderate.
• Normal office/field environment.
• Must be able to work extended hours to support timelines.

Physical Requirements:

• While performing the duties of this job, the employee is occasionally required to stand, walk, sit; twist, use hands to handle, push, pull or feel, reach with hands and arms; climb or balance, stoop, kneel, crouch, or crawl, and talk or hear.
• The employee must regularly lift and/or move up to ten (10) pounds and occasionally lift and/or move up to twenty-five (25) pounds.
• Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

ADT Commercial LLC is an Equal Employment Opportunity (EEO) employer. We are committed to having a diverse and inclusive workforce and do our best to foster a culture and environment where every employee feels valued. Our goal is to serve our customers and help save lives. We can achieve this goal when we have the best talent working in an environment where employees feel included and recognized. Visit us online at jobs.adt.com to learn more.