Business Development Director in Memphis, Tennessee at Hyperion Solutions Emco LLC

Location: Remote (U.S.-based; candidates must reside within reasonable commuting distance of a major domestic airport)

Travel: Approximately 50-70%

Hyperion Solutions is a technology-driven vertical transportation solutions provider headquartered in Memphis, Tennessee, serving customers throughout North America. As a growing and evolving organization, we are seeking an experienced Business Development Director to lead our commercial growth strategy, expand market opportunities, and help scale our business to the next level.

The Director of Business Development is a commercial leadership role with responsibility for leading and developing the Business Development team, establishing accountability to key performance indicators, improving commercial execution, and driving bookings growth through team performance. The Director is not expected to function as an individual contributor Business Development Manager or carry a significant personal sales territory. Instead, the role focuses on leadership, coaching, strategic account oversight, pipeline management, and cross-functional commercial alignment.

This is a remote U.S.-based position. Candidates may reside anywhere within the United States provided they are within reasonable proximity of a major domestic airport and are able to travel approximately 50-70% of the time. Key characteristics to be successful in this role are extreme ownership, self-sufficiency, and a determination to win.

This role reports to the Chief Commercial Officer and is a high-profile senior leadership position in the organization. There is no limit to the ambition or the size of the organization that the candidate wants to build, as long there is demonstrated return on investments.

Primary Responsibilities:

Commercial Leadership & Bookings Growth

· Own and deliver annual bookings targets, Pipeline Development KPIs and Customer Satisfaction metrics.

· Provide executive sponsorship and strategic oversight for a select group of key accounts and enterprise customer relationships

· Lead and support the BDM team in executing strategies for new customer acquisition and expansion within existing accounts

· Act as sponsor on key opportunities to support their team in improving win rates on strategic deals and major projects

BDM Team Leadership & Performance Management

· Establish clear performance expectations, KPI accountability, and development plans for each BDM.

· Conduct regular pipeline, forecast, and opportunity reviews to improve commercial execution.

· Coach BDMs through complex opportunities, customer challenges, and strategic account planning.

· Build organizational sales capability through training, mentoring, and process improvement.

· Drive a culture of accountability, urgency, and commercial execution

Account Planning

· Implement and institutionalize Account Planning discipline across all BDMs

· Ensure annual account plans are in place for top customers with:

o Defined growth targets (YoY)

o Customer-specific strategies and action plans

· Lead new account targeting strategy, including prioritization and resource allocation

· Align account plans with budgeting and financial targets

Major Project & Cross-BU Pipeline Leadership

· Act as commercial lead to ensure alignment between BDM team and Business Units

· Support BU teams in:

o Positioning and winning major projects

o Coordinating resources for complex opportunities

· Engage senior leadership where required to improve win probability on strategic deals

· Resolve pipeline fragmentation between BDM and BU pipelines to improve visibility and conversion

Hyperion Business System (HBS) Integration

· Enforce Salesforce as the single system of record for all commercial activity

· Lead pipeline review cadence (weekly/monthly) with focus on:

o Conversion rates

o Pipeline quality

o Coverage vs. targets

· Own CRM data integrity as a core performance metric

· Drive adoption and continuous improvement of:

o Account Planning standards

o Pipeline Management discipline

o KPI tracking and reporting frameworks

· Establish a consistent performance rhythm (weekly pipeline, monthly KPI, quarterly reviews)

· Partner with leadership to evolve data, dashboards, and reporting tools (Salesforce, Tableau, etc.)

Account Management

· Define and manage strategic account ownership model across BDM team

· Own governance of Master Service Agreement (MSA) portfolio, including:

o Identification of new MSA opportunities

o Enforcement of adherence to existing agreements

· Ensure structured engagement plans for top accounts with measurable growth outcomes

Marketing

· Manage all marketing activities and exhibition management.

Other duties as assigned.

Job Requirements:

· Bachelor’s degree or equivalent business experience required

· 10+ years B2B sales experience, preferably in an industrial manufacturing segment; Vertical Transportation relevant experience is preferred

· Experience with lean manufacturing and 5S preferred

· Experience with Tableau and Salesforce strongly preferred

Ideal Candidate Profile:

· Quantifiable and Concise track record of performing to goals.

· Demonstrated qualities from being in competitive and adventurous activities currently or in the past.

· Clear examples of humility, self-awareness, and the ability to execute step changes with empathy.

· Concise, process driven with an understanding of the power of KPIs to drive leading commercial activities.

Benefits:

At Hyperion Solutions, Inc., we understand that our employees are our most valuable asset. We offer a competitive salary, generous benefits package, opportunities for advancement, and a positive work environment that recognizes initiative and enables personal growth.

Hyperion is committed to providing access, equal opportunity, and reasonable accommodation for individuals with disabilities in employment, services, programs, and activities. We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment.