Director of Business Development

Director of Business Development

Charlotte, North Carolina | Hybrid

Candidates outside of NC, SC, and GA will also be considered on a case by case basis

About the Company:

Our client is a fully integrated multifamily services firm providing comprehensive solutions for clients, partners, and residents. With a commitment to service and continuous improvement, the company manages properties and projects for clients of all sizes, consistently seeking stronger results, more effective systems, and better ways to serve.

Through active involvement in property management, capital investments, and dispositions, we help maximize the performance and value of both stabilized communities and value-add properties.

Position Overview:

We are seeking a hungry, accomplished, relationship-driven Director of Business Development to establish and lead its business development function, attract new clients, and expand the company's portfolio in markets with strong growth potential.

This newly created leadership position offers substantial independence, high visibility, and direct access to executive leadership. The Director will create the strategy, processes, market approach, and opportunity pipeline needed to support a scalable business development operation while personally sourcing, advancing, negotiating, and closing new multifamily management assignments.

The ideal candidate has a successful record of winning multifamily business and independently managing opportunities from the first introduction through a signed agreement. This person must be comfortable building a sales process, cultivating relationships with owners, investors, and developers, presenting management solutions, negotiating agreements, and consistently securing new business.

The primary focus will be generating property management opportunities within Class B/C value-add communities and workforce housing. These efforts will support successful value-add strategies, net operating income (NOI) growth, and a larger operating footprint in priority markets.

Success requires deep multifamily knowledge, strong sales and negotiation capabilities, sound business judgment, and the ability to perform with limited training or supervision. The Director will build the function while producing results, strengthening Middleton Meyers' market presence, and establishing a repeatable foundation for sustained portfolio growth.

Key Responsibilities

Business Development Strategy and Function Development

• Establish the business development function, including the sales process, market strategy, pipeline framework, and regular operating routines.
• Determine which markets, ownership groups, property types, and growth opportunities best align with Middleton Meyers' objectives.
• Create a consistent, scalable process for finding, evaluating, pursuing, and securing multifamily management assignments.
• Introduce and improve the tools, workflows, and performance measures needed to support sustained business development and portfolio expansion.

Client Acquisition and Opportunity Generation

• Independently identify and connect with multifamily owners, developers, investors, and asset managers.
• Develop and maintain a strong pipeline through direct outreach, referrals, broker connections, industry networking, market research, and other strategic sources.
• Uncover potential assignments by tracking acquisitions, dispositions, ownership changes, financing, recapitalizations, development activity, permitting, and other significant property or project milestones.
• Establish credibility with ownership decision makers and position Middleton Meyers to compete for new management business.

Sales Strategy and Execution

• Take full responsibility for the sales cycle, from prospecting and identifying opportunities through proposals, negotiations, and signed property management agreements.
• Meet with ownership groups to understand property performance, operating challenges, investment goals, and management requirements.
• Prepare and present persuasive proposals that demonstrate opportunities to improve property performance, increase NOI, retain residents, strengthen operations, and create value.
• Guide opportunities through complex decision processes involving owners, asset managers, investment partners, brokers, and other stakeholders.
• Lead commercial discussions and negotiate management agreements, business terms, and other aspects of the client relationship.
• Maintain momentum throughout the closing process and consistently turn qualified prospects into new management assignments.

Relationship Development and Market Presence

• Build lasting relationships with brokers, syndicators, developers, institutional investors, property owners, and other influential multifamily professionals.
• Advise ownership groups considering operating transitions, a change in property management, or portfolio expansion.
• Represent Middleton Meyers at conferences, trade shows, networking events, and other relevant industry gatherings.
• Increase the company's visibility, credibility, and reputation across its target multifamily markets.

Pipeline and Performance Management

• Implement disciplined practices for CRM use, pipeline tracking, forecasting, and reporting.
• Measure and report results, including pipeline value, lead conversion rates, deal size, sales cycle speed, and completed management agreements.
• Keep executive leadership informed through regular pipeline reviews, revenue forecasts, market updates, and growth projections.
• Apply performance insights and market feedback to improve the business development approach over time.

Market Research and Intelligence

• Follow rental growth, occupancy, property performance, investment activity, ownership transitions, and demand for management services in priority submarkets.
• Recognize emerging opportunities and potential management assignments within target markets and ownership portfolios.
• Share recommendations with executive leadership and investment teams based on client priorities, market conditions, competitive activity, and broader industry trends.

Qualifications

• At least seven years of progressively responsible experience in business development, brokerage, property management, or business-to-business sales within multifamily real estate or a closely related real estate sector.
• A demonstrated history of independently sourcing, developing, negotiating, and closing multifamily business, supported by specific examples of personally generated opportunities that led to signed property management agreements or comparable transactions.
• Extensive knowledge of multifamily real estate, including ownership structures, property management operations, asset performance, Class B/C value-add properties, and workforce housing.
• A strong command of multifamily financial and operating measures, including NOI, occupancy, rental rates, operating expenses, and the factors that influence asset value.
• Proven success establishing relationships with multifamily owners, developers, investors, asset managers, and other senior decision makers.
• Experience guiding complex, consultative sales opportunities through prospecting, proposal development, negotiation, and closing.
• Strong negotiation and closing abilities, including experience structuring commercial terms and property management agreements.
• The ability to create a business development strategy and sales process without an existing sales team, established playbook, or inherited pipeline.
• An entrepreneurial, independent working style, supported by sound judgment, personal accountability, and comfort operating within a newly established function.
• A record of recognizing valuable opportunities, prioritizing efforts, generating demand, and consistently converting qualified prospects into clients.
• Excellent communication, presentation, relationship development, and executive negotiation skills.
• Proficiency with CRM platforms, organized pipeline management, sales forecasting, and performance reporting.

Benefits and Perks

• Join a company certified as a Great Place to Work in 2026.
• Competitive compensation packages.
• Medical, dental, and vision insurance.
• 401(k) plan with employer matching.
• Paid time off.
• A paid day off for your birthday after one year of service.