Director - Business Development

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POSITION SUMMARY:

As the Director, Business Development, you will be responsible for strategic partnership development, including identification, negotiation and enablement of new partners as well as portfolio management. This role is ideal for an individual passionate about the small business ecosystem, insurance related partnerships, channel partnerships and driving business results. Success in this role will hinge upon your ability to source/evaluate opportunities optimally, bring projects to market swiftly and lead cross-functional projects strategically. This will be a highly collaborative position working closely with strategy, marketing, product, finance and analytics team members and other leaders across ADP Insurance Services as well as Small Business Services and Retirement Services. This role will report to the head of strategy and business development for ADP Insurance Services.

RESPONSIBILITIES:

Business Development & Commercial Negotiation

Serve as key member of the strategy and business development team to help define and deliver on new areas of strategic growth potential within the ADP Insurance Services ecosystem.

Continually evaluate verticals and identify prospects who have the potential to be strategic partners through market research, sales collaboration, industry assessments and engagement, and targeted discovery in close coordination with the VP of Strategy and Business Development.

Develop standard sales presentation materials.

Proactively seeks out new revenue/partnership opportunities and new approaches to optimizing business opportunities.

Identify opportunities outside of traditional channels to open up significant opportunities to bring high-quality leads with an improved close-ratio to sales.

Identify, evaluate, pitch and efficiently manage prospect pipeline for partners.

In collaboration with strategy, sales and marketing, create partner level go to market campaigns, prior to deal finalization.

Lead negotiations and contract execution on all terms and final agreements for partnership deals, including commercial terms, security reviews and integration requirements with legal, GSO and the President of ADP Insurance Agency for final signature.

Act as primary business representative at industry trade shows, conferences, and networking events for ADP Insurance Services. Provide insights from events, identify speaking engagements for ADP Insurance Services.

Partner with marketing, sales, data insights and engineering teams to build, track and analyze existing and new marketing and business development initiatives.

Define and monitor KPIs for business development partners, convey analysis and recommendations via presentations and written reports.

Develops project schedules, as well as become subject matter expert in partner related project management initiatives and on-going program management.

Acts as bridge between executives and partner team members by serving as the primary point of contact for project stakeholders from project inception through completion.

Partnership Portfolio Management

Manage portfolio of partnerships on an ongoing basis

Serve as a relied-upon subject matter expert on ADP Insurance Services value-add for partners and their customers.

Coordinate new partner onboarding process and establish key milestones in the growth of the relationship.

Work closely with ADP Insurance Services marketing team to drive and lead campaigns/initiatives across all partnerships to maximize conversions.

Leverage data analytics to assess portfolio performance and deliver partner performance scorecards and optimization strategies.

QUALIFICATIONS REQUIRED:

Bachelor's degree (or equivalent in education and experience)

10 to 15 years of experience in strategic partnerships, program management, business development and/or alliance development

Ability to travel 25%

Preference will be given to candidates who have the following:

Demonstrated success in developing, launching, managing and scaling strategic partner programs.

Sales and/or marketing experience for small to medium size businesses.

Highly organized and disciplined with outstanding project management skills and strong attention to detail.

Agile thinker with the ability to function in a flexible changing environment.

Proactive self-starter requiring minimal guidance with ability to quickly learn on your own and thrive in a collaborative, fast paced culture.

Strong critical thinking and problem-solving skills with ability to accurately analyze situations and reach productive decisions based on informed judgment.

Proficiency in Microsoft Office required.

Effective at stakeholder alignment, drives transparency on priorities and expected return.

Highly organized, detail-oriented, and proactive with strong program management skills

Focuses on business agility and agile delivery with a fail-fast, succeed early mindset and emphasis on measurable outcomes.

Excellent communication skills, both verbal and written; able to communicate effectively with multiple leadership layers and across a broad base of team members.

Attention to detail; have a can do attitude and thrive on a test and learn mentality.

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