Vice President, Business Development

ABOUT THE ORGANIZATION:

The Arizona Commerce Authority (ACA) is the state's leading economic development organization with a streamlined mission to grow and strengthen Arizona’s economy. The ACA uses a three-pronged approach to advance the overall economy: recruit, grow, create – recruit out-of-state companies to expand their operations in Arizona; work with existing companies to grow their business in Arizona and beyond; and partner with entrepreneurs and companies large and small to create new jobs and businesses in targeted industries.

The ACA is overseen by a prestigious public-private sector board of directors bringing together industry, academia, and government. Chaired by Arizona Governor Katie Hobbs, the board is comprised of the state’s most prominent private-sector business leaders, university and community college presidents, and elected officials.

ABOUT THE ROLE:

The ACA Business Development (BD) team drives job creation and capital investment in Arizona by recruiting companies to locate in Arizona, primarily within targeted industries. The Vice President of Business Development engages in aggressive outreach efforts to proactively market the state’s business and other advantages to out-of-state business expansion and relocation interests. The Vice President is responsible for leading all client/project management activities. The Vice President is responsible for an industry focus in alignment with targeted sectors identified in the ACA Business Plan. This is a hybrid position based in Phoenix, AZ.

PRIMARY RESPONSIBILITIES:

• Develop and execute a sales outreach strategy including: lead generation plan for each selected industry sector (at least two) and, quarterly contact with approximately twelve of the state’s largest existing companies.
• Proactively and creatively manage the client/project through the site selection/decision making process, including analyzing and presenting state and local incentives options, and identifying and presenting high quality site selection and workforce solutions.
• Develop and maintain positive relationships with the state’s communities, economic development, educational, and utility partners, and lead these relationships to address project specific requirements.
• Communicate a succinct and compelling “Why Arizona” message specific to each project using detailed data in support of each message.
• Work with BD and ACA management to close deals with clients.
• Work with Research unit to engage in uniquely creative research activities to identify information of critical importance which address client leads.
• Coordinate with Marketing unit to develop BD marketing efforts to properly support outreach, awareness creation and lead generation activities.
• Maintain knowledge of Arizona’s business climate and advantages in addition to ACA’s programs and offerings and monitor competitor markets’ strengths and offerings.
• Maintain up to date knowledge of assigned industry(s) movements, trends, major companies, and trade functions.
• Maintain and update prospect files and contacts within the CRM (Salesforce).
• Develop and deliver customized sales presentations to senior level leaders, targeted companies, and decision makers.
• Able to work outside of regular business hours (i.e., nights and weekends), occasional overnight travel.

COMPETENCY, EDUCATIONAL, & EXPERIENCE REQUIREMENTS:

• The ideal candidate will possess a bachelor’s degree in marketing, business, or a related field of study, with a minimum of 3-5 years of experience in commercial real estate as an owner’s representative or in multi-unit sales management.
• The ideal candidate will be an outgoing leader, critical thinking, and experienced client relationship management professional, currently in a direct B2B capacity, adept in self-identifying opportunities and selling a “conceptual product” while collaboratively establishing and implementing client-targeted solutions.
• This position requires a highly organized, highly focused, and self-directed individual that exhibits sound judgment, creative problem-solving and decision-making skills, and a strong project management focus.
• An intelligent, curious, and articulate individual that can relate to and communicate with people at all levels, particularly C-Suite executives of Fortune 1000 companies, by effectively obtaining and delivering information and ideas through multiple media formats in a clear, concise, and compelling manner.
• A leader accomplished in effectively managing relationships with internal and external customers while remaining sensitive to the reputation of the organization.
• Strong analytical, project management, communication and presentation skills are required, and proficiency with Salesforce/CRM applications, Word, Excel, and PowerPoint are required.

HIGHLY PREFERRED SKILLS, ABILITIES & QUALIFICATIONS:

• Proven track record of building meaningful relationships across a diverse group of stakeholders and the ability to manage large-scale programming from concept through fruition.
• High tolerance for ambiguity, service orientation, and an elevated level of humility for successful assimilation in our highly collaborative, entrepreneurial culture.
• Ability to gain credibility and establish the required relationships to influence and generate results; can quickly organize and influence teams to execute and deliver results.
• Successful record of managing multiple projects with demonstrated ability to work independently in rapidly changing environments.
• Self-starter interested in contributing to a dynamic and growing program with a non-traditional approach.