Business Development Manager

Full-time

Description

Are you a high-performing business developer who thrives on winning specifications, influencing design standards, and shaping the built environment? Do you love owning a market, building deep relationships with architects and specifiers, and driving growth through strategic insight and relentless execution? If yes, this is your opportunity to help define the future of secure, multimodal transportation. Sportworks, the global leader in innovative bike parking and transit cycling solutions, is expanding rapidly into long-term, secure, digital bike parking. We are searching for a Business Development Manager who wants to make an outsized impact on how cities, campuses, and corporations enable mobility.

This is a role for someone who sees around corners, wins early in the buying cycle, and thrives on building something bigger than themselves. This role drives strategic growth by identifying key decision-makers, new business opportunities, and high-value partnerships while crafting and executing strategies that support revenue and market expansion for the Company’s bike parking solutions, that support active and multimodal transportation. 

A central focus is deep engagement with architects, designers, and specifiers. The goal is to build strong, trust-based relationships that ensure Sportworks products are understood, preferred, and incorporated early in the design cycle as the standard for premium, LEED-compliant bike parking solutions. To scale this influence, the BDM will build and manage a robust manufacturers rep network as a force multiplier, expanding geographic reach, amplifying brand visibility, and ensuring consistent on-the-ground support for design professionals and project stakeholders. This includes recruiting, equipping, and motivating manufacturer reps to effectively champion Sportworks. 

Key Success Factors:

• Revenue & Market Growth: Consistently generate new business opportunities and deliver revenue growth by expanding Sportworks’ bike parking solutions into targeted markets and sectors. 
• Strategic Market Penetration: Identify and secure entry into new markets—including construction, transportation, government, education, corporate, and commercial facilities—through targeted strategies and high-value partnerships. 
• Pipeline Development: Build and manage a strong pipeline of opportunities by identifying key decision-makers, cultivating relationships, and advancing prospects to close. 
• Channel Expansion: Develop new channels and innovative sales strategies to broaden Sportworks’ reach and accelerate adoption of multimodal transportation solutions. 
• Customer & Partner Relationships: Establish and nurture lasting client relationships that lead to repeat business, strategic partnerships, and long-term account growth. 
• Adaptive Business Development Leadership: Leverage market insights to adjust strategies, capitalize on emerging opportunities, and drive sustainable competitive advantage. 

Essential Duties and Responsibilities:

• Partner with marketing to drive brand awareness and trust in the architectural community through targeted campaigns. 
• Represent the customer throughout the organization, identifying opportunities, resources and tools needed to effectively increase the rate of specifications, strengthen brand preference, elevate through industry thought leadership, and build sustained architect engagement. 
• Client acquisition and relationship management. 
• Establish, track, and achieve measurable business development goals and KPIs. 
• Lead each stage of sales process, adept at prospecting, pitching, negotiation, and closing. 
• Cultivate relationships with key accounts and channel partners, end users, and industry leaders to achieve sales revenue goals and high-powered industry influencers in support of growth objectives. 
• Drive adoption of Sportworks specifications by creating opportunities within the architecture and design community as well as planners, and consultants, 
• Close large opportunities leveraging a network of partners and multiple stakeholders and influencers. 
• Regularly attend customer meetings (virtually and in person) in support of their buying journey. 
• Represent the needs of the market and our target customers in regular discussions with senior leadership and product managers, to develop new short-term and long-term win strategies. 
• Work closely with operations and product management teams to address and anticipate customer needs, exceeding customer and partner expectations. 
• Through curiosity and a bias for action, gain market and customer insights to uncover new opportunities. 
• Present value proposition and continuing education courses to prospective customers and partners. 

