National Director of Market Development

Job Title: National Director of Market Development

Department: Forensics

Job Summary

The National Director of Market Development for Forensics plays a pivotal role in driving the growth of the Lerch Bates Forensics division. By developing, implementing, and monitoring business development strategies, the National Director is instrumental in acquiring new clients, growing existing client relationships, and negotiating national scope/fee agreements in coordination with Leadership. In all interactions, the National Director acts as a positive ambassador for the Lerch Bates Inc. brand, significantly influencing our sales goal achievement, revenue generation, and most importantly, our reputation in the market.

Company Insight

Lerch Bates is the global multidisciplinary technical consultancy, saving time and money for those designing, modernizing, investigating, or managing buildings. From risk to ROI, schedule to sustainability, Lerch Bates’ suite of services helps you plan the future of your building at every phase of the building lifecycle. As your partner in finding the best technical outcomes for your project, we ensure functionality, safety, and value work together.

We simplify the path to the best technical expertise for the built environment anywhere in the world. Lerch Bates offers integrated specialties, including vertical transportation, logistics, enclosures & structures, forensics, and multidisciplinary building lifecycle services that optimize performance from design, construction, and management to forensic investigation, repair, and modernization.

What You’ll Do

The duties listed below are intended only as illustrations of the various types of work that may be performed in this position. They are not intended to prescribe or restrict the assignments that management may make.

• Generate a customer pipeline by marketing LB forensic services. This may include, but is not limited to, exhibiting at regional and national conferences, conducting client lunch and learns, visiting potential and current client locations, and writing industry-specific blogs/posts.
• Assist the Forensic National Practice Leader and regional forensic offices with growth opportunities for forensic property claims, expert witness work, and property condition reviews.
• Identify additional business opportunities with existing clients and through referral sales.
• Determine which clients, prospective or existing, are under-served and how Lerch Bates can garner deeper relationships and increased services.
• Identify and source new prospects, clients, and opportunities that align with the overall forensic business strategy and growth plans.
• Accurately determine the approximate budget for forensic services in any region and convey this to clients in a clear and concise manner.
• Engage influentially with both prospects and clients via phone/email/video conferences/face-to-face meetings, presentations, and more to increase relational depth/width and drive opportunities for new business and referrals.
• Increase Lerch Bates’ vendor program membership in approved insurance carrier internal vendor programs, independent insurance adjusters’ programs, third-party administrator (TPA) programs, and similar industry-specific programs.
• Ensure the overall Area achievement of key performance indicators (KPIs) for sales and proposal metrics that support the achievement of monthly and annual goals.
• Consistently use the CRM tools and/or other tracking methods in the overall sales process. Including, but not limited to, regular data entry, client dialogue, lead/proposal process, and sales transfer to operations.
• Engage in out-of-office client networking engagements, such as organized recreational activities, charitable events, trade show attendance, industry organizations, and occasional after-hours events, as needed.
• Manage, lead, mentor, train, support, and provide annual performance evaluations for all Regional Senior Sales Consultants and Sales Consultants.
• Support the Area Market Development Vice President in developing annual budgets and KPIs for all sales resources in the defined area.
• Be able to identify opportunities and promote other aspects of Lerch Bates’ service offerings, such as vertical transportation consulting, building enclosure design & consulting, and general building rehabilitation/structural engineering.
• Participate in the development of the Area growth strategy and the tactical elements required to execute the strategy.
• Build and maintain successful relationships with prospective and existing clients.
• Assist with recruitment and support hiring activities for subordinate Sales Consultants based on business growth and market demand. The Director will have full responsibility for the training, development, and ongoing management of the Sales Consultant's performance.
  
  

What You’ll Bring

• A Bachelor’s Degree
• A minimum of 10 years of experience in sales and/or business development within the insurance industry.
• Prior successful sales management experience
• Strong knowledge of the industry, including knowledge in one or more of the following areas: property insurance claims, forensic claims/investigations, expert witness work, or property condition reviews.
• Strong track record in team management, specifically in leading dynamic sales resources.
• Demonstrated capability in collaborating with other sales teams and operational resources.
• Operate effectively in both team environments and, as conditions dictate, in independent, autonomous settings.
• Proficiency in Microsoft Office applications, specifically Excel, Word, PowerPoint, and Outlook. Publisher or other graphic marketing software experience is a plus but not required.
• The ability to maintain and operate with a high level of professionalism and flexibility.
• The ability to adapt to a changing, fast-paced office environment working with internal and external clients/coworkers and executives.
• Exceptional grammar, business writing, and presentation preparation skills.
• Excellent verbal and written communication skills.
• Excellent interpersonal and customer service skills.
• Excellent organizational skills and attention to detail.
• Strong analytical, negotiation, and problem-solving skills.
• The ability to work independently.
• The ability to juggle multiple projects simultaneously.
• Strong organizational skills and the ability to adapt quickly to changing priorities.
• Deductive reasoning and critical thinking skills.
• The ability to maintain current knowledge and understanding of industry trends.
• The ability to execute tasks with a high degree of accuracy.
• The ability to work in a fast-paced, team environment managing multiple clients and priorities.
• The ability to present professionally in communication, interactions, and attire and hygiene with customers, the public, and others.
• The ability to travel as required or requested, up to 2 times per month, regionally/nationally.
• The ability to create and implement growth strategies.
  
  

Why work with Lerch Bates?

• Competitive Compensation
• Medical, Dental, and Vision Insurance
• Employee Stock Ownership program!
• Generous PTO
• Incentive compensation bonus
• 401(k) with up to 6% employer match!
• FSA and HSA
• Charitable paid time off
• Birthday Bonus
• Paid Parental Leave
• Tuition Reimbursement
• Learning and Development
• An entire internal department dedicated to your learning and career development!
• Exceptional company culture
• Employee resource groups
• Team building and networking activities
• And more!
  

Be more than just an employee…

Lerch Bates is 100% employee-owned! Our employee-owners bring a distinct “we own what we do” brand of technical consulting to every project and partnership. When you work with us, you join a company with an ownership mindset. Expect responsibility, service, and performance in everything we do. So, what does that mean for you? After a certain service time, you are eligible for stock ownership, which essentially works as an additional wealth accumulation and/or retirement account!

CORE Values: Ownership . Community . Integrity . Respect . Optimism

Lerch Bates is a federal contractor, which requires us to conduct a pre-employment background check and drug test.

We are an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, marital status, or any other characteristic protected by law.