The Commercial discipline is responsible for driving business growth, managing partnerships, and providing industry subject matter expertise and advisory to both clients and internal teams. This strategic and consultative team creates meaningful relationships with clients through their combined knowledge of IT services and industry trends and pain points. Members include business development staff of all levels, client partners, alliances and partnerships managers, industry advisors, and operational leads. The Regional Business Development Director for NA is a senior leader responsible for guiding the Business Development team within the Payments industry globally. The role is ultimately responsible for orderbook and pipeline creation, ensuring sustainable revenue and margin growth. This involves driving the achievement of personal and industry targets, developing sales talent, and executing Payments industry vision and strategy in close partnership with the Managing Director. The Regional Business Development Director ensures that the team aligns with Endava's core values and fosters a culture of diversity and excellence.The Regional NA Business Development Director is responsible for creating and evolving the global go-to-market strategy for the Payments industry, managing the industry pipeline of new opportunities, and driving sales cadences to ensure progress on pursuits. They work closely with the Industry Advisor Team to build the global strategy for the Payments industry and to support existing accounts and drive growth. Additionally, they build Payments industry connections and establish Endava as a key participant in the Payments industry. This role also involves ensuring accurate reporting, effective risk management, and compliance with governance and business rules.Responsibilities:LeadershipLead the Business Development team to achieve personal and Payments industry targets.Develop Business Development talent, guiding skill mastery and career progression with clear success plans for each direct report.Support the definition and execution of industry vision and strategy in close partnership with the Managing Director.Drive adherence to Endava processes across the team, with a particular focus on embedding the Business Winning Model (BWM) and Client Growth Model (CGM) frameworks consistently.Foster a culture and work environment within the team that aligns with Endava's core values and includes a focus on diversity.Industry GrowthCreate and evolve the regional go-to-market strategy for the Payments industry, identifying industry challenges and relevant Endava solutions.Manage the Payments industry pipeline of new opportunities, driving sales cadences to ensure progress on pursuits.Drive orderbook and pipeline creation, ensuring sustainable revenue and margin growth.Actively manage and develop the pipeline within accounts to achieve business growth targets.Collaborate with the Industry Advisor Team to build and refine the North America strategy for the Payments industry.Work with the Client Partner Director to support existing accounts and drive growth within those accounts.Create and foster industry connections to establish Endava as a key participant in the Payments industry.Enhance personal expertise in Payments industry trends, developments, and challenges to become an industry SME.Engage and leverage the wider Endava capability within the Payments industry to build credibility with clients and within the region.Serve as the senior adviser for all net new business development, within both new logos and existing clients.Negotiation and Commercial DecisionsLead high-stakes negotiations with clients, ensuring favorable terms and conditions.Make informed commercial decisions to drive business growth and profitability.Manage and resolve complex client and contract issues, ensuring alignment with Endava’s strategic objectives.Financial ManagementEnsure accurate forecasts, budgets, projections, and adjustments as needed.Ensure governance and business rules are adhered to with appropriate signoffs.Manage Sales budgets in line with agreed P&L, including ensuring that sales spending is proportionate to expected returns.Operational ExcellenceEnsure compliance with governance, business rules, and regulatory standards including evidencing all approval stage gates have been complied with across the team.Embed critical initiatives and processes within the client portfolio to achieve strategic objectives.Foster a culture of high performance and continuous improvement within the team.ReportingEnsure data accuracy within systems and diligent reporting.Compile and present monthly industry reporting packages to the Managing Director in partnership with the Global Client Director.Maintain up-to-date opportunity level information within systems
