Director of Business Development in at ECR Software Corporation

JOB SUMMARY

The Director of Business Development leads ECRS’s direct sales strategy to drive new-business growth, expand market share, and achieve revenue goals aligned with the ECRS Vision Report. This role sets clear performance expectations, develops a high-performing sales team, and ensures disciplined execution across pipeline management, forecasting, sales process, and strategic initiatives.

RESPONSIBILITIES

Revenue Growth & Sales Execution

• Achieve annual new-business revenue targets and assigned sales goals.
• Lead direct sales performance to drive quota attainment, revenue growth, and strong pipeline conversion.
• Develop and execute annual sales plans aligned with organizational, marketing, and financial objectives.
• Establish and maintain accurate sales forecasts and monitor performance against plans.
• Define, implement, and maintain sales policies, processes, and operating standards that drive consistent execution and results.
• Manage the departmental budget and control spending in alignment with financial targets and business priorities.

Team Leadership & Accountability

• Recruit, develop, and retain a high-performing sales team capable of consistently meeting defined performance expectations.
• Analyze sales performance against quotas and plans and implement corrective actions to address performance gaps.
• Establish clear individual performance metrics, review sales KPIs weekly, and drive accountability through regular coaching and performance management.
• Recommend staffing adjustments based on performance trends and business needs to support sales objectives.
• Provide ongoing mentorship and coaching to strengthen capability, improve execution, and support professional growth across the team.
• Foster a performance-driven winning culture aligned with ECRS standards, values, and leadership expectations.
• Drive disciplined CRM adoption and ensure adherence to established sales process and data standards, including lead nurturing and follow-up.

Cross-Functional Alignment

• Partner with Marketing to develop and execute annual go-to-market strategies that support revenue growth and deliver measurable return on investment.
• Partner with Marketing to establish and execute a repeatable trade show playbook.
• Ensure consistent brand positioning and messaging across all touch points.
• Collaborate with Marketing, Business Unit Managers, Product Owners to design and deliver sales training that strengthens product knowledge and selling effectiveness.
• Communicate customer, prospect, and market insights to Product and Development leadership to inform product strategy and solution development.
• Contribute to executive planning by providing regular reporting on sales performance, forecast accuracy, and business development initiatives.

Market & Relationship Development

• Build and maintain relationships with key industry influencers, partners, and strategic accounts to strengthen market presence and support growth.
• Define and execute a Wholesaler strategy that aligns our new business development team with the industry.
• Engage directly with high-value prospects and customers to advance strategic relationships, support negotiations, and accelerate deal closure.
• Maintain a strong understanding of grocery industry dynamics, customer needs, and market trends to inform strategy and sales execution.
• Establish a scalable Sales Development Representative (SDR) program for outbound outreach.
• Represent ECRS at client sites, trade shows, and industry events. This role requires frequent travel (greater than 30%), including overnight and occasional international travel.

SUCCESS FACTORS

• Consistent attainment of new-business revenue targets and quota.
• Accurate forecasting and disciplined pipeline management.
• Measurable improvement in team performance, productivity, and execution quality.
• Effective execution of sales strategy aligned with the ECRS Vision Report.
• Demonstrated ability to translate strategy into repeatable, scalable business results.

QUALIFICATIONS

• Bachelor’s degree in business, sales, marketing, ora related field.
• Eight or more years of B2B sales or business development experience, including at least five years of sales leadership experience.
• Knowledge of the grocery industry or retail technology is preferred.
• Experience selling software, integrated solutions, or enterprise systems is preferred.
• Proven track record of meeting or exceeding revenue and new-business growth targets.
• Demonstrated ability to build, develop, and scale high-performing sales teams.
• Experience establishing KPIs, tracking performance, and driving accountability through regular performance review cycles.
• Ability to translate strategy into measurable execution plans and business outcomes.
• Strong experience in sales strategy, forecasting, and pipeline management.
• Data-driven mindset with the ability to analyze performance trends and take timely corrective action.
• Proven success negotiating and closing complex, high-value deals.
• Experience partnering with Marketing, Product, and Executive leadership to align strategy, priorities, and execution.
• Ability to communicate market and customer insights in ways that influence business decisions and strategic direction.
• Proficiency with CRM platforms and sales analytics tools.

ALL APPLICANTS MUST BE AUTHORIZED TO WORK IN THE UNITED STATES.

ABOUT ECRS:

ECRS is a fast-paced, progressive technology company with a wide range of opportunities for quality-oriented, career-minded individuals. Geographically situated in the heart of the Blue Ridge Mountains, ECRS offers the unique opportunity high-tech career in a resort college town setting. The ECRS family is made up of energetic, outgoing professionals who love what they do for a living. They are courteous, knowledgeable people who strive for excellence in everything they do. ECRS employees work together in dynamic teams to create, sell, install, and support our best-in-class retail automation solutions.

We believe that acceptance of diversity is a key reason as to why we're successful. All qualified applicants who can demonstrate integrity and competence will receive consideration for employment and advancement without regard to race, color, religion, gender, sexual orientation, disability, age, political affiliation, or national origin.