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Empowering Growth with a Strategic Business Development Leader – OBM
THE CHALLENGE
Our client, a company focused on energy agility, recognized the need to move beyond its existing markets and identify new, high-growth revenue streams. Their goal was to find a Director of Business Development (DBD) who could not only understand the complexities of the power industry but also leverage a broad network to identify and cultivate opportunities in new, untapped sectors.
The ideal candidate needed to be more than just a salesperson; they had to be a strategic architect capable of building a comprehensive business development strategy from the ground up. This included defining new markets, establishing a scalable sales process, and fostering a team and culture built for sustained growth. OBM needed a leader who could deliver results quickly and build a long-term foundation for success.
THE SOLUTION
Our search focused on identifying a candidate with a deep and proven background in the power industry, specifically in demand response and retail electric providers, as outlined in the job description. We knew that technical knowledge was a prerequisite, but the real key was finding a professional with an extensive, diverse network that spanned multiple markets beyond their core expertise.
The ideal candidate emerged from a pool of top-tier talent. Their background in the energy sector provided an immediate understanding of our client’s value proposition, while their proven track record of driving revenue growth and closing strategic deals demonstrated their ability to perform. Critically, their network and experience in adjacent industries made them the perfect fit to lead the expansion into new and transformational markets.
THE RESULT
The success of the placement was immediate and impactful. We identified and onboarded the candidate in under 90 days from the start of the search, allowing our client to accelerate its growth strategy. In a short period, the new Director of Business Development has made a significant and measurable impact on the organization.
The impact
The new Director of Business Development has made a significant impact, highlighting the following:
- Identified New Markets: The hire’s extensive network and market insight immediately led to the identification of several new, high-potential markets, including opportunities with AI/HPC GPU compute deployers and cryptocurrency machine manufacturers. This expanded the company’s target audience and created new pathways for revenue.
- Established a BD/Sales Process: Beyond simply bringing in leads, the new director has implemented a clear, repeatable business development and sales process. This has defined roles, established measurable KPIs, and created a systematic approach to pipeline management.
- Developed a Robust Pipeline: The strategic market identification and process implementation have already resulted in the development of a significant sales pipeline. This new pipeline is the foundation for future growth and is projected to deliver a significant increase in revenue, validating the strategic decision to invest in a visionary leader.
By placing a candidate who perfectly matched our client’s immediate needs and long-term vision, we enabled the company to not only overcome its core challenge but also to accelerate its path to transformational growth.