Expected Behaviors Aligned with Cultural Values and Anchors:

• Is humble, approachable and self-aware of areas that require personal development as well as their strengths, and demonstrates “acting with integrity and respect” with all interactions. 
• Consistently “sets a high bar” by establishing goals, and achieving world-class performance; approaching and acknowledging gaps, and aggressively pursuing improvement with candor and transparency. 
• Complex problem solver – adept at removing barriers to success. Communicates candidly with low ego, attacking the issues and solving problems always with the best interest of the organization and team in mind. 
• Demonstrates a commitment to “Is Curious, Takes Action” by actively identifying areas for process optimization to enhance the overall customer journey and achieve high results; Relentlessly focused on identifying opportunities to add value for customers. 
• Believes that making progress is better than being perfect; uses creativity and strategic thinking to create opportunities, utilizing a “plan, do, check, act” process to measure performance and adjusted as needed. 
• Leverages a learning mindset and “Sets a High Bar” attitude to dive into, and understand the customer journey, analyzing opportunities and increasing the rate of "wins".
• Acts with “Respect and Integrity”, building and nurturing strong relationships with customers and resellers to understand their needs and goals.
• An active promoter to “Champion the Silver Falls Way” by gathering “Voice of Customer” feedback regarding their experiences and relay insights to internal teams for continuous improvement.
• Embodies “Teamwork Matters” by working closely with cross-functional teams to improve processes, standard work and remove barriers to success. 

Required Education, Experience and Skills:

• 5+ years of outside sales experience with proven ability to exceed revenue goals, and account / business development building targets. 
• 3+ years of proven success in the A/E/C industry, leading product specification efforts with architects and securing inclusion in large, high-visibility projects. 
• Experience building architect-focused campaigns with strong results. 
• Technical and consultative mindset with the ability to quickly learn and become a subject matter expert of industry and market factors, leverage best practices and product knowledge to assist decision makers. 
• Familiarity with CSI spec development, CAD/Revit files, and LEED/ADA requirements. 
• Strong content development and storytelling ability (case studies, white papers, webinars). 
• Proficient with customer relationship management (CRM) tools (salesforce.com or similar). 
• Proficient with standard software programs including ERP, Microsoft Outlook, Teams, Word, and Excel. 
• Proven ability to negotiate with and influence others; highly skilled in sales with passion for cross-selling and upselling. 
• Excellent verbal and written communication skills. 
• Strong organizational and analytical skills; proven ability to meet deadlines and exceed goals. 
• An independent contributor and self-starter not afraid to challenge the status quo. 
• Organized, detail oriented, strong project management skills. 
• Excellent presentation and closing skills. 
• “Challenger Sales” and consultative skillset. 
• Experience with SaaS models. 

Preferred Education, Experience, and Skills:

• Bachelor’s degree preferred.

Physical Requirements and Working Conditions:

• Routine travel (approx. 20-40%) required 
• Ability to travel to meet with customers, attend trade shows or events, on average once a month.
• Must be able to lift up to 40 pounds at times.
• Members of the sales team have a critical role in the participation of on-site customer visits, trade shows and other company events, therefore prolonged periods of standing is required; the ability to lift, carry, and assemble demonstration equipment is required.

About Sportworks  

At Sportworks, we’re transforming the way people move, creating transportation solutions that benefit the well-being of people and the planet. As champions of active and multimodal transportation, we’re on a mission to transform the status quo by connecting journeys seamlessly with innovative products and technology. Since launching the first commercial bike rack for buses in 1993, we’ve partnered with transit authorities, municipalities, advocates, and those creating our built world, to promote healthier, more sustainable mobility options.

Trusted worldwide, our solutions connect bus, rail, and cycling networks, and communities alike. Learn more here:

About Silver Falls Capital  

Silver Falls Capital, LLC, is a private investment company that is focused on the acquisition and successful operation of businesses for the long term. With decades of hands-on experience running and improving businesses, we bring leadership, business acumen and investments to help companies and their teams achieve full potential. Learn more here:

Silver Falls Capital and its portfolio companies are Equal Opportunity Employers. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy, sexual orientation, and gender identity), national origin, ancestry, age (40 or older), disability, genetic information, marital status, veteran or military status, or any other status protected by applicable law.

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Salary Description

$125,000-$175,000