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Director of Business Development, ShopperTrak

Sales & Marketing
WD30050812215 Requisition #
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Business Development Director

What you will do

ShopperTrak, a part of Johnson Controls, helps retailers, malls, and entertainment venues around the globe understand when shoppers are coming through their doors, where they’re going, and how to make the most of that information. Our solutions increase traffic, conversation rates, and transaction size, ultimately leading to organic revenue growth.

ShopperTrak invented the business of counting analytics and continues to stay at the forefront of the industry. We continue to add technology, capabilities and expertise that help us accurately understand consumer behavior throughout the entire shopping lifecycle. We’re a retail analytics company, in the business of driving efficiency and profitability.

The Business Development Director will lead a team of Business Development professionals in proactively calling on unsold or undersold prospects and sell any opportunities that are generated.  

How you will do it

  • Providing management guidance to BDM’s consisting of guidance, strategy, and coaching
  • Backing up CSO for field sales calls
  • Developing strategies for key accounts and prospects with goal of increasing sales results
  • Teaching and mentoring BDM group, focused on skill set development
  • Developing and executing prospecting strategies for non ShopperTrak clients in the territory
  • Must take lead in team selling environment
  • Achieving the assigned revenue and accountability quotas
  • Working closely with the assigned ShopperTrak team(s) to ensure proper customer satisfaction
  • Producing proposals in the agreed upon format that reflect the client’s scope of work for each sales opportunity
  • Producing proposal notes outlining the scope of work and the success criteria
  • Collaborating with finance to produce contracts in accordance with the scope of work and with company policy
  • Maintaining proper reports as directed by the sales organization
  • Maintaining and producing expense reports as directed by company policy
  • Up-sell new products, using internal subject matter experts or other internal resources as necessary
  • Gathering competitive intelligence
  • Others, as assigned

What we look for


  1. Three to five years of sales management experience
  2. Ten or more years of sales experience to executive level clients including CEO, COO, CFO, and SR VP of Operations
  3. Demonstrated and referenceable selling success; experience selling large, multi-year contracts
  4. Have in-depth knowledge of high level selling techniques to include prospecting, strategic selling, presenting, and closing
  5. Knowledge of Microsoft Office and SFDC applications
  6. Fluency with Word, Excel, and PowerPoint
  7. Customer centric personality, high drive, and self-starting experience
  8. Board-room presence, team-oriented, and customer-focused
  9. Industrious, ambitious, and organized
  10. Ability to work independently and organize workload efficiently
  11. Excellent presentation skills
  12. Able to manage multiple projects
  13. Action and results oriented
  14. Excellent oral and written communication skills
  1. BS/BA in a field such as Business, Marketing, or Communications
  2. Retail industry highly preferred
Who we are

At Johnson Controls, we’re shaping the future to create a world that’s safe, comfortable and sustainable. Our global team creates innovative, integrated solutions to make cities more connected, buildings more intelligent and vehicles more efficient. We are passionate about improving the way the world lives, works and plays. The future requires bold ideas, an entrepreneurial mind-set and collaboration across boundaries. You need a career focused on tomorrow. Tomorrow needs you.

Johnson Controls is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, status as a qualified individual with a disability, or any other characteristic protected by law. If you are an individual with a disability and you need an accommodation during the application process please email SpecialAccommodations@Tyco.com

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