Business Development Director – Channel Partnerships

🕒 July 27

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ecoATM Gazelle

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2010

💼 Consulting

📦 Logistics

🏭 Manufacturing

Consulting • Logistics • Manufacturing

ecoATM Gazelle is a company specializing in the trade-in and recycling of electronic devices, particularly mobile phones. They operate thousands of kiosks across the United States, allowing consumers to sell their old phones in exchange for cash. By evaluating the device's condition and specifications, ecoATM provides a convenient and eco-friendly solution for reducing electronic waste, contributing to the recycling of over 50 million devices to date. Their mission focuses on sustainability by preventing toxic electronic waste from entering landfills, supporting a healthier planet while providing immediate financial returns to consumers through easy and secure transactions.

📋 Description

• Own and close new retailer partnerships—meet/exceed new-business quota and deliver signed agreements, installed kiosks, and revenue. • Build and execute plans to close target retailers; identify decision makers, influencers, and buying committees; draft messaging and pitch materials • Run discovery to understand retailer objectives and constraints; develop tailored value propositions and ROI models for device recycling and trade-in. • Manage the full sales cycle from first outreach through signed contract and handoff to implementation; maintain momentum with clear close plans. • Lead negotiations and contract redlines (commercial terms, rent/revenue share, placement, SLAs, and legal/privacy/security requirements as applicable) to signature. • Prepare and deliver persuasive proposals and executive-ready presentations; present to VP/C-level stakeholders and cross-functional committees. • Drive outbound prospecting (cold calling, email, LinkedIn, partners, and events) to build pipeline—while prioritizing late-stage advancement and closing activity. • Coordinate internal stakeholders to create winning solutions and ensure deliverability across Legal, Marketing, Analytics and Account Management. • Stay informed on industry trends and maintain a deep understanding of the retailer ecosystem as well as smartphone and electronics recycling trends • Report on forces that shift strategic directions for account opportunities • Understand the competitive landscape and determine how to best position ecoATM in the market • Utilize Salesforce to manage full-cycle pipeline, forecasting, and reporting; maintain accurate stage hygiene, close dates, and next steps. • Partner with internal teams to translate prospect needs into clear requirements and a clean handoff once deals are signed. • Own weekly forecasting and performance updates; track pipeline health, stage conversion, win rates, cycle time, and forecast accuracy. • Work with Analytics on scoring potential retailer locations and building financial model proposals in Excel.

🎯 Requirements

• 10+ years of experience selling into retailers in all channels – Discount, Dollar, Grocery, Convenience and others • Deep understanding of retailers’ operations and key stakeholders • Proven track record of success in meeting and exceeding quota in winning and closing retailer accounts • Demonstrated experience leading contract negotiations and redlines through signature (commercial terms and legal agreements) • Strong communication, organizational, negotiation and presentation skills with the ability to sell and close at all decision-making levels • Ability to work in a fast-paced, entrepreneurial and team environment • Self-motivated, creative, and flexible • Strong analytical skills with a strategic, long-term focus • A strategic and analytical mindset, with a data-driven approach to decision-making and problem-solving. • Organized professional who excels in prioritizing tasks and managing a fast-paced sales environment • Strong experience and expertise with Excel, Salesforce, ZoomInfo, LinkedIn Sales Navigator and Tableau

🏖️ Benefits

• competitive salary • commission structure • long-term incentives based on individual and company performance