Note: The job is a remote job and is open to candidates in USA. AVI-SPL Canada is seeking a Business Development Director to lead strategic account development and growth. The role involves managing high-growth accounts, aligning account strategies with company goals, and ensuring effective execution of global account strategies.
Responsibilities
- Lead the GSAP Developmental Accounts Program by actively managing a portfolio of high-growth accounts and ensuring consistent execution against defined growth strategies
- Partner with Account Managers to develop and implement detailed strategic account plans that align to client objectives and AVI-SPL growth goals
- Apply Strategic Account Management Association (SAMA) principles, positioning AVI-SPL as a trusted advisor within each account
- Drive revenue growth and profitability by aligning account strategies to annual revenue targets
- Conduct and support Quarterly Business Reviews (QBRs) with clients
- Align regional Account Managers to ensure consistent execution of global account strategies across all geographies
- Coordinate global operational resources to ensure seamless delivery and support for accounts operating in multiple regions
- Collaborate with Subject Matter Experts (SMEs) to bring innovative, differentiated, and scalable solutions to clients
- Facilitate internal strategic account plan presentations to drive executive alignment and ensure organizational support
- Ensure all accounts follow GSAP methodologies, tools, and governance standards to drive consistency and scalability
- Oversee account data management and reporting within Valkre to maintain accurate and actionable account insights
- Maintain visibility into pipeline, performance, and strategic initiatives to proactively identify risks and opportunities
- Accountable for bookings and gross profit performance across developmental accounts to ensure targets are achieved
- Monitor pipeline growth and opportunity progression to maintain a healthy and predictable revenue stream
- Increase win rates on large global RFPs, evaluate effectiveness of pursuit strategies
- Provide insights and recommendations to senior leadership on account readiness and progression into strategic account designation
- Ability to coach experienced Account Managers, increasing value through alignment to proven principles and strategic account planning best practices
- Identify and implement tools, processes, and frameworks that improve account management effectiveness and efficiency
- Foster a collaborative, high-performance culture by aligning teams across regions and functions toward shared goals
Skills
- Demonstrated expertise in strategic account management frameworks
- Proven ability to develop and execute complex global account strategies across multiple regions and stakeholders
- Experience leading complex RFP processes involving cross-functional teams and executive-level engagement
- Strong strategic thinking and problem-solving skills with the ability to translate insights into actionable plans
- Executive presence with the ability to influence decision-making at all levels of the organization
- Excellent communication and presentation skills for both internal and client-facing interactions
- Ability to manage multiple priorities effectively within a fast-paced, matrixed organizational structure
- Proficiency in customer relationship management (CRM) and account planning tools such as Valkre
- Bachelor's Degree in Business or a related field
- A minimum of 10 years of experience in strategic account management, business development, or sales leadership roles
- Demonstrated success in strategic planning, global account expansion, and complex deal structuring
- Familiarity in SAMA methodologies
- Experience within the audio visual, technology, or services integration industry
- International business experience
Benefits
- Competitive base salary plus earning potential through a performance-based incentive plan designed to reward results and high achievement.
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