Business Development Specialist

Compensation:

Ford offers on-going industry training, competitive pay and benefits including medical, dental, vision, short-term disability and life insurance, travel Per Diem, paid time off (PTO), paid holidays, 401K with matching, industry certifications and opportunities for advancement.

Description:

Ford AV is seeking a highly analytical and resourceful Business Development Researcher to identify organizations needing professional AV solutions and pinpoint key decision-makers. This role includes researching customers, projects, and target markets to build accurate prospect lists and drive pipeline growth by delivering qualified, actionable leads to the sales team. It also involves nurturing and warming marketing-generated leads from campaigns, events, and tradeshows via phone and email conversations to maximize conversion. The ideal candidate excels at research, understands business operations, identifies who is responsible for purchasing decisions, and is competent at initiating conversations.

JOB DUTIES / RESPONSIBILITIES

• Identify target businesses across multiple industries likely to require AV services, including corporate offices and headquarters, airports, stadiums, arenas, convention centers, hospitality venues, healthcare and higher education facilities, government and municipal projects, finance and defense organizations, broadcast and telecommunications, and network data providers.

• Monitor market indicators such as new construction, renovations, expansions, relocations, technology upgrades or modernization initiatives, and public bid postings or capital improvement plans.

• Locate and verify decision-makers responsible for AV, IT, or facilities decisions, including IT Directors/CIOs, Facilities Managers/Directors, AV/Technology Managers, Procurement or Purchasing Managers, and Project Managers for construction or capital projects.
• Conduct proactive outbound outreach through cold calling and targeted email campaigns to engage prospects, validate opportunities, and initiate early-stage conversations.
• Warm leads provided by marketing , including campaign responses, event registrants, and tradeshow contacts, through personalized outreach to convert them into actionable sales opportunities
• Navigate gatekeepers and organizational structures to confirm accurate contact information and access key stakeholders.
• Utilize tools and data sources including CRM systems, LinkedIn Sales Navigator, company websites and org charts, industry databases and associations, public records, permits, bid documents, and direct calling or gatekeeper navigation to gather information.
• Build high-quality lead profiles by creating detailed records with company overview, project indicators, verified contact information, notes on AV opportunity, estimated timeline or urgency, and maintaining all data within the CRM.
• Qualify and prioritize leads by evaluating project size and complexity, likelihood of near-term opportunity, and alignment with Ford AV capabilities.
• Deliver sales-qualified leads with clear next steps for the sales team.
• Conduct ongoing market intelligence by tracking trends in AV demand across industries, maintaining lists of high-value target accounts, and continuously refining sourcing strategies to improve lead quality.

Qualifications:

Strong research and investigative skills#Experience with LinkedIn, CRM systems, and data tools#Ability to produce clear, accurate documentation with strong attention to detail#Business acumenunderstanding how companies make purchasing decisions#Persistence and curiosity (this role require digging beyond surface-level info)#Strong verbal and written communication skills, including confidence in cold calling and professional email outreach#Ability to effectively engage prospects, handle objections, and gather information through phone and email communication#Ability to follow up consistently across multiple touchpoints (calls, emails, etc.)#Interest in Audio Video Systems #Bachelor's Degree#Preferred - Experience in B2B lead generation, sales research, or sourcing#Preferred - Familiarity with construction, technology, or AV industries#Preferred - Experience using CRM, Boolean search operators (AND, OR, NOT, quotes, parentheses)